Authors: Pierre Andersson; Sarah Serbin Wikner
Relationships have been discussed thoroughly in interorganizational relationship theories.However, little has been done to study the object of this interaction, that is, how the businessto business offering is designed in regard to the reality in which the company exists. Byproviding Integrated Solutions, the increased overall responsibility over a function leads to ahigher risk-taking for the supplier. The challenge is to succeed in creating a new offering thatincreases customer value instead of charging the customer for the risk taking. Well-managedcustomer relationships are a critical factor in the creation of Integrated Solutions offerings.They proved to add customer value by bringing an opportunity to deepen cooperation,identify elements delivering benefits, and changing sacrifices into benefits. In this regard,offerings of integrated solutions facilitate a shift from charging for service to sharing profitswith customers resulting from a more efficient running.
Journal: ( – )
Web Address:
Publish Year: 2004
Conference: Copenhagen, Denmark (2004)