Access the full text.
Sign up today, get DeepDyve free for 14 days.
Wayne Neu, Stephen Brown (2005)
Forming Successful Business-to-Business Services in Goods-Dominant FirmsJournal of Service Research, 8
R. Cyert, J. March (1964)
A Behavioral Theory of the Firm
Marko Kohtamäki, J. Partanen, V. Parida, J. Wincent (2013)
Non-linear relationship between industrial service offering and sales growth: The moderating role of network capabilitiesIndustrial Marketing Management, 42
C. Fiol (1991)
Managing Culture as a Competitive Resource: An Identity-Based View of Sustainable Competitive AdvantageJournal of Management, 17
R. Amit, P. Schoemaker (1993)
Strategic assets and organizational rentSouthern Medical Journal, 14
Saara Brax (2005)
A manufacturer becoming service provider – challenges and a paradoxManaging Service Quality, 15
Dorothy Leonard-Barton (1992)
Core capabilities and core rigidities: A paradox in managing new product development: Strategic Management Journal, 13, 111–125 (Summer 1992)Long Range Planning, 26
M. Hannan (1984)
Structural Inertia and Organizational ChangeThe Sociological Review, 49
V. Theoharakis, L. Sajtos, G. Hooley (2009)
The strategic role of relational capabilities in the business-to-business service profit chainIndustrial Marketing Management, 38
L. Davis (1992)
Instrument review: Getting the most from a panel of expertsApplied Nursing Research, 5
C. Grönroos, P. Helle (2010)
Adopting a service logic in manufacturing: Conceptual foundation and metrics for mutual value creationJournal of Service Management, 21
I. Visnjic, Bart Looy (2013)
Servitization: Disentangling the Impact of Service Business Model Innovation on Manufacturing Firm PerformanceInstitutions & Transition Economics: Microeconomic Issues eJournal
H. Mathe, R. Shapiro (1993)
Integrating Service Strategy in the Manufacturing Company
R. Brislin (1970)
Back-Translation for Cross-Cultural ResearchJournal of Cross-Cultural Psychology, 1
M. Dotson, W. Patton (1992)
Consumer Perceptions of Department Store Service: a Lesson for RetailersJournal of Services Marketing, 6
James Anderson, D. Gerbing (1988)
STRUCTURAL EQUATION MODELING IN PRACTICE: A REVIEW AND RECOMMENDED TWO-STEP APPROACHPsychological Bulletin, 103
Amy Ostrom, M. Bitner, Stephen Brown, Kevin Burkhard, M. Goul, V. Smith-Daniels, H. Demirkan, E. Rabinovich (2010)
Moving Forward and Making a Difference: Research Priorities for the Science of ServiceJournal of Service Research, 13
R. Calori, P. Sarnin (1991)
Corporate Culture and Economic Performance: A French StudyOrganization Studies, 12
A. Helander, K. Möller (2008)
System supplier's roles from equipment supplier to performance providerJournal of Business & Industrial Marketing, 23
Gautam Ray, J. Barney, W. Muhanna (2004)
CAPABILITIES, BUSINESS PROCESSES, AND COMPETITIVE ADVANTAGE: CHOOSING THE DEPENDENT VARIABLE IN EMPIRICAL TESTS OF THE RESOURCE-BASED VIEWSouthern Medical Journal, 25
Richard Lytle, John Timmerman (2006)
Service orientation and performance: an organizational perspectiveJournal of Services Marketing, 20
R. Lusch, S. Vargo, M. Tanniru (2010)
Service, value networks and learningJournal of the Academy of Marketing Science, 38
C. Raddats, J. Burton (2011)
Strategy and structure configurations for services within product-centric businessesJournal of Service Management, 22
Chia-Ching Tsai, Yung-kai Yang, Yuqiu Cheng (2014)
Does relationship matter? – Customers’ response to service failureManaging Service Quality, 24
E. Johnsen (1964)
Richard M. Cyert & James G. March, A Behavioral Theory of The Firm, Prentice-Hall, Inc., Englewood Cliffs, New Jersey, 1963, 332 s.Ledelse and Erhvervsøkonomi, 28
J. Anselmsson, U. Johansson (2013)
What’s the buzz about the store? A comparative study of Word of Mouth and customer satisfaction, their sources and relationships to sales growt
K. Storbacka (2011)
A solution business model: Capabilities and management practices for integrated solutionsIndustrial Marketing Management, 40
