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Understanding the Additional Value Created by Customer Solutions and How it is Contingent upon Solution Complexity

Abstract : Faced with intense global competition, many suppliers in business markets are turning towards customer solutions in an attempt to better differentiate their offers. A considerable shortcoming of the presently published research on solutions lies in its lack of customer focus. This study uses a combination of qualitative and quantitative methods to (1) derive the dimensions of the additional value provided by a solution from the customer's perspective, (2) test how these dimensions impact overall solution evaluations, and (3) test for moderating effects of solution complexity.
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Conference papers
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https://hal-hec.archives-ouvertes.fr/hal-00491960
Contributor : Antoine Haldemann <>
Submitted on : Monday, June 14, 2010 - 4:34:31 PM
Last modification on : Thursday, January 11, 2018 - 6:19:31 AM

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  • HAL Id : hal-00491960, version 1

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Wolfgang Ulaga, Stefan Worm, David Zitzlsperger. Understanding the Additional Value Created by Customer Solutions and How it is Contingent upon Solution Complexity. 2009 ANZMAC Conference, 2009, Melbourne, Australia. pp.NC. ⟨hal-00491960⟩

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