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

Mehmet Chakkol, Jawwad Raja, Mark Johnson

Research output: Contribution to conferenceConference abstract for conferenceResearchpeer-review

Abstract

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.
Original languageEnglish
Publication date2016
Number of pages3
Publication statusPublished - 2016
Event5th World Conference on Production and Operations Management. P&OM 2016 - Havana International Conference Centre, Havana, Cuba
Duration: 6 Sep 201610 Sep 2016
Conference number: 5
http://www.pomhabana2016.com/

Conference

Conference5th World Conference on Production and Operations Management. P&OM 2016
Number5
LocationHavana International Conference Centre
CountryCuba
CityHavana
Period06/09/201610/09/2016
Internet address

Keywords

  • Servitization
  • Customer needs
  • Buying centres

Cite this

Chakkol, M., Raja, J., & Johnson, M. (2016). Examining the Customer Roles of Buyers and Users for Servitized Offerings: A Large-scale Survey. Abstract from 5th World Conference on Production and Operations Management. P&OM 2016, Havana, Cuba.
Chakkol, Mehmet ; Raja, Jawwad ; Johnson, Mark. / Examining the Customer Roles of Buyers and Users for Servitized Offerings : A Large-scale Survey. Abstract from 5th World Conference on Production and Operations Management. P&OM 2016, Havana, Cuba.3 p.
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abstract = "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.",
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Chakkol, M, Raja, J & Johnson, M 2016, 'Examining the Customer Roles of Buyers and Users for Servitized Offerings: A Large-scale Survey', Havana, Cuba, 06/09/2016 - 10/09/2016, .

Examining the Customer Roles of Buyers and Users for Servitized Offerings : A Large-scale Survey. / Chakkol, Mehmet; Raja, Jawwad; Johnson, Mark.

2016. Abstract from 5th World Conference on Production and Operations Management. P&OM 2016, Havana, Cuba.

Research output: Contribution to conferenceConference abstract for conferenceResearchpeer-review

TY - ABST

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

T2 - A Large-scale Survey

AU - Chakkol, Mehmet

AU - Raja, Jawwad

AU - Johnson, Mark

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

ER -

Chakkol M, Raja J, Johnson M. Examining the Customer Roles of Buyers and Users for Servitized Offerings: A Large-scale Survey. 2016. Abstract from 5th World Conference on Production and Operations Management. P&OM 2016, Havana, Cuba.