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  • 1.
    Awuah, Gabriel Baffour
    Halmstad University, School of Business and Engineering (SET), Centre for Innovation, Entrepreneurship and Learning Research (CIEL), Centre for Technology, Innovation and Marketing Management (CTIM2).
    A professional services firm's competence development2007In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 36, no 8, p. 1068-1081Article in journal (Refereed)
    Abstract [en]

    The conceptualization of a firm's competence development has undergone some developments, as seen from the extant literature. However, studies or explanations of a firm's competence development over time seem to concentrate on firms that manufacture physical goods. The literature is devoid of studies on the competence development of professional services firms (PSFs). With two in-depth case studies, this paper seeks to shed light on factors that impinge on PSFs' competence development over time. An important finding of this study is that all the two PSFs' competence development over time has been influenced, in large measure, by their close and regular interaction with their respective immediate customers as well as with some significant third parties in their network of exchange relationships, where the actors mutually adapt to each other and also learn from each other. Evidences in all the two cases show that each of the firms has won and kept important customers that give them the most and frequent assignments per year, thanks to the factors that have affected their competence to meet customers' demand over time.

  • 2.
    Iriarte, Ion
    et al.
    Mondragon Unibertsitatea - Faculty of Engineering, Design Innovation Center (DBZ), Mondragón, Spain.
    Hoveskog, Maya
    Halmstad University, School of Business, Engineering and Science, Centre for Innovation, Entrepreneurship and Learning Research (CIEL), Business Model Innovation (BMI).
    Justel, Daniel
    Mondragon Unibertsitatea - Faculty of Engineering, Design Innovation Center (DBZ), Mondragón, Spain.
    Val, Ester
    Mondragon Unibertsitatea - Faculty of Engineering, Design Innovation Center (DBZ), Mondragón, Spain.
    Halila, Fawzi
    Halmstad University, School of Business, Engineering and Science, Centre for Innovation, Entrepreneurship and Learning Research (CIEL), Business Model Innovation (BMI).
    Service Design Visualization Tools for Supporting Servitization in a Machine Tool Manufacturer2018In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 71, p. 189-202Article in journal (Refereed)
    Abstract [en]

    As competition for their products increases, manufacturers have taken a greater interest in servitization. However, they face a difficult challenge when they try to develop service-oriented business models and design service value propositions that require a change in mind-set and new approaches. Thus, the purpose of this exploratory paper is to develop, apply, and evaluate an approach for service value proposition design that manufacturers can use in their transition from a primarily product-oriented business model to a more service-oriented business model. A qualitative research approach - the research through design approach - is taken in a case study of a Spanish machine tool manufacturer engaged in servitization. The findings of this research derive from a service design project at two of the manufacturer’s divisions. The empirical data consist of 45 artifacts (prototypes, visualizations, and models) from six workshops and six semi-structured interviews with key company managers. The paper analyzes various service design visualization tools in manufacturing, examines the design of service value propositions, and suggests avenues for additional research on the use of a systematic methodology for service value proposition design.

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