IDEAS home Printed from https://ideas.repec.org/a/taf/servic/v21y2001i2p91-116.html
   My bibliography  Save this article

Offer of Services by Goods Exporters: Strategic and Marketing Dimensions

Author

Listed:
  • P-Y. Léo
  • J. Philippe

Abstract

Associating services to goods in foreign markets seems to be a very real trend among French exporters. Even if it concerns less than one third of them, it seems to endow them with additional dynamism in these markets. The services which are the most closely linked to the product (after-sales services, technical assistance, transportation, machine setting or maintenance services) are the more commonly provided by exporters. 70 per cent of them add more than one single kind of service to their product. The mainspring of this 'tertiarisation' is the complexity of the product which concerns sectors to very differing degrees. The firm's level of organisation (rather than its size) and its type of exportation are also relevant. Two prevailing logics of product services have been identified: one is the technical environment of the product, the other its logistic environment. The former is closely related to the complexity of products (capital goods) while the latter primarily concerns the other sectors. Marketing objectives are mainly aiming at clients' satisfaction. Less frequent but significant are also some tertiary diversification strategies whereas geographical ones ('tertiarising' in some countries only) are very unusual. For nearly 60 per cent of the concerned firms, 'tertiarisation' of exports remains above all a cost, but some obtain new incomes from tertiary activity: when of course the service offer is conceived, from the beginning, as a branching out into the tertiary sector, but also when the tertiary environment of the product becomes more and more complete.

Suggested Citation

  • P-Y. Léo & J. Philippe, 2001. "Offer of Services by Goods Exporters: Strategic and Marketing Dimensions," The Service Industries Journal, Taylor & Francis Journals, vol. 21(2), pages 91-116, April.
    • Handle: RePEc:taf:servic:v:21:y:2001:i:2:p:91-116
    DOI: 10.1080/714005023
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1080/714005023
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1080/714005023?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
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Martin Falk & Fei Peng, 2013. "The increasing service intensity of European manufacturing," The Service Industries Journal, Taylor & Francis Journals, vol. 33(15-16), pages 1686-1706, December.
    2. Lino Cinquini & Cristina Campanale & Alessandro Marelli & Sara Giovanna Mauro & Andrea Tenucci, 2020. "La misurazione di costi e performance nei La misurazione di costi e performance nei modelli di business orientati ai servizi: una ricerca esplorativa modelli di business orientati ai servizi: una rice," MANAGEMENT CONTROL, FrancoAngeli Editore, vol. 2020(3), pages 59-85.
    3. A. Bikfalvi & G. Lay & S. Maloca & B. Waser, 2013. "Servitization and networking: large-scale survey findings on product-related services," Service Business, Springer;Pan-Pacific Business Association, vol. 7(1), pages 61-82, 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:taf:servic:v:21:y:2001:i:2:p:91-116. 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.

    We have no bibliographic references for this item. You can help adding them by using 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: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/FSIJ20 .

    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.