november, 2021
Event Details
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Abstract: The research presented in this paper is conducted to understand the impact of advanced servitized products (ASP) on the longitudinal sales performance of manufacturing companies across international markets. Furthermore, it strives to understand how the onsite presence leverages this impact. To do so, a sample of more than 4,000 sales transactions covering the period 2010-2019 for 74 foreign markets collected from a high-tech manufacturer specialized in producing and selling optic servitized solutions was used. It was found that foreign sales performance was improved when greater proportions of advanced service provision were made, especially with an onsite presence in foreign markets. The paper offers a rare look into the sales performance of advanced servitized products. It does so using a Service Dominant Logic, which is still scarcely used within the servitization literature, despite its adequacy for the study of the international market behaviour of service augmented products.
Organizer
Jonathan Calleja (Universitat de Barcelona)
Time
(Tuesday) 15:00
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