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Lösungsanbieterstrategien

Author

Listed:
  • Carsten Linz

    (Business Development officer SAP Global Services und Senior Lecturer in EMBA- und MBA-Kursen für Entrepreneurship/Innovationsmanagement an der Universität St. Gallen, der HTWG Konstanz und der Mannheim Business School (SAP AG))

  • Günter Müller-Stewens

    (Institut für Betriebswirtschaft)

Abstract

Zusammenfassung Die Grundidee des Lösungsanbieters, als Geschäftsmodell im Investitionsgüter- beziehungsweise business-to-business-bereich, ist nicht neu: Kunden suchen nicht nach Produkten, sondern sie suchen nach Lösungen ihrer Probleme. Im Kern geht es darum, kundenspezifsch aus einer Hand eine integrierte „ende-zu-ende-Lösung“ in Form einer Dienstleistung anzubieten. trotzdem sehen sich nach wie vor viele unternehmen in ihrem Selbstverständnis primär als Verkäufer von isolierten Produkten beziehungsweise angeboten. Im ersten teil des beitrags soll zuerst in das Geschäftsmodell des Lösungsanbieters eingeführt werden. Weiter werden im zweiten teil Kriterien vorgestellt, anhand derer entschieden werden kann, ob eine transformation in ein Lösungsgeschäftsmodell angestrebt werden soll. Letztlich werden im dritten teil Geschäftsmodell-Dimensionen aufgezeigt, welche ein unternehmen auszugestalten hat, das eine Lösungsanbieterstrategie verfolgt.

Suggested Citation

  • Carsten Linz & Günter Müller-Stewens, 2012. "Lösungsanbieterstrategien," Schmalenbach Journal of Business Research, Springer, vol. 64(65), pages 1-24, January.
    • Handle: RePEc:spr:sjobre:v:64:y:2012:i:65:d:10.1007_bf03373004
    DOI: 10.1007/BF03373004
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    References listed on IDEAS

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