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

    Abstract

    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
    Pages51-61
    Publication statusPublished - 2011
    MoE publication typeA4 Article in a conference publication

    Publication series

    SeriesVTT Symposium
    Number271
    ISSN0357-9387

    Fingerprint

    Integrated solutions
    Integrated
    Purchase
    Service sector
    Marketing
    Suppliers
    Outsourcing
    Business development
    Multiple case study
    Service business
    Actor-network
    Shortage

    Cite this

    Hakanen, T., Kansola, M., Valjakka, T., Valkokari, K., Salkari, I., & Jaakkola, E. (2011). Developing integrated solutions within B-to-B service networks. In VTT Symposium on Service Innovation (pp. 51-61). Espoo: VTT Technical Research Centre of Finland. VTT Symposium, No. 271
    Hakanen, Taru ; Kansola, Minna ; Valjakka, Tiina ; Valkokari, Katri ; Salkari, Iiro ; Jaakkola, Elina. / Developing integrated solutions within B-to-B service networks. VTT Symposium on Service Innovation. Espoo : VTT Technical Research Centre of Finland, 2011. pp. 51-61 (VTT Symposium; No. 271).
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    title = "Developing integrated solutions within B-to-B service networks",
    abstract = "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.",
    author = "Taru Hakanen and Minna Kansola and Tiina Valjakka and Katri Valkokari and Iiro Salkari and Elina Jaakkola",
    year = "2011",
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    Hakanen, T, Kansola, M, Valjakka, T, Valkokari, K, Salkari, I & Jaakkola, E 2011, Developing integrated solutions within B-to-B service networks. in VTT Symposium on Service Innovation. VTT Technical Research Centre of Finland, Espoo, VTT Symposium, no. 271, pp. 51-61.

    Developing integrated solutions within B-to-B service networks. / Hakanen, Taru; Kansola, Minna; Valjakka, Tiina; Valkokari, Katri; Salkari, Iiro; Jaakkola, Elina.

    VTT Symposium on Service Innovation. Espoo : VTT Technical Research Centre of Finland, 2011. p. 51-61 (VTT Symposium; No. 271).

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

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    AU - Kansola, Minna

    AU - Valjakka, Tiina

    AU - Valkokari, Katri

    AU - Salkari, Iiro

    AU - Jaakkola, Elina

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    N2 - 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.

    AB - 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.

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    Hakanen T, Kansola M, Valjakka T, Valkokari K, Salkari I, Jaakkola E. Developing integrated solutions within B-to-B service networks. In VTT Symposium on Service Innovation. Espoo: VTT Technical Research Centre of Finland. 2011. p. 51-61. (VTT Symposium; No. 271).