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

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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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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 - Valjakka, Tiina

AU - Valkokari, Katri

AU - Salkari, Iiro

AU - Jaakkola, Elina

PY - 2011

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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).