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.
Original languageEnglish
Publication date2014
Number of pages10
Publication statusPublished - 2014
EventThe 21st International Annual EurOMA Conference 2014 - University of Palermo, Palermo, Italy
Duration: 20 Jun 201425 Jun 2014
Conference number: 21
http://www.euroma2014italy.org/

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

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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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

TY - CONF

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.