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Value Creation through Service Offers

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  • Malleret, Véronique

Abstract

This paper discusses the profitability of service offerings by small and medium sized industrial firms. The first part summarizes the main arguments supporting the theoretical debate. The second part presents the results of a field study made in six industrial SMEs; it highlights the heterogeneity of their policies and practices regarding the pricing and costing of their service offers. The last part of the paper stresses the conditions and actions required to make services actually profitable for manufacturing companies.

Suggested Citation

  • Malleret, Véronique, 2006. "Value Creation through Service Offers," European Management Journal, Elsevier, vol. 24(1), pages 106-116, February.
  • Handle: RePEc:eee:eurman:v:24:y:2006:i:1:p:106-116
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    Citations

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    Cited by:

    1. Lee, Sunghee & Yoo, Shijin & Kim, Daeki, 2016. "When is servitization a profitable competitive strategy?," International Journal of Production Economics, Elsevier, vol. 173(C), pages 43-53.
    2. Sophie BOUTILLIER & Blandine LAPERCHE & Fabienne PICARD, 2013. "L’économie de la fonctionnalité : perspective historique et illustration empirique
      [The economy of functionality: historical perspective and empirical illustration]
      ," Working Papers 35, Réseau de Recherche sur l’Innovation. / Research Network on Innovation.
    3. Dachs, Bernhard & Biege, Sabine & Borowiecki, Marcin & Lay, Gunther & Jäger, Angela & Schartinger, Doris, 2012. "The Servitization of European Manufacturing Industries," MPRA Paper 38873, University Library of Munich, Germany.
    4. Yuanqiong He & Hongyi Sun & Kin Lai & Yun Chen, 2015. "Organizational empowerment and service strategy in manufacturing," Service Business, Springer;Pan-Pacific Business Association, vol. 9(3), pages 445-462, September.
    5. Marc Bollecker, 2009. "Contrôleur de gestion : une fonction en danger ?," Post-Print halshs-00456209, HAL.
    6. Tether, B. & Bascavusoglu-Moreau, E., 2012. "A Different Path to Growth? Service Innovation and Performance amongst UK Manufacturers," Working Papers wp433, Centre for Business Research, University of Cambridge.

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