The Austrian view and value co-creation process in solution-oriented firms: A seven stage, “solution prototyping” framework

Plouffe, Christopher; Nagel, Duane M.; Bonney, Leff; Hochstein, Bryan; Salas, Jim

doi:10.1080/10696679.2019.1671202

Cited by 7 publications

(7 citation statements)

References 121 publications

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“…Авторы статей (см., напр. : [Evanschitzky, Wangenheim, Woisetschlitger, 2011;Levihn, Levihn, 2016;Hsuan et al, 2017;Plouffe et al, 2019;Rajala et al, 2019] Предпосылки перехода компании от продажи товаров к продаже решений. В наиболее полной попытке анализа предпосылок сервитизации одни исследователи рассматривали ее преимущественно с позиции экономических драйверов, уделяя особое внимание развитию международной торговли (см., напр.…”

Section: предпосылки и результаты сервитизации компанииunclassified

“…Такая ситуация усиливает ценовую конкуренцию и часто ведет к снижению качества и потере прибыли [Windahl, Lakemond, 2006;Matthyssens, Vandenbempt, 2008;Evanschitzky, Wangenheim, Woisetschläger, 2011;Paiola et al, 2013;Alfert, Baaken, 2017;Leoni, 2019;Kohtamäki et al, 2020], ориентируя деятельность компании не на клиента и его потребности, а на ценовую войну с конкурентами [Evanschitzky, Wangenheim, Woisetschläger, 2011;Vasantha, Roy, Corney, 2015;Levihn, Levihn, 2016;Alfert, Baaken, 2017;Hsuan et al, 2017;Plouffe et al, 2019]. Компании начинают кон- Технологические изменения.…”

Section: предпосылки и результаты сервитизации компанииunclassified

“…Рост организационной эффективности. Компании могут более эффективно использовать собственные ресурсы благодаря сервитизации [Sakyi-Gyinae, Holmlund, 2018;Hedvall, Jagstedt, Dubois, 2019;Niu, Jiang, Wang, 2019;Plouffe et al, 2019;Dewi, Pittayachawan, Tait, 2020]. Более быстрая адаптация к меняющимся требованиям клиентов способствует снижению рисков и повышению востребованности предложений компании [Canedo, Junior, Helal, 2018;Garcia Martin, Schroeder, Ziaee Bigdeli, 2019;Kohtamäki et al, 2019;Kryvinska, Kaczor, Strauss, 2020].…”

Section: результаты перехода компании от продажи товаров к продаже ре...unclassified

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Company’s servitization: Antecedents and consequences

Georgievsky¹

2022

Vestnik SPbSU. Management

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The article defines the concept of “servitization”, identifies its features, and outlines the antecedents and consequences of servitization for the company. The analysis of academic literature on the concept of servitization was used as a research method. The author presents two approaches to the definition of the concept of “servitization”: the transformation process and the innovation of the business model. The former reflects the need for significant changes, while the latter draws attention to the change in the logic of creating, transferring and receiving value. The proposed definition of the concept of “servitization” adopts the “transformation process” approach, focuses on the formation of a solution and the orientation of a solution to achieve a result. The study highlights the features of servitization: the combination of goods and services, service orientation, focus on meeting customer needs, creating competitive advantages, commitment to the results, establishing relationships with customers, sharing knowledge, increasing the value of the offer and its differentiation, enhancing the productivity of a company. Servitization antecedents groups include improving competition, technological change, the development of international trade and changing consumer trends, while consequences groups include providing a strategic advantage, improving financial condition, increasing organizational efficiency, and developing customer relationships.

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Section: предпосылки и результаты сервитизации компанииunclassified

Section: результаты перехода компании от продажи товаров к продаже ре...unclassified

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Company’s servitization: Antecedents and consequences

Georgievsky¹

2022

Vestnik SPbSU. Management

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“…The innovation of Batak community woven fabric processes and products without eliminating the cultural values and character of ulos is a strong reason why research on the sustainability of green-oriented ulos woven fabric needs to be done. The focus of innovation is on revitalization activities based on value-added solutions (Plouffe, et al, 2019). Solutions as a combination of internal and external "elements" of entrepreneurs, consisting of product and service parts based on knowledge, experience and implementation of ideas so that cooperation For optimization of marketing performance emphasized the creation of green sustainability (Yang & Yan, 2020), (Ye, et al, 2020).…”

Section: A Introductionmentioning

confidence: 99%

Ulos Sustainability Towards Green Brands to Improve Marketing Performance Based on a Co-Creation Solution

Simanjuntak

Manalu

2022

Bus. Management Analysis J.

