Visualizing the value of service-based offerings: Empirical findings from the manufacturing industry

Daniel Kindström, Christian Kowalkowski, Fredrik Nordin

Research output: Contribution to journalArticleScientificpeer-review

29 Citations (Scopus)

Abstract

Purpose – The purpose of this paper is to explore strategies for visualizing the value of service-based offerings in a B2B context. By taking a process perspective on the offering life cycle, this paper also aims at distinguishing which visualization strategies are most appropriate using at which life-cycle stages.

Design/methodology/approach – The study employed a qualitative, multiple-case study research design involving five manufacturing firms.

Findings – Primary findings are that firms need to make use of several different visualization strategies depending on, among other things, the key stakeholders and also where the firm's offering is currently positioned in the service-based offering life cycle.

Research limitations/implications – While the empirical data is from only one sector – i.e. manufacturing – managers from other B2B sectors should have an interest in the results and the key aspects identified. Further research could also establish linkages to performance metrics.

Originality/value – Visualization strategies have been relatively rarely studied from a B2B perspective, and the process dimension, especially, is novel.
Original languageEnglish
Peer-reviewed scientific journalJournal of Business & Industrial Marketing
Volume27
Issue number7
Pages (from-to)538-546
Number of pages9
ISSN0885-8624
DOIs
Publication statusPublished - 2012
MoE publication typeA1 Journal article - refereed

Keywords

  • 512 Business and Management
  • KOTA2012

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