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Erfolgreiche Umsetzung dienstleistungsorientierter Strategien von Industriegüterunternehmen

Author

Listed:
  • Christian Homburg

    (Universität Mannheim)

  • Martin Faßnacht

    (Universität Paderborn)

  • Christof Günther

    (Strategie bei der Regiocom GmbH)

Abstract

Summary Industrial services offer an interesting opportunity for companies in the business-to-business sector to strengthen the relationships with their customers and thus to increase company performance. To exploit this opportunity these companies have to set up an appropriate service strategy. In this regard, the number of services offered and the marketing intensity concerning industrial services are of major relevance. Furthermore, the question of how a service strategy can be successfully implemented is of utmost importance. In an empirical study we got evidence that the service-oriented design of management systems is a success factor for implementing service strategies.

Suggested Citation

  • Christian Homburg & Martin Faßnacht & Christof Günther, 2002. "Erfolgreiche Umsetzung dienstleistungsorientierter Strategien von Industriegüterunternehmen," Schmalenbach Journal of Business Research, Springer, vol. 54(6), pages 487-508, September.
    • Handle: RePEc:spr:sjobre:v:54:y:2002:i:6:d:10.1007_bf03372684
    DOI: 10.1007/BF03372684
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    References listed on IDEAS

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    Cited by:

    1. Ruth Stock, 2004. "Erfolgsauswirkungen der marktorientierten Gestaltung des Personalmanagements," Schmalenbach Journal of Business Research, Springer, vol. 56(3), pages 237-258, May.
    2. Theurl, Theresia & Böttiger, Jörg-Matthias, 2007. "Stakeholderorientierte Berichterstattung in Genossenschaften: Einordnung, Zielsetzung und Grundsätze des MemberValue-Reportings," Arbeitspapiere 70, University of Münster, Institute for Cooperatives.

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    More about this item

    Keywords

    C42; L64; M10;
    All these keywords.

    JEL classification:

    • C42 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods: Special Topics - - - Survey Methods
    • L64 - Industrial Organization - - Industry Studies: Manufacturing - - - Other Machinery; Business Equipment; Armaments
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

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