Creating Value Propositions Through Configuration of Knowledge and Resources

Eija-Liisa Heikka, Thomas Frandsen, Juliana Hsuan

Research output: Contribution to conferencePaperResearchpeer-review

Abstract

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.
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.

Conference

ConferenceThe 21st International Annual EurOMA Conference 2014
Number21
Location University of Palermo
CountryItaly
CityPalermo
Period20/06/201425/06/2014
Internet address

Bibliographical note

CBS Library does not have access to the material

Keywords

    Cite this

    Heikka, E-L., Frandsen, T., & Hsuan, J. (2014). Creating Value Propositions Through Configuration of Knowledge and Resources. Paper presented at The 21st International Annual EurOMA Conference 2014, Palermo, Italy.
    Heikka, Eija-Liisa ; Frandsen, Thomas ; Hsuan, Juliana. / Creating Value Propositions Through Configuration of Knowledge and Resources. Paper presented at The 21st International Annual EurOMA Conference 2014, Palermo, Italy.10 p.
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    title = "Creating Value Propositions Through Configuration of Knowledge and Resources",
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    keywords = "Value proposition, Modularity, Knowledge intensive business services",
    author = "Eija-Liisa Heikka and Thomas Frandsen and Juliana Hsuan",
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    Heikka, E-L, Frandsen, T & Hsuan, J 2014, 'Creating Value Propositions Through Configuration of Knowledge and Resources' Paper presented at, Palermo, Italy, 20/06/2014 - 25/06/2014, .

    Creating Value Propositions Through Configuration of Knowledge and Resources. / Heikka, Eija-Liisa ; Frandsen, Thomas; Hsuan, Juliana.

    2014. Paper presented at The 21st International Annual EurOMA Conference 2014, Palermo, Italy.

    Research output: Contribution to conferencePaperResearchpeer-review

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    T1 - Creating Value Propositions Through Configuration of Knowledge and Resources

    AU - Heikka,Eija-Liisa

    AU - Frandsen,Thomas

    AU - Hsuan,Juliana

    N1 - CBS Library does not have access to the material

    PY - 2014

    Y1 - 2014

    N2 - 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, planningknow-how and technical implementation.

    AB - 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, planningknow-how and technical implementation.

    KW - Value proposition

    KW - Modularity

    KW - Knowledge intensive business services

    M3 - Paper

    ER -

    Heikka E-L, Frandsen T, Hsuan J. Creating Value Propositions Through Configuration of Knowledge and Resources. 2014. Paper presented at The 21st International Annual EurOMA Conference 2014, Palermo, Italy.