Inhaltszusammenfassung

A rich body of literature investigating the integration of customers into innovation processes is available. This literature merges on the idea that integrating customers leads to access to use-related knowledge that is needed to target future customers better. In a similar vein, solution selling has emerged as a means to provide solutions that fulfil customers’ demands instead of selling to an unknown anonymous customer. The authors’ aim with this study was to investigate if and how a trans...A rich body of literature investigating the integration of customers into innovation processes is available. This literature merges on the idea that integrating customers leads to access to use-related knowledge that is needed to target future customers better. In a similar vein, solution selling has emerged as a means to provide solutions that fulfil customers’ demands instead of selling to an unknown anonymous customer. The authors’ aim with this study was to investigate if and how a transformation from a service to a solution provider influences the vendor’s innovation management in general, and customer integration in particular. The authors employ a case study design and investigate a German medium-sized consulting firm. At the end of this article, a set of key findings are derived from content analysis and formulated as testable propositions.» weiterlesen» einklappen

Autoren

Klassifikation

DFG Fachgebiet:
Wirtschaftswissenschaften

DDC Sachgruppe:
Allgemeines, Wissenschaft