IDEAS home Printed from https://ideas.repec.org/a/spr/sjobre/v64y2012i65d10.1007_bf03373010.html
   My bibliography  Save this article

Integrationsnotwendigkeiten im Controlling bei der Transformation zum Lösungsanbieter

Author

Listed:
  • Friederike Wall

    (Alpen-Adria-Universität Klagenfurt)

  • Gernot Mödritscher

    (Alpen-Adria-Universität Klagenfurt)

Abstract

Zusammenfassung Mit der Transformation zum Lösungsanbieter ergeben sich für das Controlling spezifische Anforderungen, die das traditionelle Instrumentarium des Controllings nur teilweise erfüllen kann. Ausgehend von den Besonderheiten der Integration von Produkt und Dienstleistungen zu Lösungen entwickelt der Beitrag Vorschläge für eine wertorientierte Steuerung bei Lösungsanbietern. Der kundenzentrierten Perspektive des Lösungsgeschäfts entsprechend wird dabei das langfristige Wertziel über den Customer Lifetime Value konkretisiert und in kundenspezifische Residualgewinngrößen überführt. Neben der kundenbezogenen Risikosteuerung und Preisfindung behandelt der Beitrag ferner Aspekte der Anreizgestaltung im Lösungsgeschäft.

Suggested Citation

  • Friederike Wall & Gernot Mödritscher, 2012. "Integrationsnotwendigkeiten im Controlling bei der Transformation zum Lösungsanbieter," Schmalenbach Journal of Business Research, Springer, vol. 64(65), pages 128-152, January.
    • Handle: RePEc:spr:sjobre:v:64:y:2012:i:65:d:10.1007_bf03373010
    DOI: 10.1007/BF03373010
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/BF03373010
    File Function: Abstract
    Download Restriction: no
    File URL: https://libkey.io/10.1007/BF03373010?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. Ittner, CD & Larcker, DF, 1998. "Are nonfinancial measures leading indicators of financial performance? An analysis of customer satisfaction," Journal of Accounting Research, Wiley Blackwell, vol. 36, pages 1-35.
    2. Ittner, Christopher D. & Larcker, David F., 2001. "Assessing empirical research in managerial accounting: a value-based management perspective," Journal of Accounting and Economics, Elsevier, vol. 32(1-3), pages 349-410, December.
    3. Lambert, Richard A., 2001. "Contracting theory and accounting," Journal of Accounting and Economics, Elsevier, vol. 32(1-3), pages 3-87, December.
    4. Baruch Lev & Stefano Zambon, 2003. "Intangibles and intellectual capital: an introduction to a special issue," European Accounting Review, Taylor & Francis Journals, vol. 12(4), pages 597-603.
    5. Flie[ss], Sabine & Kleinaltenkamp, Michael, 2004. "Blueprinting the service company: Managing service processes efficiently," Journal of Business Research, Elsevier, vol. 57(4), pages 392-404, April.
    6. Strack, Rainer & Villis, Ulrich, 2002. "RAVE(TM):: Integrated Value Management for Customer, Human, Supplier and Invested Capital," European Management Journal, Elsevier, vol. 20(2), pages 147-158, April.
    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. Margaret A. Abernethy & Jan Bouwens & Laurence Van Lent, 2013. "The Role of Performance Measures in the Intertemporal Decisions of Business Unit Managers," Contemporary Accounting Research, John Wiley & Sons, vol. 30(3), pages 925-961, September.
    2. Kroos, P., 2009. "The incentive effects of performance measures and target setting," Other publications TiSEM 944001f9-198b-4b81-8824-3, Tilburg University, School of Economics and Management.
    3. Michael J. Petersen, 2007. "Using Downstream Revenue in a Performance Measurement System," Contemporary Accounting Research, John Wiley & Sons, vol. 24(4), pages 1193-1215, December.
    4. de Aguiar, Andson Braga & Pinheiro, Paulo Natal & Oyadomari, José Carlos Tiomatsu, 2014. "How do different performance measures affect managerial time orientation? Empirical evidence from sales managers in the oil and gas industry," Advances in accounting, Elsevier, vol. 30(1), pages 143-153.
    5. Smith, Steven D. & Thomas, Tyler F., 2024. "The effects of strategic alignment and strategic clarity on multidimensional task performance," Accounting, Organizations and Society, Elsevier, vol. 112(C).
