The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Forming Successful Business-to-Business Services in Goods-Dominant Firms
Abstract
Extant literature is almost unanimous in suggesting that managers in goods-dominant firms should integrate services into their core market offers. Furthermore, in actual practice, numerous firms are striving with mixed results to become “solutions providers” by adding services to their portfolio of tangible goods. The literature does not, however, describe what factors to consider when adding services and how the factors should be designed to enhance organizational performance. The purpose of this study was to isolate and characterize factors that enable the formation of successful business-to-business (B2B) services in goods-dominant firms. Using a multicase research design, this study highlights four substantive cases of Fortune 500 firms in which B2B service development was a process of aligning strategy with a highly complex market. The study then illustrates how firms that demonstrate a record of successful B2B service development adapt several factors of organization to align with the newly formed strategy.
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Cites
Firm Resources and Sustained Competitive Advantage
Barney, J. (1991) · Journal of Management · doi:10.1177/014920639101700108 · Cited by 48,334
Core capabilities and core rigidities: A paradox in managing new product development
Leonard-Barton, D. (1992) · Strategic Management Journal · doi:10.1002/smj.4250131009 · Cited by 6,477
Cited by
The servitization of manufacturing: A review of literature and reflection on future challenges
Baines, T. S., Lightfoot, H. W., Benedettini, O., & Kay, J. M. (2009) · Journal of Manufacturing Technology Management · doi:10.1108/17410380910960984 · Cited by 1,541
Transformational shifts through digital servitization
Tronvoll, B., Sklyar, A., Sörhammar, D., & Kowalkowski, C. (2020) · Industrial Marketing Management · doi:10.1016/j.indmarman.2020.02.005 · Cited by 413
Metadata
- Authors
- Neu, W. A., & Brown, S. W.
- Venue
- Journal of Service Research
- Publisher
- SAGE Publications
- Published
- 2005-08
- Volume
- 8
- Issue
- 1
- Pages
- 3-17
- ISSN
- 1094-6705 (ISSN-L)
- 1552-7379
- OpenAlex
- W2018361521
- Cited by
- 427
- References
- 2
- FWCI
- 44.51
- Type
- journal article
- Language
- en
- Open access
- closed
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- Neu, W. A., & Brown, S. W. (2005). Forming Successful Business-to-Business Services in Goods-Dominant Firms. Journal of Service Research. https://doi.org/10.1177/1094670505276619
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
