Abstract

By drawing on a business model lens, this study proposes that the competitive performance of servitization is higher for manufacturing firms selling long-lifespan products since they better develop the key elements required for transitioning towards integrated Business to Business (BtoB) solutions delivery. Additionally, the study argues that the moderation role of product lifespan is stronger in advanced stages of servitization as it reduces replacement and information costs. To test these hypotheses, this study merges a unique survey of Manufacturing Multinational Enterprises (MMNEs) and the Lifespan Database for Vehicles, Equipment and Structures (LiVES). Results show a positive moderating effect of product lifespan in the relationship between servitization and performance. Following this finding, across firms with high-intensity servitization, the firm that sells longest-lifespan products is predicted to capture most value from servitization. Overall, the present study suggests that the implementation of recurrent services during an extended product lifecycle provides an opportunity for BtoB solutions delivery and product usage optimisation. By including product lifespan in the equation, we improve understanding of why servitization is an excellent mechanism for managing long-lasting industrial relationships and explain why servitization boosts performance in some manufacturing industries but has a neutral effect on others.

摘要

通过利用商业模式的视角，本研究提出，对于销售长寿命​​产品的制造公司而言，服务化的竞争性能更高，因为它们更好地开发了向集成的企业对企业 (BtoB) 解决方案交付过渡所需的关键要素。此外，该研究认为，产品寿命的调节作用在服务化的晚期阶段更为重要，因为它降低了更换和信息成本。为了检验这些假设，本研究合并了对跨国制造企业 (MMNE) 的独特调查和车辆、设备和结构的寿命数据库 (LiVES)。结果表明，产品寿命对服务化和绩效之间的关系有积极的调节作用。根据这一发现，在高强度服务化的公司中，预计销售寿命最长的产品的公司将从服务化中获得最大的价值。总体而言，本研究表明，在延长的产品生命周期中实施经常性服务为 BtoB 解决方案交付和产品使用优化提供了机会。通过将产品寿命纳入等式，我们可以更好地理解为什么服务化是管理长期产业关系的绝佳机制，并解释了为什么服务化可以提高某些制造业的绩效，但对其他行业的影响是中性的。目前的研究表明，在延长的产品生命周期中实施经常性服务为 BtoB 解决方案交付和产品使用优化提供了机会。通过将产品寿命纳入等式，我们可以更好地理解为什么服务化是管理长期产业关系的绝佳机制，并解释了为什么服务化可以提高某些制造业的绩效，但对其他行业的影响是中性的。目前的研究表明，在延长的产品生命周期中实施经常性服务为 BtoB 解决方案交付和产品使用优化提供了机会。通过将产品寿命纳入等式，我们可以更好地理解为什么服务化是管理长期产业关系的绝佳机制，并解释了为什么服务化可以提高某些制造业的绩效，但对其他行业的影响是中性的。