IDEAS home Printed from https://ideas.repec.org/a/nms/untern/10.5771-0042-059x-2014-4-282.html
   My bibliography  Save this article

Systemlösungsorientierung als Strategieoption der Servicetransformation: Umsetzung und Erfolgswirkungen im Vertrieb

Author

Listed:
  • Hadwich, Karsten
  • Vogel, Henrik

Abstract

The solution-oriented adjustment of organizational design parameters is an important prerequisite for a company’s sales performance in solution business. However, research on the effects of solution-oriented parameter adjustments on the sales employees’ selling behavior is still limited. This article addresses the research gap. Based on structural equation modeling, impact levels of organizational design parameters on the employees’ solution sales attitude are analyzed. The results show particularly strong effects for both a solution-oriented corporate culture and incentive system. Furthermore, the employee’s solution sales attitude serves as a key driver for its individual sales performance. en

Suggested Citation

  • Hadwich, Karsten & Vogel, Henrik, 2014. "Systemlösungsorientierung als Strategieoption der Servicetransformation: Umsetzung und Erfolgswirkungen im Vertrieb," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 68(4), pages 282-299.
    • Handle: RePEc:nms:untern:10.5771/0042-059x-2014-4-282
    DOI: 10.5771/0042-059X-2014-4-282
    as

