Examining the Customer Roles of Buyers and Users for Servitized Offerings: A Large-scale Survey

Mehmet Chakkol; Jawwad Raja; Mark Johnson

Examining the Customer Roles of Buyers and Users for Servitized Offerings: A Large-scale Survey

Mehmet Chakkol, Jawwad Raja, Mark Johnson

Institut for Produktion og Erhvervsøkonomi

Warwick Business School. University of Warwick

Publikation: Konferencebidrag › Konferenceabstrakt til konference › Forskning › peer review

Abstrakt

Prior research on servitization generally adopts a provider perspective to examine the selling and provision of servitized offerings. However a lack of understanding, both in academia and practice, is evident about the buying decision from a customer perspective. In particular, it is necessary to identify and examine the emergent customer needs for different servitized offerings. Hence, building on a large-scale survey of 325 respondents, this research examines the needs of different customer centers (i.e. buyers and users) with respect to basic, intermediate and advanced servitized offerings.

Originalsprog	Engelsk
Publikationsdato	2016
Antal sider	3
Status	Udgivet - 2016
Begivenhed	5th World Conference on Production and Operations Management. P&OM 2016 - Havana International Conference Centre, Havana, Cuba Varighed: 6 sep. 2016 → 10 sep. 2016 Konferencens nummer: 5 http://www.pomhabana2016.com/

Konference

Konference	5th World Conference on Production and Operations Management. P&OM 2016
Nummer	5
Lokation	Havana International Conference Centre
Land/Område	Cuba
By	Havana
Periode	06/09/2016 → 10/09/2016
Internetadresse	http://www.pomhabana2016.com/

Emneord

Servitization
Customer needs
Buying centres

Adgang til dokumentet

http://www.pomhabana2016.com/Doc/Papers/HEMDFID_FKMMHF_XO8AJ8PI.pdfLicens: Ikke-specificeret

Handle.net

Persistent link

Citationsformater

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T1 - Examining the Customer Roles of Buyers and Users for Servitized Offerings

AU - Chakkol, Mehmet

AU - Raja, Jawwad

AU - Johnson, Mark

N1 - Conference code: 5

PY - 2016

Y1 - 2016

N2 - Prior research on servitization generally adopts a provider perspective to examine the selling and provision of servitized offerings. However a lack of understanding, both in academia and practice, is evident about the buying decision from a customer perspective. In particular, it is necessary to identify and examine the emergent customer needs for different servitized offerings. Hence, building on a large-scale survey of 325 respondents, this research examines the needs of different customer centers (i.e. buyers and users) with respect to basic, intermediate and advanced servitized offerings.

AB - Prior research on servitization generally adopts a provider perspective to examine the selling and provision of servitized offerings. However a lack of understanding, both in academia and practice, is evident about the buying decision from a customer perspective. In particular, it is necessary to identify and examine the emergent customer needs for different servitized offerings. Hence, building on a large-scale survey of 325 respondents, this research examines the needs of different customer centers (i.e. buyers and users) with respect to basic, intermediate and advanced servitized offerings.

KW - Servitization

KW - Customer needs

KW - Buying centres

KW - Servitization

KW - Customer needs

KW - Buying centres

M3 - Conference abstract for conference

Y2 - 6 September 2016 through 10 September 2016

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