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Article
Service strategy’s effect on firm performance: A meta-analysis of the servitization literature
The servitization literature has evolved into a rich field of academic inquiry that today calls for a consolidation of extant knowledge and opens new opportunities for meta-analytic reviews. The present resear...
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Chapter
Servitization: A State-of-the-Art Overview and Future Directions
Over the past two decades, servitization has emerged as a major growth engine in many markets for firms looking beyond their traditional product core. Following a brief account of the history of servitization,...
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Article
Advancing marketing theory and practice: guidelines for crafting research propositions
Effective research propositions are key to advancing marketing theory and practice. However, our discipline provides little guidance on how to systematically craft impactful propositions. Consequently, scholar...
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Chapter
Customer Success
Recent years have witnessed an ever-growing interest among business practitioners in customer success. Despite the growing managerial emphasis on customer success in the business press, academic research in th...
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Article
The journey towards customer centricity and service growth in B2B: a commentary and research directions
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Article
When and why do customer solutions pay off in business markets?
Manufacturers invest in customer solutions to differentiate their offerings and sustain profitability despite declining margins from goods sales. Notwithstanding strong managerial and academic interest, an exa...
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Article
Do customized service packages impede value capture in industrial markets?
Capturing the value of industrial services is an issue of growing concern as services increasingly define manufacturing companies’ competitive market positions. In business markets, suppliers often create cust...
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Chapter and Conference Paper
Conceptualizing, Measuring, and Managing Customer Share in Key Supplier Relationships
Marketing metrics have experienced a substantial growth of interest in recent years. From a managerial perspective, top management increasingly calls for “marketing accountability” pressuring marketers to prod...
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Chapter and Conference Paper
Customer Value Audit in International Business Markets : A Strategic Marketing Tool
Implementing the customer driven firm is a going concern of management in many business markets of today. Knowing where value lies for the customer has become critical for a supplier, as satisfied customers le...
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Chapter and Conference Paper
Customer-Perceived Value in Business Relationships: A Cross-Sectional Survey Among Purchasing Managers in Germany
In recent years, there has been a resurgence of interest in the value construct. Delivering superior value to customers is a major concern of management in many business markets of today. In addition, « value ...
