Authors: Anne Jalkala; Olli Pekkarinen; RistoT Salminen
The shift in industrial suppliers’ business logic from marketing products to marketing solutions sets challenges in creating effective service offerings. In this paper we focus on a solution provider’s service offering and its formulation. Based on a literature review from the solution marketing, service marketing, and project marketing literature we suggest a conceptual model of the solution provider’s service offering elements. Through a case study of an industrial classification solution provider we then examine these elements and illustrate the offering formulation process of a solution provider. The findings from the case study allow us to propose a revised conceptual framework of a solution provider’s offering formulation.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2008
Conference: Uppsala, Sweden (2008)