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Value Creation through Service Offers

Abstract : This paper discusses the profitability of service offerings by small and medium sized industrial firms. The first part summarizes the main arguments supporting the theoretical debate. The second part presents the results of a field study made in six industrial SMEs; it highlights the heterogeneity of their policies and practices regarding the pricing and costing of their service offers. The last part of the paper stresses the conditions and actions required to make services actually profitable for manufacturing companies.
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Contributor : Antoine Haldemann Connect in order to contact the contributor
Submitted on : Friday, May 21, 2010 - 4:46:27 PM
Last modification on : Thursday, January 11, 2018 - 6:19:31 AM

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Véronique Malleret. Value Creation through Service Offers. European Management Journal, Elsevier, 2006, Vol.24, n°1, pp.106-116. ⟨10.1016/j.emj.2005.12.012⟩. ⟨hal-00485754⟩



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