Activities per year
Abstract
Many firms struggle to successfully translate corporate strategy into value-added solutions for customers by integrating products and services. A particular hurdle is the intrinsic motivation of the people in charge. This study contributes to the microfoundations of servitization literature by exploring what motives and strategies drive decision-makers to pursue product-service integration (PSI). Given the fragmented state of the literature, we follow an abductive approach. First, applying a behavioral strategy lens, we identify the theoretical building blocks to construct a conceptual framework. Next, we collect data of 178 small, Belgian firms to perform an exploratory quantitative analysis. Finally, we develop theory based on the results. Specifically, we find that the need for achievement and affiliation are both directly and positively associated with PSI. Also, achievement driven people are likely to pursue PSI, originating from a product leadership position. Finally, the power motive is positively associated with operational excellence, but not with PSI.
Original language | English |
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Pages (from-to) | 189-200 |
Number of pages | 12 |
Journal | Journal of Business Research |
Volume | 117 |
DOIs | |
Publication status | Published - 2020 |
Research programs
- ESHCC A&CS
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- 1 Organising and contributing to an event
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European Academy of Management
Loots, E. (Organiser), Vanderstraeten, J. (Organiser), van Witteloostuijn, A. (Organiser), Cannaerts, N. (Organiser) & Coreynen, W. (Organiser)
20 Jun 2018 → 23 Jun 2018Activity: Participating in or organising an event › Organising and contributing to an event › Academic