J. Griffiths, B. Elson, D. Amos (2001)
A customer‐supplier interaction model to improve customer focus in turbulent marketsManaging Service Quality, 11
A. Davies, T. Brady, M. Hobday (2006)
Charting a path toward integrated solutionsMIT Sloan Management Review, 47
Heiko Gebauer, B. Edvardsson, A. Gustafsson, Lars Witell (2010)
Match or Mismatch: Strategy-Structure Configurations in the Service Business of Manufacturing CompaniesJournal of Service Research, 13
David Lepak, Ken Smith, M. Taylor (2007)
Value Creation and Value Capture: A Multilevel PerspectiveAcademy of Management Review, 32
Rogelio Oliva, Robert Kallenberg (2003)
Managing the transition from products to servicesInternational Journal of Service Industry Management, 14
Henri Hakala (2013)
Entrepreneurial and learning orientation: effects on growth and profitability in the software sectorBaltic Journal of Management, 8
F. Jacob, Wolfgang Ulaga (2008)
The transition from product to service in business markets: An agenda for academic inquiryIndustrial Marketing Management, 37
D. Polit, Cheryl Beck, S. Owen (2007)
Is the CVI an acceptable indicator of content validity? Appraisal and recommendations.Research in nursing & health, 30 4
James Combs, T. Crook, Christopher Shook (2005)
The Dimensionality of Organizational Performance and its Implications for Strategic Management ResearchResearch Methodology in Strategy and Management, 2
A. Helander, K. Möller (2007)
System supplier's customer strategy ☆Industrial Marketing Management, 36
Heiko Gebauer, T. Friedli (2005)
Behavioral implications of the transition process from products to servicesJournal of Business & Industrial Marketing, 20
C. Kowalkowski, Daniel Kindström, Lars Witell (2011)
Internalisation or externalisation?: Examining organisational arrangements for industrial servicesManaging Service Quality, 21
Jay Galbraith (2002)
Organizing to Deliver SolutionsOrganizational Dynamics, 31
Heiko Gebauer, E. Fleisch, T. Friedli (2005)
Overcoming the Service Paradox in Manufacturing CompaniesEuropean Management Journal, 23
B. Edvardsson, M. Holmlund, T. Strandvik (2008)
Initiation of business relationships in service-dominant settingsIndustrial Marketing Management, 37
C. Grönroos (2008)
Service logic revisited: who creates value? And who co‐creates?European Business Review, 20
Eric Fang, Robert Palmatier, J. Steenkamp (2008)
Effect of Service Transition Strategies on Firm ValueJournal of Marketing, 72
Anil Nair, Joseph Trendowski, William Judge (2008)
The Theory of the Growth of the Firm, by Edith T. Penrose. Oxford: Blackwell, 1959 (Book Review), 33
Michael Brady, Joseph Cronin (2001)
Some New Thoughts on Conceptualizing Perceived Service Quality: A Hierarchical ApproachJournal of Marketing, 65
K. Bollen (1989)
Structural Equations with Latent Variables
C. Grönroos, Johanna Gummerus (2014)
The service revolution and its marketing implications: service logic vs service-dominant logicManaging Service Quality, 24
T. Fischer, Heiko Gebauer, M. Gregory, G. Ren, E. Fleisch (2010)
Exploitation or exploration in service business development? : Insights from a dynamic capabilities perspectiveJournal of Service Management, 21
J. Heskett, W. Sasser (1997)
The service profit chain
Charlotta Windahl, Nicolette Lakemond (2006)
Developing integrated solutions: The importance of relationships within the networkIndustrial Marketing Management, 35
R. Hoskisson, M. Hitt, William Wan, Daphne Yiu (1999)
Theory and research in strategic management: Swings of a pendulumJournal of Management, 25
Li-tze Hu, P. Bentler (1999)
Cutoff criteria for fit indexes in covariance structure analysis : Conventional criteria versus new alternativesStructural Equation Modeling, 6
N. Collier, F. Fishwick, S. Floyd (2004)
Managerial Involvement and Perceptions of Strategy ProcessLong Range Planning, 37
Thomas Hutzschenreuter, Ingo Kleindienst (2006)
Strategy-Process Research: What Have We Learned and What Is Still to Be ExploredJournal of Management, 32
