Identifying and analyzing the customer situation: Drivers for purchasing Industrial Product Service Systems

被引：5

作者：

Everhartz, Julian ^{[1
]}

Maiwald, Kira ^{[1
]}

Wieseke, Jan ^{[1
]}

机构：

[1] Ruhr Univ Bochum, Mario Rese Inspired Sales & Mkt Dept, D-44801 Bochum, Germany

来源：

PRODUCT SERVICES SYSTEMS AND VALUE CREATION: PROCEEDINGS OF THE 6TH CIRP CONFERENCE ON INDUSTRIAL PRODUCT-SERVICE SYSTEMS | 2014年 / 16卷

关键词：

industiral product-service systems; make-or-buy; customer-related drivers;

D O I：

10.1016/j.procir.2014.02.018

中图分类号：

T [工业技术];

学科分类号：

08 ;

摘要：

Capabilities and resources a potential customer possesses are of utmost importance for suppliers in conceptualizing an industrial product-service system (IPS2). Suppliers have to tailor their offerings to specific situations within purchasing companies and solve underlying problems adequately to achieve customer satisfaction and long-term economic success. Hence, suppliers must identify and analyze customer companies and existing capabilities and resources very precisely to be able to design and conceptualize an individualized IPS2. The paper at hand analyzes the influence of customers' capabilities and resources, customers' management style and underlying processes on the choice of a solution. (C) 2014 Elsevier B.V.

引用

页码：308 / 313

页数：6

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