    Download full text from publisher

    File URL: https://www.nomos-elibrary.de/10.5771/0042-059X-2014-4-282
    Download Restriction: no
    File URL: https://libkey.io/10.5771/0042-059X-2014-4-282?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    2. Stock, Ruth, 2002. "Kundenorientierung auf individueller Ebene: Das Einstellungs-Verhaltens-Modell," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 60495, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    3. Miller, Danny & Hope, Quentin & Eisenstat, Russell & Foote, Nathaniel & Galbraith, Jay, 2002. "The problem of solutions: Balancing clients and capabilities," Business Horizons, Elsevier, vol. 45(2), pages 3-12.
    4. Wolfgang Ulaga & Werner Reinartz, 2011. "Hybrid Offerings: How Manufacturing Firms Combine Goods and Services Successfully," Post-Print hal-00642039, HAL.
    5. M. Antioco & R.K. Moenaert & A. Lindgreen & M.G.M. Wetzels, 2008. "Organizational antecedents to and consequences of service business orientations in manufacturing companies," Post-Print hal-00285794, HAL.
    6. David J. Ketchen & G. Tomas M. Hult & Stanley F. Slater, 2007. "Toward greater understanding of market orientation and the resource‐based view," Strategic Management Journal, Wiley Blackwell, vol. 28(9), pages 961-964, September.
    7. Ingemar Dierickx & Karel Cool, 1989. "Asset Stock Accumulation and the Sustainability of Competitive Advantage: Reply," Management Science, INFORMS, vol. 35(12), pages 1514-1514, December.
    8. repec:ucp:bkecon:9780226316529 is not listed on IDEAS
    9. Stock, Ruth, 2002. "Kundenorientierung auf individueller Ebene: Das Einstellungs-Verhaltens-Modell," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 35560, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    10. Arnold, Todd & Flaherty, Karen E. & Voss, Kevin E. & Mowen, John C., 2009. "Role Stressors and Retail Performance: The Role of Perceived Competitive Climate," Journal of Retailing, Elsevier, vol. 85(2), pages 194-205.
    11. P. M. Bentler & Chih-Ping Chou, 1987. "Practical Issues in Structural Modeling," Sociological Methods & Research, , vol. 16(1), pages 78-117, August.
    12. Michael Antioco & Rudy Moenaert & Adam Lindgreen & Martin Wetzels, 2008. "Organizational antecedents to and consequences of service business orientations in manufacturing companies," Post-Print hal-02312526, HAL.
    13. Gebauer, Heiko & Fleisch, Elgar & Friedli, Thomas, 2005. "Overcoming the Service Paradox in Manufacturing Companies," European Management Journal, Elsevier, vol. 23(1), pages 14-26, February.
    14. Ingemar Dierickx & Karel Cool, 1989. "Asset Stock Accumulation and Sustainability of Competitive Advantage," Management Science, INFORMS, vol. 35(12), pages 1504-1511, December.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Shah, Syed Aamir Ali & Jajja, Muhammad Shakeel Sadiq & Chatha, Kamran Ali & Farooq, Sami, 2020. "Servitization and supply chain integration: An empirical analysis," International Journal of Production Economics, Elsevier, vol. 229(C).
    2. Yan, Kaining & Li, Gang & Cheng, T.C.E., 2020. "The impact of service-oriented organizational design factors on firm performance: The moderating role of service-oriented corporate culture," International Journal of Production Economics, Elsevier, vol. 228(C).
    3. Rabetino, Rodrigo & Kohtamäki, Marko & Gebauer, Heiko, 2017. "Strategy map of servitization," International Journal of Production Economics, Elsevier, vol. 192(C), pages 144-156.
    4. Alina Neamtu Idorasi & Stelian Stancu & Oana Madalina Popescu & Ionut Constantin, 2019. "The customer perspective – an effective and efficient way to differentiate for companies in the globalization era," Manager Journal, Faculty of Business and Administration, University of Bucharest, vol. 30(1), pages 31-51, December.
    5. Johansson, A. Elisabeth & Raddats, Chris & Witell, Lars, 2019. "The role of customer knowledge development for incremental and radical service innovation in servitized manufacturers," Journal of Business Research, Elsevier, vol. 98(C), pages 328-338.
    6. Gebauer, Heiko & Gustafsson, Anders & Witell, Lars, 2011. "Competitive advantage through service differentiation by manufacturing companies," Journal of Business Research, Elsevier, vol. 64(12), pages 1270-1280.
    7. Blichfeldt, Henrik & Faullant, Rita, 2021. "Performance effects of digital technology adoption and product & service innovation – A process-industry perspective," Technovation, Elsevier, vol. 105(C).
    8. Kohtamäki, Marko & Einola, Suvi & Rabetino, Rodrigo, 2020. "Exploring servitization through the paradox lens: Coping practices in servitization," International Journal of Production Economics, Elsevier, vol. 226(C).
    9. Wang, Yanping & Gao, Jie & Wei, Zelong, 2022. "The double-edged sword of servitization in radical product innovation: The role of latent needs identification," Technovation, Elsevier, vol. 118(C).
    10. Oana Madalina Popescu & Stelian Stancu & Alina Neamtu Idorasi & Paul Marinescu, 2019. "Customer solutions – new sources of sustainable competitive advantage in times of global economic crisis," Manager Journal, Faculty of Business and Administration, University of Bucharest, vol. 30(1), pages 7-30, December.
    11. Wim Coreynen & Arjen van Witteloostuijn & Johanna Vanderstraeten, 2021. "Toward Servitized Research: An Integrated Approach for Sustainable Product-Service Innovation," Sustainability, MDPI, vol. 13(15), pages 1-21, July.
    12. Alina Neamtu (Idorasi) & Stelian Stancu & Gheorghe Hurduzeu, 2020. "Creating Effective Customer Solutions – a Global Perspective," Romanian Economic Journal, Department of International Business and Economics from the Academy of Economic Studies Bucharest, vol. 23(75), pages 38-69, March.
    13. Yu Zhang & Yajuan Wang & Yao Li, 2021. "Facilitating Servitization in Manufacturing Firms: The Influence of Strategic Orientation," Sustainability, MDPI, vol. 13(24), pages 1-20, December.
    14. Jonathan H. Reed, 2022. "Operational and strategic change during temporary turbulence: evidence from the COVID-19 pandemic," Operations Management Research, Springer, vol. 15(1), pages 589-608, June.
    15. Siri Jagstedt & Magnus Persson, 2019. "Using Platform Strategies In The Development Of Integrated Product-Service Solutions," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 23(04), pages 1-36, May.
    16. Wang, Chun-Ju & Wu, Lei-Yu, 2012. "Team member commitments and start-up competitiveness," Journal of Business Research, Elsevier, vol. 65(5), pages 708-715.
    17. Laurence Capron & Will Mitchell, 2009. "Selection Capability: How Capability Gaps and Internal Social Frictions Affect Internal and External Strategic Renewal," Organization Science, INFORMS, vol. 20(2), pages 294-312, April.
    18. Bernhard Dachs & Sabine Biege & Martin Borowiecki & Gunter Lay & Angela Jäger & Doris Schartinger, 2014. "Servitisation of European manufacturing: evidence from a large scale database," The Service Industries Journal, Taylor & Francis Journals, vol. 34(1), pages 5-23, January.
    19. Christian Homburg & Moritz Tischer, 2023. "Customer journey management capability in business-to-business markets: Its bright and dark sides and overall impact on firm performance," Journal of the Academy of Marketing Science, Springer, vol. 51(5), pages 1046-1074, September.
    20. Myungjin Hyun & Jieun Kim, 2021. "Challenge or opportunity? A case of tire rental servitization from financial and channel perspectives," Service Business, Springer;Pan-Pacific Business Association, vol. 15(1), pages 1-17, March.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:nms:untern:10.5771/0042-059x-2014-4-282. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Nomos Verlagsgesellschaft mbH & Co. KG (email available below). General contact details of provider: http://www.nomos.de/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.