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Marketing Review St. Gallen

, Volume 30, Issue 4, pp 52–63 | Cite as

Solution Readiness — A Guiding Framework for Supplier Firms

  • Uta JüttnerEmail author
  • Katharina Windler
  • Stefan Michel
  • Christian Thol
Schwerpunkt Strategie
  • 224 Downloads

Many suppliers follow the trend of offering business solutions prematurely. In this paper, the concept of „solution readiness“ is hence explored, drawing on in-depth interviews with 23 solution suppliers. The findings suggest that solution readiness extends to six domains which can help managers assess their organisation’s current practice.

Both theory and practice indicate a profound interest in so-called integrated solutions — product-service bundles integrated into customers’ processes to meet their individual needs. For many suppliers, mostly in manufacturing but increasingly in service-based industries, too, solutions offer a means of freeing themselves from increasing commoditisation and price pressures. For customers, the value of seamless solution packages relates to increased operating performance and asset effectiveness as well as to the ability of concentrating on their core business. In turn, academia has acknowledged the importance of solutions and the need for advanced...

Keywords

Solution Readiness Enterprise Resource Planning System Original Equipment Manufacturer Solution Supplier Solution Business 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

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Copyright information

© Springer Fachmedien Wiesbaden 2013

Authors and Affiliations

  • Uta Jüttner
    • 1
    • 2
    Email author
  • Katharina Windler
    • 1
    • 3
  • Stefan Michel
    • 4
  • Christian Thol
    • 5
  1. 1.Lucerne University of Applied Sciences and ArtsLucerneSwitzerland
  2. 2.Demand Chain Management GroupCranfield School of ManagementCranfieldUK
  3. 3.Centre for Strategic Marketing and SalesCranfield School of ManagementCranfieldUK
  4. 4.IMD Business SchoolLausanneSwitzerland
  5. 5.SICK AGWaldkirchSwitzerland

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