The strategizing work of After-sales managers is understudied. This paper therefore investigate how after-sales strategies actually come about in early phases of product development. The study builds on three month observations and 68 interviews. This paper studies a radical vehicle platform project where the participating organizations organized product development through cross-functional project teams. First, this paper penetrates the “black box” of activities that after-sales managers must avail themselves, and the strategy work that after-sales managers perform in practice. Second, we develop a framework explaining and defining the dynamics of after-sales strategizing work. Third, we develop a process model capturing the activities of after-sales strategizing process. Four, after-sales has been given a marginal role in strategy and strategizing. This paper therefore contributes to the strategy-as-practice research stream where we show and elaborate upon the mechanisms in the dynamics of strategy work.
|Peer-reviewed scientific journal||Journal of Business Research|
|Number of pages||12|
|Publication status||Published - 20.01.2020|
|MoE publication type||A1 Journal article - refereed|
- 512 Business and Management
Areas of Strength and Areas of High Potential (AoS and AoHP)
- AoHP: Strategic and entrepreneurial praxis