Solutions offerings: a critical review and reconceptualisation

Abstract

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.

What service transition? Rethinking established assumptions about manufacturers' service-led growth strategies

“…While some of the early solutions literature draws on system selling and the industrial marketing literature, many of the more recent studies (on system suppliers) fail to acknowledge and develop these earlier contextual and conceptual contributions (Davies et al, 2007;Nordin & Kowalkowski, 2010). A notable exception is Helander and Möller (2007), who argue that scholars need to integrate the discussion on relationships and networks with that on systems selling and service marketing.…”

A Reconceptualization of Manufacturers' Service Strategies

“…Whereas some of these frameworks and typologies include all forms of services (Raddats and Easingwood 2010;Ulaga and Reinartz 2011) others focus specifically on extensive, process-oriented service offerings such as integrated solutions (Davies, Brady, and Hobday 2006). Solutions are however a rather vague concept (Nordin and Kowalkowski 2010) that are rarely defined and often used to describe a wide range of product/service bundles (Stremersch et al 2001;Windahl and Lakemond 2010). Thus it is relevant to also include solutions-specific research in order to get a thorough understanding of the theoretical context of this study.…”

“…Other manufacturers' service infusion approaches are less focused on product reliability and more focused on revenue growth; for example, outsourcing services, whereby the risk and responsibility for customers' operational processes is assumed by the manufacturer (Gebauer 2008;Ulaga and Reinartz 2011). Some manufacturers are even developing solutions, which means that they sell combined product and service offerings to address important customer problems, and are compensated on the basis of achieved performance (Helander and Möller 2008;Nordin and Kowalkowski 2010;Storbacka 2011).…”

Sales coordination and structural complexity: a national‐international comparison

“…In response to product commoditization and competition from emerging markets, many industrial firms have started to provide complex, integrated solutions to increase value to their customers and consequently their profits (Davies et al, 2007;Galbraith, 2002;Nordin and Kowalkowski, 2010). At the same time, since mergers and acquisitions have made large firms in industrial markets even larger, large customers have also become increasingly international.…”