Christian Kowalkowski

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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)
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)