Abstract
This chapter presents a framework to guide managers in the development of servitization strategies, namely, in what concerns capability development and the offering of different types of services (basic and advanced) over time. We propose that an effective servitization trajectory consists of (i) a balanced growth of basic and advanced services over time, using the former as a platform for selling the latter and (ii) building appropriate capabilities over time, recognizing that basic and advanced services require different types of capabilities. The framework was empirically validated with data from a survey of 931 manufacturers from different countries.
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Sousa, R., da Silveira, G.J.C. (2018). Implementing Servitization Strategies: Trajectories of Capability Development and Offering of Basic and Advanced Services. In: Kohtamäki, M., Baines, T., Rabetino, R., Bigdeli, A. (eds) Practices and Tools for Servitization. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-319-76517-4_11
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DOI: https://doi.org/10.1007/978-3-319-76517-4_11
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