V. Parida, D. Sjödin, J. Wincent, Marko Kohtamäki (2014)
Mastering the Transition to Product-Service Provision: Insights into Business Models, Learning Activities, and CapabilitiesResearch-Technology Management, 57
B. Wernerfelt (1984)
A Resource-Based View of the FirmSouthern Medical Journal, 5
Daniel Levinthal, J. March (1981)
A model of adaptive organizational searchJournal of Economic Behavior and Organization, 2
Xiaoli Yin, E. Zajac (2004)
THE STRATEGY/GOVERNANCE STRUCTURE FIT RELATIONSHIP: THEORY AND EVIDENCE IN FRANCHISING ARRANGEMENTSSouthern Medical Journal, 25
Heiko Gebauer, G. Ren, Aku Valtakoski, J. Reynoso (2012)
Service‐driven manufacturing: Provision, evolution and financial impact of services in industrial firmsJournal of Service Management, 23
(1962)
Strategy and Structure: Chapters in the History of the American Industrial Enterprise
A. Reuber, Eileen Fischer (2011)
International entrepreneurship in internet-enabled marketsJournal of Business Venturing, 26
Marko Kohtamäki, J. Partanen, K. Möller (2013)
Making a profit with R&D services - The critical role of relational capitalIndustrial Marketing Management, 42
Ying Hong, H. Liao, Jia Hu, Kaifeng Jiang (2013)
Missing link in the service profit chain: a meta-analytic review of the antecedents, consequences, and moderators of service climate.The Journal of applied psychology, 98 2
Charlotta Windahl, Pierre Andersson, C. Berggren, Camilla Nehler (2004)
Manufacturing firms and integrated solutions: characteristics and implicationsEuropean Journal of Innovation Management, 7
B. Tabachnick, L. Fidell (1983)
Using Multivariate Statistics
H. Lightfoot, Heiko Gebauer (2011)
Exploring the alignment between service strategy and service innovationJournal of Service Management, 22
R. Schuler (1996)
Market-focused management: Human resource management implicationsJournal of Market-Focused Management, 1
E. Anderson, C. Fornell, R. Rust (1997)
Customer Satisfaction, Productivity, and Profitability: Differences Between Goods and ServicesMarketing Science, 16
R. Lusch, S. Vargo (2006)
Service-dominant logic: reactions, reflections and refinementsMarketing Theory, 6
P. Podsakoff, Scott MacKenzie, Jeong-Yeon Lee, Nathan Podsakoff (2003)
Common method biases in behavioral research: a critical review of the literature and recommended remedies.The Journal of applied psychology, 88 5
R. Ramírez (1999)
Value co-production: intellectual origins and implications for practice and researchStrategic Management Journal, 20
Michael Tippins, R. Sohi (2003)
IT competency and firm performance: is organizational learning a missing link?Strategic Management Journal, 24
N. Kulatilaka, E. Perotti, Kotaro Kuwada (1998)
Strategic Learning: the Continuous Side of Discontinuous Strategic ChangeOrganization Science, 9
Christian Homburg, Christian Pflesser (2000)
A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance OutcomesJournal of Marketing Research, 37
Wolfgang Ulaga, W. Reinartz (2011)
Hybrid Offerings: How Manufacturing Firms Combine Goods and Services SuccessfullyJournal of Marketing, 75
K. Atuahene-Gima, Janet Murray (2007)
Exploratory and Exploitative Learning in New Product Development: A Social Capital Perspective on New Technology Ventures in ChinaJournal of International Marketing, 15
Christian Homburg, M. Fassnacht, Christof Günther (2003)
The Role of Soft Factors in Implementing a Service-Oriented Strategy in Industrial Marketing CompaniesJournal of Business-to-Business Marketing, 10
Charlotta Windahl (2007)
Integrated Solutions in the Capital Goods Sector : Exploring innovation, service and network perspectives
J. Covin, J. Prescott, D. Slevin (1990)
THE EFFECTS OF TECHNOLOGICAL SOPHISTICATION ON STRATEGIC PROFILES, STRUCTURE AND FIRM PERFORMANCEJournal of Management Studies, 27
A. Samli, L. Jacobs, J. Wills (1992)
What presale and postsale services do you need to be competitiveIndustrial Marketing Management, 21
D. Kenny, D. Kashy, N. Bolger (1998)
Data analysis in social psychology.
