Assessing the value dimensions of outsourced maintenance services

Purpose - The purpose of this paper is to investigate the diverse nature of tangible and intangible value dimensions that contribute to customers' perception of value from outsourced maintenance services. Design/methodology/approach - A multiple case study approach has been adopted. Repertory grid, an in-depth structured interviewing technique, has been used in order to draw out the respondents' hidden constructs in evaluating outsourced maintenance services. Data have been collected from four customer organizations of outsourced maintenance services, and a total of 33 interviews have been undertaken. Findings - The paper has identified a range of tangible and intangible value dimensions that are of importance in maintenance outsourcing decision making. The most important value dimensions for maintenance outsourcing were found to be specialist knowledge, accessibility (of the service provider), relational dynamic, range of products and services, delivery, pricing and locality. Although the paper has identified the most important value dimensions the paper also emphasizes the need to take into account the full range of value dimensions in order to understand the whole value pattern in an organization. Practical implications - The results will be of use for maintenance service providers to help them to improve value-adding capacity of maintenance services. The results can also be applied by customers to help them assess the value they receive from outsourced maintenance services. Originality/value - A different perspective on maintenance outsourcing value is provided. The value patterns in different organizations and the viewpoints of respondents in different organizational roles are described. The dynamic nature of these tangible or intangible values over time and their interrelationships has also been explored

Working through frame incongruences : A process perspective on (re)framing for digital servitization

Industrial firms are increasingly seeking new means of competitiveness through digital servitization that involves incorporating digital services and platforms. Despite the growing prominence of digital servitization, we have yet to understand how such changes are being framed, reframed, and unfold in industrial firms. To this end, we undertake an in-depth longitudinal exploratory case study of an industrial firm to understand the organizational framing and reframing activities vis-à-vis digital servitization. Our findings identify how motivational, diagnostic, and prognostic framing gradually unfolds over distinct phases. Specifically, our findings reveal the occurrence of frame incongruence among different groups of actors, compelling the firm to engage in strategies and tactics to achieve frame alignment. Notably, we identify that management engages in the alignment processes of frame extension, translation, and clarification, which creates a space of workable certainty. While transient in nature, this state of workable certainty serves as a catalyst in propelling the firm forward in its pursuit of a digital servitization strategy. By shedding light on the process of digital reframing that firms undertake in order to materialize their digital servitization strategy, our study contributes to a deeper understanding of this phenomenon. Moreover, we raise pertinent managerial implications for firms embarking on the path of digital servitization, emphasizing the imperative of continuous attention to the ongoing framing and reframing processes accompanying such change endeavors.© 2023 The Authors. Published by Elsevier Ltd. This is an open access article under the CC BY license (http://creativecommons.org/licenses/by/4.0/).fi=vertaisarvioitu|en=peerReviewed

A Case Study of Brüel & Kjær

This report stems from research undertaken by Copenhagen Business School (CBS) as part of the applied research project ‘Driving Competitiveness through Servitization’. The aim of the project is to examine the potential of services as a means of improving the competitiveness of Danish industry. The project is supported by the Danish Industry Foundation and involves close collaboration with Danish companies

Rigor in qualitative supply chain management research: lessons from applying repertory grid technique

Purpose – The purpose of this article is to share our experiences of using the repertory grid technique in two supply chain management studies. We demonstrate how our two studies provided insights into how qualitative techniques such as the repertory grid can be made more rigorous than in the past, and how they can generate results that are inaccessible using quantitative methods. Design/methodology/approach – This paper presents two studies undertaken using the repertory grid technique to illustrate its application in supply chain management research. Findings – The paper presents insights into supply chain research that otherwise would not have emerged using traditional methods. Both studies derive a comprehensive list of empirical categories of constructs, many of which have not been identified in the extant literature. Moreover, the technique demonstrates that frequently mentioned constructs are not necessarily the most important. Research limitations/implications – The paper demonstrates how quantitative calculations can strengthen qualitative research. Importantly, from our experience of using the technique we detail how to focus on demonstrating validity, reliability, and theoretical saturation. Originality/value – It is our contention that the addition of the repertory grid technique to the toolset of methods used by logistics and supply chain management researchers can only enhance insights and the building of robust theories. Qualitative studies that adopt the technique cannot only provide rich insights but also counter the common criticism aimed at qualitative research that of failing to provide clear and transparent accounts of the analysis process and how findings are generated from the data set

Learning to discover value : Value-based pricing and selling capabilities for services and solutions

Many manufacturers invest in advanced services and solutions to achieve superior customer value; however, research has only begun to examine capabilities for value-based pricing (VBP) and value-based selling (VBS) in relation to such offerings. This article explores (1) which capabilities firms seek to develop for VBP and VBS of industrial services and solutions and (2) how learning influences the development of these capabilities. An in-depth exploratory study of two global market leaders in their respective industries includes interviews with 66 respondents from the firms, as well as 12 interviews with customer and supplier informants, which reveal important capabilities for VBP and VBS. Higher-level learning supports value discovery, through dialogue with customers over time; this value in turn forms the basis for VBP and VBS. Higher-level learning capabilities also facilitate the adaptation and replication of the developed pricing and selling capabilities in various contexts.Peer reviewe

Managing multiple forms of employment in the construction sector: implications for HRM

The construction industry is one of the largest and most complex industrial sectors in the UK. The industry's failure to adopt progressive human resource (HR) practices is routinely blamed on the challenges of operating in a fragmented, project‐based environment reliant on subcontracting. This research examines the extent to which existing HR theory accounts for the particular employment context of project‐based organisations operating in volatile markets. Drawing upon case study research from two different divisions within a large contracting firm, this article explores the extent to which different contracting arrangements impinge on attempts to reposition human resource management (HRM) as a strategic function along the business partnering model. Elevating the role of the HR function is found to be difficult to reconcile with the concurrent demands of managing multiple forms of employment arrangements. The research reveals a need for HRM models that account for the specificities of complex, differentiated organisations that operate in multiple environments