Servitization: allowing better solution delivery and performance for manufacturers of longer lifespan products
Identificadores
URI: http://hdl.handle.net/10481/55975Metadatos
Mostrar el registro completo del ítemAutor
Vaillant, Yancy; Lafuente, Esteban; Vendrell-Herrero, Ferrán; Bustinza Sánchez, Óscar FernandoMateria
Servitization Solution business models Product lifespan Competitive performance
Fecha
2019-06-07Referencia bibliográfica
Vendrell-Herrero, Ferrán (2019, Junio). Servitization: allowing better solution delivery and performance for manufacturers of longer lifespan products. In 8th International Conference on Business Servitization
Resumen
Manufacturers are shifting the traditional transactional paradigm by delivering customizedsolutions in a process known as servitization. This study proposes that the competitiveperformance of servitization is higher for firms selling long-lifespan products as they enablebetter customization cost recovery. To test this hypothesis, we analyse the moderating role ofproduct lifespan on the servitization-performance relationship. Through merging a uniquesurvey of Manufacturing Multinational Enterprises (MMNEs) and the Lifespan Database forVehicles, Equipment and Structures (LiVES) a unique sample is created. Analysis of the datashows a positive relationship between servitization and performance. This relationship becomessignificantly stronger for MMNES that sell long-lifespan products. Our findings are robust forcorrelation, regression and structural equation modelling analyses. This study explains whyservitization boosts performance in some industries but has a neutral effect on others. Byincluding product lifespan in the equation, we improve understanding of why servitization is anexcellent mechanism for asset management in industrial relationships.