Exploring Service-led Growth Trajectories for Analytical Equipment Providers

Research output: Chapter in Book/Report/Conference proceedingConference abstract in proceedingsResearchpeer-review

Abstract

This paper examines the dilemmas encountered by advanced analytical equipment providers in developing service-led growth strategies to expand their business in pursuit of more attractive revenue models. It does so by adopting a case based research approach. The findings detail the capabilities required to provide advanced services within customers’ R&D functions, while simultaneously attempting to scale these for a production context. The emergent complexities of operating in multiple arenas in order to explore and exploit technologies-along the three trajectories of serviceability, scalability and solutions-in different contexts, with a view to expanding markets and developing solution based business models, are discussed. It is argued that analytical equipment providers encounter dilemmas as managing these different trajectories implies different needs in terms of the technological sophistication of equipment required. This does not necessarily imply that one context is less complex than the other, but rather suggests that the role of integration is qualitatively different and that the relationship between product and service varies when developing solutions in these different arenas.
Original languageEnglish
Title of host publicationAcademy of Management Proceedings : Meeting Abstract Supplement
Place of PublicationBriar Cliff Manor, NY
PublisherAcademy of Management
Publication date2016
Article number15301
Publication statusPublished - 2016
EventThe Academy of Management Annual Meeting 2016: Making Organizations Meaningful - Anaheim, United States
Duration: 5 Aug 20169 Aug 2016
Conference number: 76
http://aom.org/annualmeeting/

Conference

ConferenceThe Academy of Management Annual Meeting 2016
Number76
CountryUnited States
CityAnaheim
Period05/08/201609/08/2016
Internet address

Bibliographical note

CBS Library does not have access to the material

Cite this

Raja, J., Frandsen, T., & Mouritsen, J. (2016). Exploring Service-led Growth Trajectories for Analytical Equipment Providers. In Academy of Management Proceedings: Meeting Abstract Supplement [15301] Academy of Management.