IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v32y2023i1s0969593122000816.html
   My bibliography  Save this article

Entry mode diversity and closing commercial deals with international customers: The moderating role of advanced servitization

Author

Listed:
  • Shleha, Waleed
  • Vaillant, Yancy
  • Vendrell-Herrero, Ferran

Abstract

As the importance of servitization and service-augmented solution delivery grows into a mainstream phenomenon for manufacturers, offering theoretically founded avenues to solve their specific internationalization challenges is necessary. The study addresses the internationalization paradox faced by servitized manufacturers generated by the specific hybrid nature of their product-service offering. As such, this research is meant to understand the entry mode diversity for the internationalization of advanced servitization providers. Our primary research deal-level data follows 1885 potential sales negotiations for servitized products closed in 2018 by a Poland-based multinational high-tech optics firm offering product-service systems. The results of the study support the idea that manufacturers of advanced servitization could benefit from the implementation of entry mode diversity. It is found that the sales deal success when entry mode diversity is implemented in a foreign market is positively moderated when knowledge-intensive advanced servitization is included in the negotiation.

Suggested Citation

  • Shleha, Waleed & Vaillant, Yancy & Vendrell-Herrero, Ferran, 2023. "Entry mode diversity and closing commercial deals with international customers: The moderating role of advanced servitization," International Business Review, Elsevier, vol. 32(1).
    • Handle: RePEc:eee:iburev:v:32:y:2023:i:1:s0969593122000816
    DOI: 10.1016/j.ibusrev.2022.102053
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969593122000816
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.ibusrev.2022.102053?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.

