Forming Successful Business-to-Business Services in Goods-Dominant Firms

By Wayne A. Neu, Stephen W. Brown. 2005

481 citations recorded by the source corpus.

Subfields: Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/e0c78d03616a714e58e0f6c0e6a6564b1a9e3aa5

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Citations in the corpus

Organizing for digital servitization: A service ecosystem perspective (2019, background): “…product-centric ﬁ rms that pursue servitization typically need to place more emphasis on local service operations and organization (Fischer et al., 2012) and on decentralization of decision-making authority to lower-level managers (Eggert, Hogreve, Ulaga, & Muenkho ﬀ , 2014; Neu & Brown, 2005).”
Service innovation in manufacturing firms: Evidence from Spain (2012, background): “In effect, manufacturing firms become service providers (Lay et al., 2009), a shift that requires them to change their strategies and develop new business concepts (Neu and Brown, 2005).”
Examining the influence of service additions on manufacturing firms' bankruptcy likelihood (2017, background): “Several scholars contend that firm performance outcomes of service provisions are contingent on the firm’s context (e.g. Neu and Brown, 2005; Tuli et al., 2007; Ulaga and Reinartz, 2011; Gebauer et al., 2012), and empirical studies are beginning to confirm the moderating effects of firm…”
Technology transfer organizations: Services and business models (2013, background): “The production and delivery of the services provided by KTTOs require employees with scientific and business expertise (Gwinner et al., 2005; Neu and Brown, 2005; Walsh et al., 2008).”
Competitive advantage through service differentiation by manufacturing companies (2011, background): “However, most researchers study the phenomenon of service differentiation in isolation from other firm activities (Homburg et al., 2003; Neu and Brown, 2005).”
Characterizing service networks for moving from products to solutions (2013, background): “Despite such evidence, most literature concentrating on service offerings as a part of solutions consider it to be the effort of a single firm (e.g. Davies, 2004; Gebauer, Fleisch, & Friedli, 2005; Neu & Brown, 2005).”
Service Growth in Product Firms: Past, Present, and Future (2017, unknown): “…et al., 2005; Brax, 2005), services growth strategies (e.g., Oliva & Kallenberg, 2003; Ulaga & Reinartz, 2011; Matthyssens & Vandenbempt, 2008; Neu & Brown, 2005; Gebauer, 2008; Gebauer et al., 2010b; Mathieu, 2001a,b), Product-Service-Systems (e.g., Mont, 2002; Tukker, 2004; Tukker &…”
Non-linear relationship between industrial service offering and sales growth: The moderating role of network capabilities (2013, background): “More importantly, the evidence providedby existing studies ismixed in termsof the optimal performance effects of industrial services (Gebauer et al., 2012; Jacob & Ulaga, 2008; Neu & Brown, 2005).”
Exploitation or exploration in service business development? : Insights from a dynamic capabilities perspective (2010, background): “…as acquiring external and internal information, inter- and intra-firm sharing of information, conceptual utilization of information and instrumental utilization of information (Kohli and Jaworski, 1990; Neu and Brown, 2005) are reported to play a key role in the companies’ move towards services.”
Only the Brave: Product Innovation, Service Business Model Innovation, and Their Impact on Performance (2016, background): “For example, a company may need to hire additional managers to oversee the two strategy deployments (Oliva and Kallenberg 2003), and companies may need to engage in corporate restructuring (Neu and Brown 2005, 2008).”