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Solution providers’ strategic capabilities
University of Vaasa Vaasa.
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Innovation and Design.
2017 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, no 5Article in journal (Refereed) In press
Abstract [en]

Purpose

Drawing on the resource-based view of the firm, this study analyzes solution providers’ strategic capabilities that facilitate above-average returns.

Design/methodology/approach

The study applies a qualitative comparative case method. In addition to an extensive set of secondary data, the results are based on interviews with 35 executives from nine leading industrial solution providers, their strategic customers, and suppliers. The analyzed solution providers were identified based on quantitative survey data.

Findings

By observing six distinctive resources and three strategic business processes, the present study identifies seven strategic capabilities that occur in different phases of solution development and deployment: 1) fleet management capability, 2) technology-development capability, 3) M&A (mergers and acquisitions) capability, 4) value quantifying capability, 5) project management capability, 6) supplier network management capability and 7) value co-creation capability.

Research limitations/implications

The study develops a generic model for the strategic capabilities of servitization. Application of the developed model to different contexts would further validate and enhance it.

Practical implications

Managers can use the developed model to benchmark, identify, build, and manage solution providers’ strategic capabilities and associated practices.

Originality/value

The study develops a valuable conceptual model based on the comparative case data. Case firms were selected for the study based on a representative quantitative dataset. The results were verified and triangulated with external data.

Place, publisher, year, edition, pages
2017. Vol. 32, no 5
National Category
Other Engineering and Technologies not elsewhere specified
Research subject
Entrepreneurship and Innovation
Identifiers
URN: urn:nbn:se:ltu:diva-63042DOI: 10.1108/JBIM-11-2015-0213OAI: oai:DiVA.org:ltu-63042DiVA: diva2:1088905
Available from: 2017-04-18 Created: 2017-04-18 Last updated: 2017-04-20

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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf