Creating Value Propositions Through Configuration of Knowledge and Resources

Eija-Liisa Heikka, Thomas Frandsen, Juliana Hsuan

Publikation: KonferencebidragPaperForskningpeer review

Abstrakt

Service providers seek to manage different customer segments using different value propositions. In this paper we investigate how configuring knowledge and resources within organizations can facilitate the creation of value propositions for different customers. A qualitative multiple case study is organized around two projects allowing within-case and cross-case comparisons. Our findings indicate that, no matter how complex or simple a project is, there is a need for PR person(s) to take care of marketing and sales and to make appointments with the customers, who valued most the KIBS provider's propositions of commitment, customer-orientation, interaction, planning
know-how and technical implementation.
OriginalsprogEngelsk
Publikationsdato2014
Antal sider10
StatusUdgivet - 2014
BegivenhedThe 21st International Annual EurOMA Conference 2014 - University of Palermo, Palermo, Italien
Varighed: 20 jun. 201425 jun. 2014
Konferencens nummer: 21
http://www.euroma2014italy.org/

Konference

KonferenceThe 21st International Annual EurOMA Conference 2014
Nummer21
Lokation University of Palermo
LandItalien
ByPalermo
Periode20/06/201425/06/2014
Internetadresse

Bibliografisk note

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Emneord

  • Value proposition
  • Modularity
  • Knowledge intensive business services

Citationsformater

Heikka, E-L., Frandsen, T., & Hsuan, J. (2014). Creating Value Propositions Through Configuration of Knowledge and Resources. Paper præsenteret på The 21st International Annual EurOMA Conference 2014, Palermo, Italien.