    References listed on IDEAS

    as
    1. Glenn MacDonald & Michael D. Ryall, 2004. "How Do Value Creation and Competition Determine Whether a Firm Appropriates Value?," Management Science, INFORMS, vol. 50(10), pages 1319-1333, October.
    2. Dikova, Desislava, 2009. "Performance of foreign subsidiaries: Does psychic distance matter?," International Business Review, Elsevier, vol. 18(1), pages 38-49, February.
    3. Vandermerwe, Sandra & Rada, Juan, 1988. "Servitization of business: Adding value by adding services," European Management Journal, Elsevier, vol. 6(4), pages 314-324, December.
    4. Margarethe F. Wiersema & Harry P. Bowen, 2009. "The use of limited dependent variable techniques in strategy research: issues and methods," Strategic Management Journal, Wiley Blackwell, vol. 30(6), pages 679-692, June.
    5. Ariu, Andrea & Breinlich, Holger & Corcos, Gregory & Mion, Giordano, 2019. "The interconnections between services and goods trade at the firm-level," Journal of International Economics, Elsevier, vol. 116(C), pages 173-188.
    6. Bustinza, Oscar F. & Vendrell-Herrero, Ferran & Baines, Tim, 2017. "Service implementation in manufacturing: An organisational transformation perspective," International Journal of Production Economics, Elsevier, vol. 192(C), pages 1-8.
    7. Peter J Buckley & M Casson, 2003. "The Future of the Multinational Enterprise in retrospect and in prospect," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 34(2), pages 219-222, March.
    8. Alain Verbeke & Thomas P Kenworthy, 2008. "Multidivisional vs metanational governance of the multinational enterprise," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 39(6), pages 940-956, September.
    9. Ariu, Andrea & Mayneris, Florian & Parenti, Mathieu, 2020. "One way to the top: How services boost the demand for goods," Journal of International Economics, Elsevier, vol. 123(C).
    10. Sabine Urban & Antonella Zucchella, 2011. "Building the future through real value creation and innovation: achieving competitiveness in a chaotic world," International Journal of Entrepreneurship and Small Business, Inderscience Enterprises Ltd, vol. 13(2), pages 126-149.
    11. Shavin Malhotra & Ajai S Gaur, 2014. "Spatial geography and control in foreign acquisitions," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 45(2), pages 191-210, February.
    12. Peter J. Buckley & Roger Strange & Marcel P. Timmer & Gaaitzen J. de Vries, 2020. "Catching-up in the global factory: Analysis and policy implications," Journal of International Business Policy, Palgrave Macmillan, vol. 3(2), pages 79-106, June.
    13. Jean, Ruey-Jer “Bryan” & Kim, Daekwan, 2020. "Internet and SMEs' internationalization: The role of platform and website," Journal of International Management, Elsevier, vol. 26(1).
    14. Niron Hashai & Christian G. Asmussen & Gabriel R. G. Benito & Bent Petersen, 2010. "Technological Knowledge Intensity and Entry Mode Diversity," Management International Review, Springer, vol. 50(6), pages 659-681, December.
    15. Douglas Cumming & April Knill & Kelsey Syvrud, 2016. "Do international investors enhance private firm value? Evidence from venture capital," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 47(5), pages 620-620, June.
    16. Oscar F. Bustinza & Ferran Vendrell-Herrero & Emanuel Gomes & Esteban Lafuente & Marco Opazo-Basáez & Rodrigo Rabetino & Yancy Vaillant, 2018. "Product-service innovation and performance: unveiling the complexities," International Journal of Business Environment, Inderscience Enterprises Ltd, vol. 10(2), pages 95-111.
    17. Aquilante, Tommaso & Vendrell-Herrero, Ferran, 2021. "Bundling and exporting: Evidence from German SMEs," Journal of Business Research, Elsevier, vol. 132(C), pages 32-44.
    18. Victor Manuel Bennett, 2013. "Organization and Bargaining: Sales Process Choice at Auto Dealerships," Management Science, INFORMS, vol. 59(9), pages 2003-2018, September.
    19. Glenn Hoetker, 2007. "The use of logit and probit models in strategic management research: Critical issues," Strategic Management Journal, Wiley Blackwell, vol. 28(4), pages 331-343, April.
    20. Emanuel Gomes & Oscar F. Bustinza & Shlomo Tarba & Zaheer Khan & Mohammad Ahammad, 2019. "Antecedents and implications of territorial servitization," Regional Studies, Taylor & Francis Journals, vol. 53(3), pages 410-423, March.
