Christian Kowalkowski

Learn More
The authors are indebted to Heiko Gebauer for insightful comments on earlier versions of this paper and to Keith Crosier for his patient and invaluable editing services. They also gratefully acknowledge the financial support of the Jan Wallander ABSTRACT The point of departure for this article is the need for product-centric firms to compete in the market(More)
a r t i c l e i n f o Manufacturing firms have always delivered services, by supplying spare parts, installing equipment, training employees, or performing maintenance. In competitive markets though, firms seek new ways to differentiate their business, including an increased focus on service, often referred to as service infusion. Of the studies that seek(More)
implementation of customer solutions: A study of process dynamics and market shaping, 2013, Industrial Marketing Management. a b s t r a c t a r t i c l e i n f o A broad, dynamic network perspective on solution processes remains scarce. This article presents the process of developing and implementing customer solutions and its effects on the wider business(More)
This paper develops a typology for industrial service offerings, interrelating service scope (degree of bundling), service focus (level of customer integration), and service process interfaces. Different forms of industrial services and the impact of information and communication technology on the three service dimensions are discussed, and requirements are(More)
This study develops and tests a model of information search in complex buying. We incorporate three categories of influences of organizational, personal and situational factors that affect information searching efforts. A sample of 96 of the largest Brazilian firms reported their use of the various influences in the decision to purchase integrated business(More)
This paper begins by consolidating industrial challenges and research issues concerning Product/Service Systems obtained through various activities by the authors. Based on this, it points out the importance of the holistic view in further research in this area so that PSS providers do not fall into local optimization. The intent of this contribution to our(More)
a r t i c l e i n f o Both academics and practitioners emphasize the importance for product firms of implementing service-led growth strategies. The service transition concept is well established, namely a unidirectional repositioning along a product-service continuum—from basic, product-oriented services towards more customized, process-oriented(More)
Purpose This study aims to extend understanding of business-to-business relationship dynamics by introducing and discussing the phenomenon of a 'negative critical wave' (NCW), defined as a disturbance in a relationship that emerges and develops within or beyond individual working relationships. Design/methodology/approach The dynamics of working(More)