Improving firm positioning through enhanced offerings and buyer–seller relationships

By Esko Penttinen, Jonathan W. Palmer. 2007

324 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/a897e605cc41d2b375a34924c351a2297e3694f9

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In Organizational Behavior and Human Resource Management

In Strategy and Management

Citations in the corpus

Any way goes : Identifying value constellations for service infusion in SMEs (2013, background): “…view that firms undergo specific phases during a service transition trajectory and that particular business models are especially suitable for service provision in a manufacturing context (Gebauer & Kowalkowski, 2012; Oliva & Kallenberg, 2003; Penttinen & Palmer, 2007; Wise & Baumgartner, 1999).”
Examining the influence of service additions on manufacturing firms' bankruptcy likelihood (2017, background): “…services fail to consistently exert a direct effect on company performance, in contrast to the positive effect assumed so far by the mainstream conceptual literature (e.g. Mathieu, 2001; Oliva and Kallenberg, 2003; Gebauer et al., 2006; Mathyssens et al., 2006; Penttinen and Palmer, 2007).”
The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness (2017, background): “Others have studied unique characteristics of customer solutions (e.g., Penttinen & Palmer, 2007), and explored key success factors needed for designing and delivering solutions, both on the supplier and the customer side (Galbraith, 2002; Storbacka, 2011; Ulaga & Reinartz, 2011).”
Digitalized Product-Service Systems in Manufacturing Firms: A Case Study Analysis (2015, background): “…as taking place in stages, with each stage offering different potentials for differentiation (see, for example, Matthyssens and Vandenbempt 2010 ; Gebauer, Bravo-Sanchez, and Fleisch 2008 ; Matthyssens and Vandenbempt 2008 ; Penttinen and Palmer 2007 ; Oliva and Kallenberg 2003 ; More 2001 ).”
Servitization: Disentangling the Impact of Service Business Model Innovation on Manufacturing Firm Performance (2013, unknown): “…capabilities and resources such as service delivery, service sales skills (Barney, 1991; Peteraf, 1993), and service information systems and tools (Penttinen and Palmer, 2007), to more dynamic capabilities enabling service deployment (Teece et al., 1997) such as service management and top…”
A paradigm for examining second-order factor models employing structural equation modeling (2009, background): “, 2007) and to evaluate its offerings in an effort to position itself well (Penttinen and Palmer, 2007).”
Explaining servitization failure and deservitization: A knowledge-based perspective (2017, background): “This transition requires firms to change their organizational structure (Neu & Brown, 2005; Oliva & Kallenberg, 2003), organizational culture (Gebauer, Edvardsson, & Bjurklo, 2010a), and customer relationships (Edvardsson, Holmlund, & Strandvik, 2008; Penttinen & Palmer, 2007).”