What Affect Manufacturers Approaching Servitization: A Case Study in HVAC Industry

  • Claudio SassanelliEmail author
  • Giuditta Pezzotta
  • Fabiana Pirola
  • Sergio Terzi
Conference paper
Part of the IFIP Advances in Information and Communication Technology book series (IFIPAICT, volume 540)


Product Service System (PSS) development involves both manufacturing and service workers, carrying them great potential to pursue industrial competitiveness, customer satisfaction and sustainable improvement. The belief is that the development level of PSS design is slowly evolving through a path strongly driven by the evolution of the technology and the progressive involvement of the industry in its application. However, on one side some companies still need to understand the relevance of the development process related to their service offer, on the other best practices able to improve the PSS development processes performances more systematically are needed. The paper proposes a case study, first providing a mapping of the service offer of Company A, an Italian company in the humidifiers industry. Then, it investigates, through a content analysis, what could affect companies both positively or negatively to switch their approach from a product-centric to a service integrated one. This transition would enable them in the future to develop more advanced PSSs, opening new market opportunities and being more capable of satisfying customer needs.


Product Service System (PSS) Product service system development Servitization Case study Humidifiers industry 



This work was funded by the European Commission through Diversity Project, GA 636692, under the H2020 program.


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Copyright information

© IFIP International Federation for Information Processing 2018

Authors and Affiliations

  • Claudio Sassanelli
    • 1
    Email author
  • Giuditta Pezzotta
    • 2
  • Fabiana Pirola
    • 2
  • Sergio Terzi
    • 1
  1. 1.Department of Management, Economics and Industrial EngineeringPolitecnico di MilanoMilanItaly
  2. 2.Department of Management, Information and Production EngineeringUniversity of BergamoDalmineItaly

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