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Implizites Wissen als Determinante des Kaufverhaltens produktbegleitender Dienstleistungen auf Industriegütermärkten – Eine explorative Analyse

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  • Hogreve, Jens
  • Wonner, Richard

Abstract

Service-led growth is a common but rarely reached aim among industrial companies. However, current research analyses this important strategy mainly from a supplier perspective. Instead, this study sheds light on the buying behavior from a customer’s point of view. The findings show that buying behavior is strongly determined by the customer’s situation and corporate culture. In this context tacit knowledge turns out to be the main impediment for service sales as it diminishes the knowledge superiority of suppliers and leads customers to turn their corporate culture towards insourcing of services. en

Suggested Citation

  • Hogreve, Jens & Wonner, Richard, 2014. "Implizites Wissen als Determinante des Kaufverhaltens produktbegleitender Dienstleistungen auf Industriegütermärkten – Eine explorative Analyse," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 68(4), pages 268-281.
    • Handle: RePEc:nms:untern:10.5771/0042-059x-2014-4-268
    DOI: 10.5771/0042-059X-2014-4-268
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    References listed on IDEAS

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    1. M. Antioco & R.K. Moenaert & A. Lindgreen & M.G.M. Wetzels, 2008. "Organizational antecedents to and consequences of service business orientations in manufacturing companies," Post-Print hal-00285794, HAL.
    2. Homburg, Christian & Rudolph, Bettina, 2001. "Customer satisfaction in industrial markets: dimensional and multiple role issues," Journal of Business Research, Elsevier, vol. 52(1), pages 15-33, April.
    3. Michael Antioco & Rudy Moenaert & Adam Lindgreen & Martin Wetzels, 2008. "Organizational antecedents to and consequences of service business orientations in manufacturing companies," Post-Print hal-02312526, HAL.
    4. Gebauer, Heiko & Fleisch, Elgar & Friedli, Thomas, 2005. "Overcoming the Service Paradox in Manufacturing Companies," European Management Journal, Elsevier, vol. 23(1), pages 14-26, February.
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