Heiko Gebauer

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a Department of Marketing, CERS – Centre for Relationship Marketing and Service Management, Hanken School of Economics, PO Box 479, FIN-00101 Helsinki, Finland b Department of Marketing, The University of Auckland Business School, 12 Grafton Rd, Auckland 1142, New Zealand c Department of Management and Engineering, Linköping University, SE-581 83 Linköping,(More)
Purpose of this paper The paper provides a better understanding of the interrelatedness of customer and service orientations in the organizational structures of capital goods manufacturing companies. Design/methodology/approach A qualitative, multi-case research design was employed using 36 European capital goods manufacturing companies. Findings This(More)
The point of departure for this article is the need for product-centric firms to compete in the market by adding services to their portfolio, which requires a greater focus on service innovation if they are to remain competitive. A major challenge associated with the shift from product-centeredness to a product-and-service orientation is the management of(More)
Higher market complexity and increasing competitive intensity are forcing traditional product-manufacturing companies to change their position in the goods–services continuum by continuously extending the service business. However, the existing literature tends to be somewhat vague in defining service strategies for manufacturing companies wishing to move(More)
Various technologies have been deployed in household devices or micro-water treatment plants for mitigating fluoride and arsenic, and thereby provide safe and affordable drinking water in low-income countries. While the technologies have improved considerably, organizations still face challenges in making them financially sustainable. Financial(More)
Sanitation and Hygiene in Low Income Countries Elizabeth Tilley,† Linda Strande,‡ Christoph Lüthi,‡ Hans-Joachim Mosler,‡ Kai M. Udert,‡ Heiko Gebauer,‡ and Janet G. Hering*,‡,§,∥ †NADEL, Swiss Federal Institute of Technology (ETH) Zürich, CH-8092 Zürich, Switzerland ‡Eawag, Swiss Federal Institute of Aquatic Science and Technology, CH-8600 Dübendorf,(More)
The study at hand explores the influence of value-added services offered in addition to a motor insurance product on the customer's preference structure. It addresses the need of insurance companies to extend their core business with different types of supplementary services. A choice-based conjoint analysis is conducted which considers the price for the(More)
Despite the demonstrated benefits of an extended service business in driving competitive advantage, most product manufacturers found it extremely difficult to manage the transition from a product manufacturer to a service provider successfully. In this context, we observed different phenomena. One phenomenon we term the “service jungle”. The “service(More)