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"Development and Implementation of Customer Solutions: A Study of Process Dynamics and Market Shaping"


Christian Kowalkowski

Linköping Institue of Technology

Christian Kowalkowski, Jane Maley,
Sergio Biggemann

University of Otago

New Zealand
Sergio Biggemann and Staffan Bregue

Place of Publication

This paper was published in Industrial Marketing Management, volume 42(7), pages 1083,1092, in 2013.


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A broad, dynamic network perspective on solution processes remains scarce. This article presents the process of developing and implementing customer solutions and its effects on the wider business environment by investigating customers and suppliers in the global mining industry (Australia, Chile, and Sweden), analyzing the deployment of a new customer solution, and assessing the changes to the competitive environment and focal firms

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