This article contributes to the marketing literature by identifying key success factors in industrial service markets. In industrial markets, services are becoming critical for the creation of competitive advantage. However, the marketing of these services has received relatively limited attention in the industrial marketing and services marketing literature. In order to close this gap, the authors undertook a qualitative research study to build a specific model of competitive advantage for industrial services. The model identifies three core elements in the creation of superior customer value. Further, three sets of “value drivers” are discussed. Ideas for further research and recommendations for business practitioners are formulated.

Matthyssens, P., Vandenbempt, K. (1998). Creating competitive advantage in industrial services. THE JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, 13(5), 339-355 [10.1108/08858629810226654].

Creating competitive advantage in industrial services

Matthyssens P.;
1998

Abstract

This article contributes to the marketing literature by identifying key success factors in industrial service markets. In industrial markets, services are becoming critical for the creation of competitive advantage. However, the marketing of these services has received relatively limited attention in the industrial marketing and services marketing literature. In order to close this gap, the authors undertook a qualitative research study to build a specific model of competitive advantage for industrial services. The model identifies three core elements in the creation of superior customer value. Further, three sets of “value drivers” are discussed. Ideas for further research and recommendations for business practitioners are formulated.
Si
Articolo in rivista - Articolo scientifico
Scientifica
competitive advantage; focus groups; industrial marketing; market research; services marketing; value;
English
Matthyssens, P., Vandenbempt, K. (1998). Creating competitive advantage in industrial services. THE JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, 13(5), 339-355 [10.1108/08858629810226654].
Matthyssens, P; Vandenbempt, K
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Utilizza questo identificativo per citare o creare un link a questo documento: http://hdl.handle.net/10281/314432
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