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The purpose of this research is to produce ulos revitalization and create added value for the green sustainability of ulos production, oriented branding and its marketing so as to increase the life force of weavers and micro-entrepreneurs. Respondents are weavers and training entrepreneurs of ulos, retailers with a total of 316 people engaged in the production and service of Ulos production. Data collection was conducted by survey methods and questionnaires with statements used on a scale of 1-10. Data processing results with SEM AMOS show that green sustainability of Ulos oriented branding (GSB) proved unable to mediate between Product Innovation (PDI), Process Innovation (PCI) and Marketing Performance (MPF). In other words, green sustainability does not directly prove an improvement in marketing performance. GSG shows that it is able to improve Order Management (OMG). The process emphasizes on the relevance of green sustainability, it can be seen that PDI and PCI are proven to improve GSB. Sustainability of green branding can only be achieved when there is product and process innovation. SDL demonstrates the need for the development of new service innovations by investigating the prerequisites and general principles for developing sustainability. Dominant logic treats services as a category of market offerings to be developed and managed like ulos products. The concept of service design has been developed referring to a subset of "green" processes associated with rendering activities to define a concept, structure, or service infrastructure. This research invites ulos observers to understand the values of Ulos authenticity and its culture in sustainable entrepreneurship, inviting weavers and entrepreneurs to have prosocial motives that influence their interest in sustainable ulos entrepreneurship and the role of academia in promoting sustainable entrepreneurial practices.

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“…: [Сагинова, Дюметц, 2017; Яковленко, Ланская, 2019]). В зарубежной литературе концепция решения регулярно обсуждается [Plouffe et al, 2019;Rajala et al, 2019;Restuccia, Legoux, 2019;Apollo, 2020;Frost, 2020], тем не менее некоторые вопросы остаются открытыми и требуют дополнительного изучения. Во-первых, ориентация решения на результат часто встречается в консалтинговой литературе и редко в академических публикациях; во-вторых, многообразие определений понятия «решение» позволяет обратить внимание на его признаки и продвинуться в направлении определения, отражающего ключевые особенности решения в разных сферах бизнеса; в-третьих, концепции продажа решений и продажа результатов в литературе часто используются как взаимозаменяемые; в-четвертых, при сопоставлении концепций товара, услуги и решения требуется учет большего количества характеристик; в-пятых, существующие модели решения [Tuli, Kohli, Bharadwaj, 2007;Brax, Visintin, 2017;Hedvall, Jagstedt, Dubois, 2019], как правило, указывают на необходимость удовлетворения клиента, но не акцентируют внимание на создании результата и специфике решаемой задачи, включающей не только проблему клиента, но и ее контекст, а также комплексную потребность клиента.…”

Section: Introductionunclassified

Company transition from selling goods to selling solutions

Georgievsky¹

2021

Vestnik SPbSU. Management

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Accelerating digitalization of the economy and changing pandemic-driven consumer trends provide companies with opportunities for a complete customer satisfaction by using solutions. This work aims to consider the formation of a solution as the basis for the servitization of a company. The analysis of academic and consulting literature on solution and servitization concepts was used as a research method. The paper proposes an approach to define the concept of solution as an offer. Two types of sales using solutions have been determined: solution selling and outcome selling. The definition of an outcome-oriented solution is provided. Based on this definition and the key features of a solution, a solution creation model is formed which includes the following components: the key elements and characteristics, the nature of the problem, joint value creation, and outcome orientation. The paper develops a model of the servitization process and compares the categories of goods, services, and solutions taking into account the development of the concept of ecosystems. Researchers can use the findings to build solution models and develop the outcome component of a solution. Practitioners can use the results to make the company transition from selling goods to selling solutions.

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The Austrian view and value co-creation process in solution-oriented firms: A seven stage, “solution prototyping” framework

Cited by 7 publications

References 121 publications

Company’s servitization: Antecedents and consequences

Company’s servitization: Antecedents and consequences

Ulos Sustainability Towards Green Brands to Improve Marketing Performance Based on a Co-Creation Solution

Company transition from selling goods to selling solutions

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