Access the full text.
Sign up today, get DeepDyve free for 14 days.
F.V. Cespedes
Industrial marketing: managing new requirements
C. Lovelock
Service Marketing
S. Hunt (1990)
Modern Marketing Theory: Critical Issues in the Philosophy of Marketing Science
Michael Morris, D. Davis (1992)
Measuring and managing customer service in industrial firmsIndustrial Marketing Management, 21
M. Holmlund, S. Kock (1995)
Buyer Perceived Service Quality in Industrial NetworksIndustrial Marketing Management, 24
E. Penrose
The Theory of the Growth of the Firm
C. Baden-Fuller, J. Stopford (1996)
Rejuvenating the Mature BusinessLong Range Planning, 3
L. Berry
On Great Service
B. Edvardsson, B. Thomasson, J. Ovretveit
Quality of Service
G. Day (1994)
The Capabilities of Market-Driven OrganizationsJournal of Marketing, 58
B. Wernerfelt (1984)
A Resource-Based View of the FirmSouthern Medical Journal, 5
S. Maijoor, A. Witteloostuijn (1996)
AN EMPIRICAL TEST OF THE RESOURCE-BASED THEORY: STRATEGIC REGULATION IN THE DUTCH AUDIT INDUSTRYStrategic Management Journal, 17
Ulrike Brentani (1995)
New Industrial Service Development: Scenarios for Success and FailureJournal of Business Research, 32
V. Rangan, Benson Shapiro, R. Moriarty (1995)
Business Marketing Strategy: Cases, Concepts, and Applications, Instructor's Manual
R.A. Krueger
Focus Groups
Joseph Mahoney, J. Pandian (1992)
The resource-based view within the conversation of strategic managementSouthern Medical Journal, 13
David Collis, Cynthia Montgomery (1999)
Competing on Resources: Strategy in the 1990s
A. Parasuraman, L. Berry, V.A. Zeithaml
Understanding customer expectations of service
S. Vandermerve, C. Lovelock
Competing through Services. Strategy and Implementation
P. Varadarajan (1985)
A two‐factor classification of competitive strategy variablesSouthern Medical Journal, 6
E. Penrose (1960)
The theory of the growth of the firm twenty-five years after
J. Fitzsimmons, Mona Fitzsimmons (1994)
Service Management for Competitive Advantage
James Anderson, James Narus (1995)
Capturing the value of supplementary servicesHarvard Business Review, 73
S. Slater (1996)
The challenge of sustaining competitive advantageIndustrial Marketing Management, 25
D. Morgan (1988)
Focus groups for qualitative research.Hospital guest relations report, 2 3
D. Bowen, E. Lawler (1995)
Empowering Service EmployeesSloan Management Review, 36
K.G. Grunert, C. Ellegaard
The concept of key success factors: theory and method
G. Hamel, C.K. Prahalad
Competing for the Future. Breakthrough Strategies for Seizing Control of your Industry and Creating the Markets of Tomorrow
Ulrike Brentani (1991)
Success Factors in Developing New Business ServicesEuropean Journal of Marketing, 25
Gary Hamel, C. Prahalad (1994)
Competing for the Future
Ingemar Dierickx, Karel Cool (1989)
Asset stock accumulation and sustainability of competitive advantageManagement Science, 35
Ajay Mehra (1996)
RESOURCE AND MARKET BASED DETERMINANTS OF PERFORMANCE IN THE U.S. BANKING INDUSTRYStrategic Management Journal, 17
G. Day, R. Wensley (1988)
Assessing Advantage: A Framework for Diagnosing Competitive SuperiorityJournal of Marketing, 52
A. Parasuraman, V. Zeithaml, L. Berry (1985)
A Conceptual Model of Service Quality and Its Implications for Future ResearchJournal of Marketing, 49
J. Heskett, T. Jones, Gary Loveman, W. Sasser, L. Schlesinger (1994)
Putting the Service-Profit Chain to WorkHarvard Business Review, 72
C. Lovelock
Product Plus
William Dodds (1999)
Managing Customer ValueAmerican Journal of Business, 14
B. Calder (1977)
Focus groups and the nature of qualitative marketing research.Journal of Marketing Research, 14
S. Moore, B. Schlegelmilch (1994)
Improving service quality in an industrial settingIndustrial Marketing Management, 23
R.A. D’Aveni
Hypercompetition
S.G. Bharadwaj, P.R. Varadarajan, J. Fahy
Sustainable competitive advantage in service industries: a conceptual model and research propositions
V. Rangan, Benson Shapiro, R. Moriarty (1995)
Business marketing strategy : concepts and applications
Sundar Bharadwaj, J. Fahy, P. Varadarajan (1993)
Sustainable competitive advantage in service industries: A conceptual model and research, 57
K. Irons (1991)
Managing Service Companies: Strategies for Success
M. Porter (1985)
Competitive Advantage: Creating and Sustaining Superior Performance
N. Foss (1996)
Research In Strategy, Economics, and Michael Porter*Journal of Management Studies, 33
D. Thwaites, K. Walley, Steve Foots (1996)
Systematic management of differential advantage: A case study from the chemical industryIndustrial Marketing Management, 25
A. Majchrzak, Qian-wei Wang (1996)
Breaking the Functional Mind-Set in Process Organizations
R. Fisk, Stephen Brown, M. Bitner (1993)
Tracking the evolution of the services marketing literatureJournal of Retailing, 69
V. Zeithaml, L. Berry, A. Parasuraman (1996)
The Behavioral Consequences of Service QualityJournal of Marketing, 60
Michael Porter (1980)
Competitive Strategy: Techniques for Analyzing Industries and Competitors
J. Sá, D. Hambrick (1989)
Key success factors: Test of a general theory in the mature industrial‐product sectorSouthern Medical Journal, 10
This article contributes to the marketing literature by identifying key success factors in industrial service markets. In industrial markets, services are becoming critical for the creation of competitive advantage. However, the marketing of these services has received relatively limited attention in the industrial marketing and services marketing literature. In order to close this gap, the authors undertook a qualitative research study to build a specific model of competitive advantage for industrial services. The model identifies three core elements in the creation of superior customer value. Further, three sets of “value drivers” are discussed. Ideas for further research and recommendations for business practitioners are formulated.
Journal of Business and Industrial Marketing – Emerald Publishing
Published: Aug 1, 1998
Keywords: Competitive advantage; Focus groups; Industrial marketing; Market research; Services marketing; Value
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.