Fredrik Nordin

Solutions offerings: a critical review and reconceptualisation

Purpose – The purpose of this paper is to offer a critical analysis of the literature of solutions offerings; to provide a new conceptual framework, incorporating dimensions that can distinguish be ...

The risks of providing services: Differential risk effects of the service‐development strategies of customisation, bundling, and range

Purpose – The purpose of this paper is to examine the risks for manufacturing companies of extending their traditional goods offerings by the addition of different kinds of services.Design/methodology/approach – The study develops a conceptual framework of nine propositions (and corresponding diagrammatic representations) of the relationships between: three kinds of risk (operational, strategic, and financial); and three strategies for the provision of added service (customisation, bundling, and broadening the range of offerings). This conceptual framework is examined empirically by qualitative analysis of data gathered in a three‐year longitudinal study of managerial representatives from nine multinational manufacturing firms engaged in the addition of services to their traditional goods offerings.Findings – It was found that eight of the nine propositions are fully supported, and one receives equivocal support. In addition, several contextual factors are identified as moderating influences on the relati...

Visualizing the value of service‐based offerings: empirical findings from the manufacturing industry

Purpose – The purpose of this paper is to explore strategies for visualizing the value of service‐based offerings in a B2B context. By taking a process perspective on the offering life cycle, this paper also aims at distinguishing which visualization strategies are most appropriate using at which life‐cycle stages.Design/methodology/approach – The study employed a qualitative, multiple‐case study research design involving five manufacturing firms.Findings – Primary findings are that firms need to make use of several different visualization strategies depending on, among other things, the key stakeholders and also where the firms offering is currently positioned in the service‐based offering life cycle.Research limitations/implications – While the empirical data is from only one sector – i.e. manufacturing – managers from other B2B sectors should have an interest in the results and the key aspects identified. Further research could also establish linkages to performance metrics.Originality/value – Visuali...

Searching for the optimum product service distribution channel : examining the actions of five industrial firms

Purpose – To provide propositions regarding how product, market, and firm contextual factors influence the appropriate channel structure of product services and to examine organizational actions resulting from maladjusted channel structures.Design/methodology/approach – Building on previous research, six propositions are presented regarding how the choice of direct/indirect service processes is influenced by contextual factors. A seventh proposition is suggested regarding how maladjusted service channels put pressure on the industrial firm to change the service channel, or to compensate for the maladjustment by taking other measures. Five qualitative case studies conducted at American and European companies from different industries are used to test the seventh proposition.Findings – Provides empirical support for the seventh proposition and illustrates alternatives for how compensation for maladjustments may be carried out.Research limitations/implications – Further research is needed into the mechanisms...

Consequences of outsourcing for organizational capabilities : Some experiences from best practice

Purpose: The research on effects of outsourcing tends to focus on financial effects and effects at a country level. These are not the only consequences of outsourcing, though. When firms outsource ...

Business service sourcing: a literature review and agenda for future research

Business service sourcing is increasing in importance for firms; a trend recognised by significant research efforts among scholars. The rapidly expanding literature is, however, highly fragmented. It is difficult to grasp what has actually been investigated, and what remains to be studied. Therefore, the purpose of this article is to review, analyse and categorise empirical research in the area of business service sourcing. A total of 119 empirically-based articles published in peer-reviewed journals were identified and classified according to their focus of research, empirical context and research methodology. Most articles dealt with the sourcing process or sourcing strategy, less with antecedents to sourcing and sourcing outcomes. Logistics and information systems/information technology (IT) services have received the most attention, as have European and North American service buyers. A majority of articles employed statistical methods of analysis.

Building a new supply chain position: an exploratory study of companies in the timber housing industry

Innovation is an important source of growth for many companies. It is also challenging, as it may require that the companies build a new position in the supply chain. The literature is devoid of analysis of different ways to build such positions in the construction industry. The purpose here is to explore the challenges involved in implementing innovations that require companies to establish new positions in a construction supply chain. Three in‐depth case studies in the Swedish timber housing industry illustrate different challenges that arise with the different modes of repositioning of organic growth, collaboration and acquisition, and with moving either backward or forward in the supply chain. Organic growth is a slow process that prevents companies from taking a first‐mover advantage. Acquisitions can involve difficulties with exploiting acquired competences. Collaboration brings the risks of diversity of interests and transient solutions. Furthermore, and as shown in the cases studied, challenges are associated with pre‐existing competencies and relationships, with technology‐oriented companies facing customer‐related difficulties and market‐oriented companies mainly facing ones involving technological solutions. The construction industry’s idiosyncrasies amplify these challenges, as its fragmentation makes it difficult to connect with external companies at new positions. Stronger ties with business partners are likely to enable construction companies to exploit more easily innovations that require repositioning in the supply chain.

Outsourcing services in turbulent contexts : Lessons from a multinational systems provider

Purpose – Describes challenges and problems of outsourcing services at firms that are also adopting service logic and, based on an empirical study, provides lessons regarding how they can be manag ...

Managing the process of adopting service logic in collaboration with suppliers

The purpose of this paper is to identify issues encountered when adopting service logic at an industrial firm in collaboration with suppliers. A second purpose is to investigate how the implementation of supply relationships affects the adoption process. Case research has been conducted at a multinational systems provider in the midst of the change process, introducing relationship-based and process-oriented services with the support of several suppliers and partners. Several issues are identified and three main conclusions are drawn. First, that issues previously identified by other researchers may be generalised to include firms that have gone further in their adoption processes. Second, implementing supply relationships can be an important issue for the adoption of service logic and may impede the overall adoption of service logic. Third, the strategy itself (service or sourcing) seems to be an important issue; difficult to formulate and difficult to implement if formulated. A final conclusion is that a double-loop composed of a participative loop and an authoritarian loop seems to be a fruitful approach to managing the adoption process.The purpose of this paper is to identify issues encountered when adopting service logic at an industrial firm in collaboration with suppliers. A second purpose is to investigate how the implementation of supply relationships affects the adoption process. Case research has been conducted at a multinational systems provider in the midst of the change process, introducing relationship-based and process-oriented services with the support of several suppliers and partners. Several issues are identified and three main conclusions are drawn. First, that issues previously identified by other researchers may be generalised to include firms that have gone further in their adoption processes. Second, implementing supply relationships can be an important issue for the adoption of service logic and may impede the overall adoption of service logic. Third, the strategy itself (service or sourcing) seems to be an important issue; difficult to formulate and difficult to implement if formulated. A final conclusion is that ...

The Applicability of Integrated Solutions Offerings: Differential Effects of Product Complexity

The purpose of this article is to develop a conceptual model of the influences of product complexity on the applicability and adoption of solutions offerings as a marketing strategy. Qualitative data from in-depth interviews with executives at 7 furniture manufacturing firms were investigated and a conceptual model was developed. Based on the results, a model for relationships between different aspects of complexity and solutions is proposed and an expansion of the complexity concept suggested. The article expands the knowledge on both solutions strategy and complexity and may also guide managers in the development of their marketing strategies.