    21. Bruno Cassiman & Elena Golovko, 2011. "Innovation and internationalization through exports," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 42(1), pages 56-75, January.
    22. Manoj Chandra Bayon & Yancy Vaillant, 2016. "International Variations in the Impact of Perceived Entrepreneurial Ability and Actual Ability on Entrepreneurial Activities," Post-Print hal-02010729, HAL.
    23. Matthieu Crozet & Emmanuel Milet, 2017. "Should everybody be in services? The effect of servitization on manufacturing firm performance," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 26(4), pages 820-841, December.
    24. Laufs, Katharina & Schwens, Christian, 2014. "Foreign market entry mode choice of small and medium-sized enterprises: A systematic review and future research agenda," International Business Review, Elsevier, vol. 23(6), pages 1109-1126.
    25. Kohtamäki, Marko & Parida, Vinit & Oghazi, Pejvak & Gebauer, Heiko & Baines, Tim, 2019. "Digital servitization business models in ecosystems: A theory of the firm," Journal of Business Research, Elsevier, vol. 104(C), pages 380-392.
    26. Esteban Lafuente & Yancy Vaillant & Jorge Moreno-Gómez, 2018. "Transition in-and-out of exporting and its impact on employment growth," International Journal of Emerging Markets, Emerald Group Publishing Limited, vol. 13(6), pages 1907-1927, November.
    27. Knight, Gary A. & Liesch, Peter W., 2016. "Internationalization: From incremental to born global," Journal of World Business, Elsevier, vol. 51(1), pages 93-102.
    28. Gary A Knight & Daekwan Kim, 2009. "International business competence and the contemporary firm," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 40(2), pages 255-273, February.
    29. Peter J. Buckley & Mark Casson, 1985. "The Economic Theory of the Multinational Enterprise," Palgrave Macmillan Books, Palgrave Macmillan, number 978-1-349-05242-4.
    30. Ruey-Jer “Bryan” Jean & Daekwan Kim & Kevin Zheng Zhou & S. Tamer Cavusgil, 2021. "E-platform use and exporting in the context of Alibaba: A signaling theory perspective," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 52(8), pages 1501-1528, October.
    31. Sumantra Ghoshal, 1987. "Global strategy: An organizing framework," Strategic Management Journal, Wiley Blackwell, vol. 8(5), pages 425-440, September.
    32. Vendrell-Herrero, Ferran & Bustinza, Oscar F. & Opazo-Basaez, Marco, 2021. "Information technologies and product-service innovation: The moderating role of service R&D team structure," Journal of Business Research, Elsevier, vol. 128(C), pages 673-687.
    33. Wolfgang Ulaga & Werner Reinartz, 2011. "Hybrid Offerings: How Manufacturing Firms Combine Goods and Services Successfully," Post-Print hal-00642039, HAL.
    34. Chen, Chung-Jen & Lin, Ya-Hui, 2016. "Managing the foreign investment portfolio: How industry and governance diversity influence firm performance," International Business Review, Elsevier, vol. 25(6), pages 1235-1245.
    35. Elitsa R Banalieva & Charles Dhanaraj, 2019. "Internalization theory for the digital economy," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 50(8), pages 1372-1387, October.
    36. Kohtamäki, Marko & Einola, Suvi & Rabetino, Rodrigo, 2020. "Exploring servitization through the paradox lens: Coping practices in servitization," International Journal of Production Economics, Elsevier, vol. 226(C).
    37. Vendrell-Herrero, Ferran & Gomes, Emanuel & Collinson, Simon & Parry, Glenn & Bustinza, Oscar F., 2018. "Selling digital services abroad: How do extrinsic attributes influence foreign consumers’ purchase intentions?," International Business Review, Elsevier, vol. 27(1), pages 173-185.
    38. Yancy Vaillant & Esteban Lafuente & Manoj Chandra Bayon, 2019. "Early internationalization patterns and export market persistence: a pseudo-panel data analysis," Small Business Economics, Springer, vol. 53(3), pages 669-686, October.
    39. Turunen, Taija & Finne, Max, 2014. "The organisational environment’s impact on the servitization of manufacturers," European Management Journal, Elsevier, vol. 32(4), pages 603-615.
    40. Sjödin, David & Parida, Vinit & Kohtamäki, Marko & Wincent, Joakim, 2020. "An agile co-creation process for digital servitization: A micro-service innovation approach," Journal of Business Research, Elsevier, vol. 112(C), pages 478-491.
    Full references (including those not matched with items on IDEAS)

