Developing integrated solutions within B-to-B service networks

Taru Hakanen, Minna Kansola, Tiina Valjakka, Katri Valkokari, Iiro Salkari, Elina Jaakkola

    Research output: Chapter in Book/Report/Conference proceedingConference article in proceedingsScientificpeer-review


    The growing trends of outsourcing and specialization have led many industrial customers to centralize their purchases and seek suppliers that can provide more extensive solutions [1; 2; 3]. The focus in the solutions marketing literature has been inherently product- centred, and there has been a shortage of research into solutions originating in the service sector [4]. Companies may face a number of challenges developing and delivering integrated service solutions in co-operation with several companies. As a result of our qualitative, multiple case study of two b-to-b service networks, we addressed the value of integrated service solutions to all the network actors as well as the key challenges companies face in delivering and developing integrated solutions within b-to-b service networks. As a practical result, we developed two frameworks to systemize and facilitate service business development in companies.
    Original languageEnglish
    Title of host publicationVTT Symposium on Service Innovation
    Place of PublicationEspoo
    PublisherVTT Technical Research Centre of Finland
    Publication statusPublished - 2011
    MoE publication typeA4 Article in a conference publication

    Publication series

    SeriesVTT Symposium


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