Creating Value Propositions Through Configuration of Knowledge and Resources

Eija-Liisa Heikka, Thomas Frandsen, Juliana Hsuan

Research output: Contribution to conferencePaperResearchpeer-review


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: Operations Management in an Innovation Economy - University of Palermo, Palermo, Italy
Duration: 20 Jun 201425 Jun 2014
Conference number: 21


ConferenceThe 21st International Annual EurOMA Conference 2014
Location University of Palermo
Internet address

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