Profiting from services and solutions : what product-centric firms need to know / Valarie A. Zeithaml, Stephen W. Brown, Mary Jo Bitner, and Jim Salas.

Profiting from services and solutions : what product-centric firms need to know / Valarie A. Zeithaml, Stephen W. Brown, Mary Jo Bitner, and Jim Salas.

First edition.

9781606497487 paperback
9781606497494 (electronic bk.)

New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2014.

English

1 online resource (xiv, 116 pages)

HF5415.153 .Z456 2014

658.575

Designed for executives in companies that manufacture or sell products, this book outlines the challenges of launching a service and solutions business within a product-oriented organization. The target audience-- manufacturers, industrial suppliers, technology firms, and other vendors of business goods--views services and solutions as a means to financial growth, reduced revenue volatility, greater differentiation from the competition, increased share of customer budget, and improved customer satisfaction, loyalty, and lock-in. The authors visualize the transition from products sold to services rendered and identify the challenges that leaders will face during the transformation. To overcome those challenges, the book shows leaders how to manage change in five areas: corporate structure; corporate culture; organizational metrics of performance, growth and investment; individual skills and talent development; and core competencies of collaboration and customization.

Part of: 2014 digital library.

Includes bibliographical references (pages 105-114) and index.

Access limited to authorized users.

Title from PDF title page (viewed on August 21, 2014).

Service systems and innovations in business and society collection. 2326-2699
2014 digital library.

Print version: 9781606497487

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