Table 10. Summary table on locking in... | Emerald Publishing

Table 10.

Summary table on locking in key customers or pre-empting access to them

Advantage mechanism	Formal measures	Intermediate actions	Informal measures
Locking in key customers or pre-empting access to them	Exclusive (long-term) contracts and joint investments with customers	Taking charge of in-house operations from customers, or providing ongoing services to support them	Customization of value propositions and responsiveness to customers
Sample performance	3 INMLs applying these measures As such, 15% of the sample has employed this method to lock in key customers or pre-empt access to them	4 INMLs applying these measures As such, 20% of the sample has used this method to lock in key customers or pre-empt access to them	9 INMLs clearly applying these measures Arguably, others do the same, but in a less pronounced fashion As such, 45% of the sample has employed this method to lock in key customers or pre-empt access to them

Advantage mechanism	Formal measures	Intermediate actions	Informal measures
Locking in key customers or pre-empting access to them	Exclusive (long-term) contracts and joint investments with customers	Taking charge of in-house operations from customers, or providing ongoing services to support them	Customization of value propositions and responsiveness to customers
Sample performance	3 INMLs applying these measuresAs such, 15% of the sample has employed this method to lock in key customers or pre-empt access to them	4 INMLs applying these measuresAs such, 20% of the sample has used this method to lock in key customers or pre-empt access to them	9 INMLs clearly applying these measuresArguably, others do the same, but in a less pronounced fashionAs such, 45% of the sample has employed this method to lock in key customers or pre-empt access to them

Source: Compiled by the authors