Creating competitive advantage in industrial services

Creating competitive advantage in industrial services 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. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Creating competitive advantage in industrial services

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Publisher
Emerald Publishing
Copyright
Copyright © 1998 MCB UP Ltd. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858629810226654
Publisher site
See Article on Publisher Site

Abstract

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

Journal of Business & Industrial MarketingEmerald Publishing

Published: Aug 1, 1998

Keywords: Competitive advantage; Focus groups; Industrial marketing; Market research; Services marketing; Value

References

  • Success factors in developing new business services
    De Brentani, V.
  • New industrial service development: scenarios for success and failure
    De Brentani, V.
  • Research in strategy, economics, and Michael Porter
    Foss, N.
  • Service Marketing
    Lovelock, C.
  • The resource‐based view within the conversation of strategic management
    Mahoney, J.; Pandian, J.
  • An empirical test of the resource‐based theory: strategic regulation in the Dutch audit industry
    Maijoor, S.; Van Witteloostuijn, A.
  • Key success factors: test of a general theory in the mature industrial ‐ product sector
    Sousa, J.A.; Hambrick, D.C.
  • A two‐factor classification of competitive strategy variables
    Varadarajan, P.R.

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