    6. Sprinkle, Geoffrey B., 2003. "Perspectives on experimental research in managerial accounting," Accounting, Organizations and Society, Elsevier, vol. 28(2-3), pages 287-318.
    7. Zimmerman, Jerold L., 2001. "Conjectures regarding empirical managerial accounting research," Journal of Accounting and Economics, Elsevier, vol. 32(1-3), pages 411-427, December.
    8. Sergio Beretta & Saverio Bozzolan, 2013. "Il governo della performance dei processi di business: dai Key Performance Indicator ai Key Risk Indicator," MANAGEMENT CONTROL, FrancoAngeli Editore, vol. 2013(2), pages 9-37.
    9. Christoph Feichter & Isabella Grabner, 2020. "Empirische Forschung zu Management Control – Ein Überblick und neue Trends [Empirical Management Control Reserach—An Overview and Future Directions]," Schmalenbach Journal of Business Research, Springer, vol. 72(2), pages 149-181, June.
    10. Mutalib Anifowose & Hafiz Majdi Abdul Rashid & Hairul Azlan Annuar, 2017. "Intellectual capital disclosure and corporate market value: does board diversity matter?," Journal of Accounting in Emerging Economies, Emerald Group Publishing Limited, vol. 7(3), pages 369-398, August.
    11. Voulgaris, Georgios & Stathopoulos, Konstantinos & Walker, Martin, 2014. "IFRS and the Use of Accounting-Based Performance Measures in Executive Pay," The International Journal of Accounting, Elsevier, vol. 49(4), pages 479-514.
    12. Bénet, Nathalie & Deville, Aude & Raïes, Karine & Valette-Florence, Pierre, 2022. "Turning non-financial performance measurements into financial performance: The usefulness of front-office staff incentive systems in hotels," Journal of Business Research, Elsevier, vol. 142(C), pages 317-327.
    13. Camilla Mazzoli & Cristiana Cardi, 2015. "Intellectual Capital Disclosure in IPOs: Is It Worth It?," Journal of Financial Management, Markets and Institutions, Società editrice il Mulino, issue 2, pages 245-264, December.
    14. Paolo Perego & Frank Hartmann, 2009. "Aligning Performance Measurement Systems With Strategy: The Case of Environmental Strategy," Abacus, Accounting Foundation, University of Sydney, vol. 45(4), pages 397-428, December.
    15. Franco Visani, 2017. "Applying business analytics for performance measurement and management. The case study of a software company," MANAGEMENT CONTROL, FrancoAngeli Editore, vol. 2017(2), pages 89-123.
    16. Marina Godinho Antunes & Joaquín Texeira Quirós & Maria do Rosáirio Texeira Fernandes Justino, 2018. "Role of Management Control Systems in Quality, Innovation and Organizational Performance in Portugal SMES Companies," International Journal of Innovation and Technology Management (IJITM), World Scientific Publishing Co. Pte. Ltd., vol. 15(02), pages 1-22, April.
    17. Bouwens, J.F.M.G. & van Lent, L.A.G.M., 2003. "Effort and Selection Effects of Incentive Contracts," Other publications TiSEM 46a62de7-d051-4620-93bb-3, Tilburg University, School of Economics and Management.
    18. Margaret A. Abernethy & Henri C. Dekker & Axel K‐D. Schulz, 2015. "Are Employee Selection and Incentive Contracts Complements or Substitutes?," Journal of Accounting Research, Wiley Blackwell, vol. 53(4), pages 633-668, September.
    19. Neale G. O'Connor & F. Johnny Deng & Pan Fei, 2015. "Observability and Subjective Performance Measurement," Abacus, Accounting Foundation, University of Sydney, vol. 51(2), pages 208-237, June.
    20. Camelia Mihaela Oane (Marinescu) & Klaudia Smol¹g & Emanuel Stefan Marinescu & Romuald Szopa, 2015. "Value-Based Management As The Innovating Paradigm Of Contemporary Governance – A Theoretical Approach," Polish Journal of Management Studies, Czestochowa Technical University, Department of Management, vol. 12(1), pages 106-120, DEcember.

    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:spr:sjobre:v:64:y:2012:i:65:d:10.1007_bf03373010. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    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.