M. Antioco, R. Moenaert, R. Feinberg, Martin Wetzels (2008)
Integrating service and design: the influences of organizational and communication factors on relative product and service characteristicsJournal of the Academy of Marketing Science, 36
Charlotta Windahl, Nicolette Lakemond (2010)
Linköping University Post Print Integrated solutions from a service-centered perspective: Applicability and limitations in the capital goods industry
T. Brady, A. Davies, D. Gann (2005)
Creating value by delivering integrated solutionsInternational Journal of Project Management, 23
C. Long, Mary Vickers-Koch (1995)
Using core capabilities to create competitive advantageOrganizational Dynamics, 24
J. Barney (1991)
Firm Resources and Sustained Competitive AdvantageJournal of Management, 17
M. Antioco, R. Moenaert, A. Lindgreen, Martin Wetzels (2008)
Organizational antecedents to and consequences of service business orientations in manufacturing companiesJournal of the Academy of Marketing Science, 36
A. Davies, T. Brady (2000)
Organisational capabilities and learning in complex product systems: towards repeatable solutionsResearch Policy, 29
Anil Gupta, V. Govindarajan (1984)
Business Unit Strategy, Managerial Characteristics, and Business Unit Effectiveness at Strategy ImplementationAcademy of Management Journal, 27
G. Lay, Giacomo Copani, Angelika Jäger, S. Biege (2010)
The relevance of service in European manufacturing industriesJournal of Service Management, 21
N. Bontis, M. Crossan, J. Hulland (2002)
Managing An Organizational Learning System By Aligning Stocks and FlowsJournal of Management Studies, 39
Heiko Gebauer, B. Edvardsson, Margareta Bjurko (2010)
The impact of service orientation in corporate culture on business performance in manufacturing companiesJournal of Service Management, 21
Rohit Deshpandé, F. Webster (1989)
Organizational Culture and Marketing: Defining the Research AgendaJournal of Marketing, 53
Purpose– Product-manufacturing firms are increasingly positioning themselves as providers of industrial services and solutions. Despite the increasing conceptual interest in industrial services, empirical evidence about the factors that mediate the relationships between industrial services and firm performance remains limited. The purpose of this paper is to investigate the relationship between industrial service offerings, service orientation and firm sales and profit performance. Design/methodology/approach– The study uses data from 115 manufacturing firms and adopts a structural equation modeling technique to test a set of hypotheses on service offerings, service orientation and company sales and profit performance. Findings– The results underline the importance of implementing service orientation in employees’ behavior, recruitment, training, and assessment. Service orientation is demonstrated as an essential mediator for the relationship between service offerings, revenues, and profits. The results therefore suggest that both service offerings and service orientation are important when manufacturing companies attempt to position themselves as industrial service providers. Research limitations/implications– Given the limitations of the sample collected from the Finnish manufacturing industry, future studies could refine the measures and investigate the applicability of the results in other contexts. Practical implications– The results suggest that developing a service orientation is vital for manufacturing companies to profit from increased offerings of industrial services. Because nurturing service orientation is a central enabler of the impact of service offerings on sales and profit performance, it is in the interests of manufacturing firms moving towards a servitized business model to develop training, compensation, and recruitment policies. Originality/value– The study establishes a link between service offerings, service orientation, sales, and profit performance in manufacturing firms. This is among the first studies to provide statistical evidence to support claims that even manufacturing firms can benefit from developing integrated product-service solutions.
Journal of Service Theory and Practice – Emerald Publishing
Published: Jul 13, 2015
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.