Creating Value Propositions Through Configuration of Knowledge and Resources

Eija-Liisa  Heikka; Thomas Frandsen; Juliana Hsuan

Creating Value Propositions Through Configuration of Knowledge and Resources

Eija-Liisa Heikka, Thomas Frandsen, Juliana Hsuan

Department of Operations Management

University of Oulu

Research output: Contribution to conference › Paper › Research › peer-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 language	English
Publication date	2014
Number of pages	10
Publication status	Published - 2014
Event	The 21st International Annual EurOMA Conference 2014: Operations Management in an Innovation Economy - University of Palermo, Palermo, Italy Duration: 20 Jun 2014 → 25 Jun 2014 Conference number: 21 http://www.euroma2014italy.org/

Conference

Conference	The 21st International Annual EurOMA Conference 2014
Number	21
Location	University of Palermo
Country/Territory	Italy
City	Palermo
Period	20/06/2014 → 25/06/2014
Internet address	http://www.euroma2014italy.org/

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Cite this

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title = "Creating Value Propositions Through Configuration of Knowledge and Resources",

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, planningknow-how and technical implementation.",

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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 - Conference code: 21

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

T2 - The 21st International Annual EurOMA Conference 2014

Y2 - 20 June 2014 through 25 June 2014

ER -