Boosting servitization through digitization: Pathways and dynamic resource configurations for manufacturers

Wim Coreynen*, Paul Matthyssens, Wouter Van Bockhaven

*Corresponding author for this work

Research output: Contribution to JournalArticleAcademicpeer-review

Abstract

The importance of digital technologies for services in manufacturing has often been posited, but current literature has neglected to explain how companies can leverage digital methods to increase their service offering. In this article we contribute to current theory by examining how digitization can enable servitization for manufacturers. By performing a multiple-case study at four manufacturing SMEs, we provide evidence for a priming and a capability effect. In terms of priming, we find that specific digitization options lead to three servitization pathways: industrial, commercial and value servitization. Through a dynamic resource-based lens, the barriers, dynamic resource configurations and competitive benefits specific to each pathway are discussed. Finally, this paper offers managers insight on successfully reaching higher service levels through development of digital assets, and on the skills necessary to further integrate into customers' processes.
Original languageEnglish
Pages (from-to)42-53
Number of pages12
JournalIndustrial Marketing Management
Volume60
DOIs
Publication statusPublished - Jan 2017
Externally publishedYes

Keywords

  • Servitization
  • Digitization
  • Value innovation
  • Manufacturing companies
  • SME

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