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Erfolgreiche Umsetzung dienstleistungsorientierter Strategien von Industriegüterunternehmen

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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.

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Authors and Affiliations

  1. Universität Mannheim, L 5, 1, 68131, Mannheim, Deutschland

    Christian Homburg (Lehrstuhl für ABWL und Marketing I, Direktor des Instituts für Marktorientierte Unternehmensführung (IMU)

  2. Fachbereich 5 - Wirtschaftswissenschaften, Universität Paderborn, Warburger Straße 100, 33098, Paderborn, Deutschland

    Martin Faßnacht (Vertreter des Lehrstuhls für Marketing)

  3. Strategie bei der Regiocom GmbH, Steinfeldstraße 3, 39179, Barleben, Deutschland

    Christof Günther (Bereichsleiter)

Authors
  1. Christian Homburg
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  2. Martin Faßnacht
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  3. Christof Günther
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Additional information

Dr. Christof Günther war Consultant bei Prof. Homburg & Partner, Mannheim.

Die Verfasser danken dem Institute for the Study of Business Markets (ISBM), The Pennsylvania State University, USA, für die finanzielle Unterstützung des im Rahmen dieses Artikels dargestellten Forschungsprojekts.

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Homburg, C., Faßnacht, M. & Günther, C. Erfolgreiche Umsetzung dienstleistungsorientierter Strategien von Industriegüterunternehmen. Schmalenbachs Z betriebswirtsch Forsch 54, 487–508 (2002). https://doi.org/10.1007/BF03372684

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