    Citations

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


    Cited by:

    1. Andreu Blesa-Pérez & María Ripollés-Meliá & Alex Rialp-Criado & Josep Rialp-Criado, 2023. "Introduction to the special issue: Digitalisation and servitisation in international entrepreneurship," Journal of International Entrepreneurship, Springer, vol. 21(2), pages 150-156, June.

    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. Aquilante, Tommaso & Vendrell-Herrero, Ferran, 2021. "Bundling and exporting: Evidence from German SMEs," Journal of Business Research, Elsevier, vol. 132(C), pages 32-44.
    2. Wim Coreynen & Arjen van Witteloostuijn & Johanna Vanderstraeten, 2021. "Toward Servitized Research: An Integrated Approach for Sustainable Product-Service Innovation," Sustainability, MDPI, vol. 13(15), pages 1-21, July.
    3. Bustinza, Oscar F. & Opazo-Basaez, Marco & Tarba, Shlomo, 2022. "Exploring the interplay between Smart Manufacturing and KIBS firms in configuring product-service innovation performance," Technovation, Elsevier, vol. 118(C).
    4. Bustinza, Oscar F. & Vendrell-Herrero, Ferran & Gomes, Emanuel, 2020. "Unpacking the effect of strategic ambidexterity on performance: A cross-country comparison of MMNEs developing product-service innovation," International Business Review, Elsevier, vol. 29(6).
    5. Tian, Jiamian & Coreynen, Wim & Matthyssens, Paul & Shen, Lei, 2022. "Platform-based servitization and business model adaptation by established manufacturers," Technovation, Elsevier, vol. 118(C).
    6. Huikkola, Tuomas & Kohtamäki, Marko & Rabetino, Rodrigo & Makkonen, Hannu & Holtkamp, Philipp, 2022. "Overcoming the challenges of smart solution development: Co-alignment of processes, routines, and practices to manage product, service, and software integration," Technovation, Elsevier, vol. 118(C).
    7. David Córcoles & Carmen Díaz-Mora & Rosario Gandoy & Ángela Triguero, 2023. "The role of servitization in international entrepreneurship: An analysis for Spanish manufacturing firms," Journal of International Entrepreneurship, Springer, vol. 21(2), pages 214-244, June.
    8. Lombardi, Silvia & Santini, Erica & Vecciolini, Claudia, 2022. "Drivers of territorial servitization: An empirical analysis of manufacturing productivity in local value chains," International Journal of Production Economics, Elsevier, vol. 253(C).
    9. Oscar F. Bustinza & Ferrán Vendrell-Herrero & Francisco J. Sánchez-Montesinos & José Antonio Campos-Granados, 2021. "Should Manufacturers Support the Entire Product Lifecycle with Services?," Sustainability, MDPI, vol. 13(5), pages 1-14, February.
    10. Li, Ai Qiang & Kumar, Maneesh & Claes, Björn & Found, Pauline, 2020. "The state-of-the-art of the theory on Product-Service Systems," International Journal of Production Economics, Elsevier, vol. 222(C).
    11. Shen, Lei & Sun, Wanqin & Parida, Vinit, 2023. "Consolidating digital servitization research: A systematic review, integrative framework, and future research directions," Technological Forecasting and Social Change, Elsevier, vol. 191(C).
    12. Mosch, Philipp & Schweikl, Stefan & Obermaier, Robert, 2021. "Trapped in the supply chain? Digital servitization strategies and power relations in the case of an industrial technology supplier," International Journal of Production Economics, Elsevier, vol. 236(C).
    13. Zhou, Dan & Yan, Tingting & Dai, Weiqi & Feng, Junzheng, 2021. "Disentangling the interactions within and between servitization and digitalization strategies: A service-dominant logic," International Journal of Production Economics, Elsevier, vol. 238(C).
    14. Yong Chen & Zhengjie Wu & Wenchao Yi & Bingjia Wang & Jianhua Yao & Zhi Pei & Jiaoliao Chen, 2022. "Bibliometric Method for Manufacturing Servitization: A Review and Future Research Directions," Sustainability, MDPI, vol. 14(14), pages 1-26, July.
    15. Vaillant, Yancy & Lafuente, Esteban & Vendrell-Herrero, Ferran, 2023. "Assessment of industrial pre-determinants for territories with active product-service innovation ecosystems," Technovation, Elsevier, vol. 119(C).
    16. Martina Magli, 2020. "The Direct and Indirect Effect of Services Offshoring on Local Labour Market Outcomes," CESifo Working Paper Series 8413, CESifo.
    17. Khanra, Sayantan & Dhir, Amandeep & Parida, Vinit & Kohtamäki, Marko, 2021. "Servitization research: A review and bibliometric analysis of past achievements and future promises," Journal of Business Research, Elsevier, vol. 131(C), pages 151-166.
    18. Bustinza, Oscar F. & Lafuente, Esteban & Rabetino, Rodrigo & Vaillant, Yancy & Vendrell-Herrero, Ferran, 2019. "Make-or-buy configurational approaches in product-service ecosystems and performance," Journal of Business Research, Elsevier, vol. 104(C), pages 393-401.
    19. Kapoor, Kawaljeet & Bigdeli, Ali Ziaee & Schroeder, Andreas & Baines, Tim, 2022. "A platform ecosystem view of servitization in manufacturing," Technovation, Elsevier, vol. 118(C).
    20. Shah, Syed Aamir Ali & Jajja, Muhammad Shakeel Sadiq & Chatha, Kamran Ali & Farooq, Sami, 2020. "Servitization and supply chain integration: An empirical analysis," International Journal of Production Economics, Elsevier, vol. 229(C).

    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:eee:iburev:v:32:y:2023:i:1:s0969593122000816. 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: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description .

    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.