The dark side of providing Industrial Product-Service Systems - perceived risk as a key challenge from a customer-centric point of view

被引：7

作者：

Maiwald, Kira ^{[1
]}

Wieseke, Jan ^{[1
]}

Everhartz, Julian ^{[1
]}

机构：

[1] Ruhr Univ Bochum, Mario Rese Inspired Sales & Mkt Dept, Univ Str 150, D-44801 Bochum, Germany

来源：

PRODUCT SERVICES SYSTEMS AND VALUE CREATION: PROCEEDINGS OF THE 6TH CIRP CONFERENCE ON INDUSTRIAL PRODUCT-SERVICE SYSTEMS | 2014年 / 16卷

关键词：

industiral product-service systems; customers' perceived risk; organizational buying; industrial marketing; BUSINESS RELATIONSHIPS; LIFE-CYCLE; OPPORTUNISM; SERVITIZATION; INVESTMENTS; ORIENTATION; TRANSITION; STRATEGIES; REFERENCES; MODEL;

D O I：

10.1016/j.procir.2014.02.011

中图分类号：

T [工业技术];

学科分类号：

08 ;

摘要：

While the provision of industrial product-service systems (IPS2) is considered to be traditional manufacturers' way out of stagnant markets, research has so far neglected potential negative outcomes of IPS2 provision. The authors derive propositions about inherent characteristics of IPS2 provision that increase customers' perceived risk - customers' need uncertainty, challenges of evaluating IPS2 performance, change processes triggered by IPS2 implementations and entering long term relationships. Further, consequences of customers' risk perception are presented. Understanding sources and consequences of customers' high risk perception enables researchers and practitioners to develop relevant risk reduction strategies and argument purchase probabilities. (C) 2014 Elsevier B.V.

引用

页码：241 / 246

页数：6