Journal
COMPUTERS IN INDUSTRY
Volume 63, Issue 4, Pages 379-388Publisher
ELSEVIER
DOI: 10.1016/j.compind.2012.02.010
Keywords
Integrated solutions; Solutions delivery; Professional printing industry; Product-services; Goods logic; Service logic
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This paper aims to contribute to the discussion about the delivery of integrated solutions in the capital goods industry. The paper is based on an in-depth case study and presents a solution delivery framework that can help companies in the professional printing industry devise, deliver and price integrated solutions. The case of Oce suggests that succeeding as a solution provider requires developing the capability to provide highly customised service logic-based solutions while retaining the capability to provide, efficiently, standardised goods logic-based solutions. Hence, it suggests that adopting different delivery approaches to address customers with different types of needs can help achieve such a capability. (C) 2012 Elsevier B.V. All rights reserved.
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