From product innovation to solutions innovation: a new paradigm for competitive advantage

Shepherd, C. David; Ahmed, Pervaiz K.

doi:10.1108/14601060010322293

Cited by 173 publications

(124 citation statements)

References 2 publications

Supporting

Mentioning

117

Contrasting

Unclassified

Order By: Relevance

“…For example, many innovative products in the computer industry entail selling solutions or combinations of products and services (Bresnahan and Greenstein 1999). An established local distribution network may offer greater potential for the firm to realize value from a new recombinant product by quickly delivering that product to customers through a trusted distribution channel or by effectively coordinating across multiple distribution channels (Shepherd and Ahmed 2000). The latter is particularly important because customers in the computer industry increasingly require more complex and integrated solutions, placing even higher demands on coordinated delivery (Davies et al 2007).…”

Section: Value-creation Incentivesmentioning

confidence: 99%

Toward a Theory of Extended Contact: The Incentives and Opportunities for Bridging Across Network Communities

Sytch

Tatarynowicz

Gulati

2012

Organization Science

View full text Add to dashboard Cite

This study investigates the determinants of bridging ties within networks of interconnected firms. Bridging ties are defined as non-redundant connections between firms located in different network communities. We highlight how firms can enter into these relationships due to the incentives and opportunities for action that are embedded in the existing network structure. Specifically, we propose that the dynamics of proximate network structures, which reflect firms" and their partners" direct connections, affect the formation of bridging ties by shaping the value-creation and value-distribution incentives for bridging. We also argue that the evolving global network structure affects firms" propensity to form bridging ties by shaping the structural opportunities for bridging. We test our theory using the network of partnership ties among firms in the global computer industry from 1991 to 2005. We find support for structural incentives and opportunities as influential precursors of bridging ties.

show abstract

Section: Value-creation Incentivesmentioning

confidence: 99%

Toward a Theory of Extended Contact: The Incentives and Opportunities for Bridging Across Network Communities

Sytch

Tatarynowicz

Gulati

2012

Organization Science

View full text Add to dashboard Cite

show abstract

“…The importance of providing solutions rather than selling products has been seen by some as heralding the emergence of new service-based and customer-centric business models (Slywotzky 1996;Slywotzky and Morrison 1998;Sharma and Molloy 1999;Shepherd and Ahmed 2000;Cornet, et. al.…”

Section: Introductionmentioning

confidence: 99%

Organizing for solutions: Systems seller vs. systems integrator

Davies

Brady

Hobday

2007

Industrial Marketing Management

428

380

View full text Add to dashboard Cite

This paper aims to examine how firms are organizing to provide integrated solutions: a business model for the supply of capital goods based on the provision of products and services as integrated solutions to an individual customer's needs. The industrial marketing literature suggests that the origins of this business model can be traced back to early 1960s when firms adopted strategies and organizations for 'systems selling'.The marketing literature helps us to identify two contrasting types of organizations:(1) the vertically-integrated systems seller that produces all the product and service components in a system; and (2) the systems integrator that coordinates integration of components supplied by external firms. The paper uses these two ideal types to analyse the strategies and organisations of five case study firms that have recently attempted to move into the provision of integrated solutions. It argues that there is no evidence to support the continuing dominance of the systems seller or a simple transition from systems selling to systems integration. A more complex pattern of organizational forms is emerging, combining elements of both systems selling (i.e. vertical integration into services) and systems integration.

show abstract

“…Regardless of the terminology, it predominantly depicts and defines a solution as a bundle of products, services and software (Wise and Baumgartner, 1999;Galbraith, 2002;Brady et al, 2005a), which can solve customer-specific problems (Miller et al, 2002;Davies et al, 2006;Sawhney, 2006;Ceci and Prencipe, 2008), and are relatively broad and complex offerings focused not only on technical integration but also on the total usage context (Shepherd and Ahmed, 2000;Tuli et al, 2007).…”

Section: Introductionmentioning

confidence: 99%

Solutions offerings: a critical review and reconceptualisation

Nordin

Kowalkowski

2010

Journal of Service Management

234

208

View full text Add to dashboard Cite

Purpose -To offer a critical analysis of the literature of solutions offerings; to provide a new conceptual framework, incorporating dimensions that can distinguish between different kinds of solutions, and connect their different characteristics.Design/Methodology/Approach -A critical review of the relevant literature, both 28 contributions identified in a search of three major databases and a range of other published work for the broader perspective, illustrated by real-world examples.Findings -There is no unanimous and rigorous definition of solutions, but rather a number of often broad and generic descriptions that could be applied to a wide array of different offerings, if not generically.Research Limitations/Implications -The sample of subject-specific contributions to the literature may not have been sufficient, and a wider selection of keywords to identify them might have captured a richer variety of concepts and opinions.Originality/Value -This structured and critical review contributes to the literature on services and solutions, by developing a conceptual framework as a basis for future studies and current management strategy.

show abstract

From product innovation to solutions innovation: a new paradigm for competitive advantage

Cited by 173 publications

References 2 publications

Toward a Theory of Extended Contact: The Incentives and Opportunities for Bridging Across Network Communities

Toward a Theory of Extended Contact: The Incentives and Opportunities for Bridging Across Network Communities

Organizing for solutions: Systems seller vs. systems integrator

Solutions offerings: a critical review and reconceptualisation

Contact Info

Product

Resources

About