Abstract
The shift towards the provision of integrated solutions, rather than standalone products or services, is increasingly important to the competitive success of leading companies worldwide. This model of industrial organization involves a customer-centric approach to business. Getting closer to the customer, deeply understanding its needs, and fulfilling them with “allinclusive” offers are essential capabilities of a solutions provider. Such a strategic trend entails a number of organizational changes affecting all the stakeholders involved, both internally and externally with suppliers and customers. As firms develop a new value proposition around, often beyond, their own traditional products or services, new capabilities are generated which reveal fundamental for establishing enduring and far more profitable relationships with customers. These changes offer opportunities of organizational learning, which firms can iteratively explore and exploit in order to gain sustainable competitive advantages.
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Miraglia, S., Davies, A. (2009). Learning dynamics within the solutions network. In: Romano, A., Secundo, G. (eds) Dynamic Learning Networks. Springer, Boston, MA. https://doi.org/10.1007/978-1-4419-0251-1_5
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DOI: https://doi.org/10.1007/978-1-4419-0251-1_5
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