Purpose – The purpose of this article is to illustrate the management policies behind the success of Swiss product‐manufacturing companies in international competition. Design/methodology/approach – The study included a few multinational corporations as well as a large number of “hidden...

Purpose – The purpose of this article is to illustrate the management policies behind the success of Swiss product‐manufacturing companies in international competition. Design/methodology/approach – The study included a few multinational corporations as well as a large number of “hidden...

Purpose – The article provides guidance for managers seeking to successfully position their products in the Chinese medium market segment. Design/methodology/approach – Data are collected and analyzed from about 25 international manufacturing companies. Findings – Findings identify...

Purpose – The paper aims to explore how dynamic capabilities of sensing, seizing and reconfiguring shape the way in which service business is developed in a broad range of capital goods industries. Design/methodology/approach – The paper takes an interpretative multiple‐case study...

Purpose – The paper aims to provide guidance for managers seeking to successfully position their products in the Chinese mid‐market segment. Design/methodology/approach – Data were collected and analyzed from about 25 international and Chinese manufacturing companies. Findings – Findings...

Purpose – Despite the proven benefits of an extended service business, most manufacturing companies find it extremely difficult to increase service revenues successfully. Design/methodology/approach – An extensive benchmarking project was conducted with a variety of firms in order to gain a...

Purpose – The purpose of this paper is to emphasize how different service strategies are properly aligned with the external environment, and how organizational factors lead to a specific level of service‐related performance outcomes. Design/methodology/approach – A multicase research...

Purpose – The primary objective of this paper is to explore antecedents for developing different types of services. A second objective is to address the neglected role of service development in manufacturing firms. Design/methodology/approach – A qualitative research approach is used. While...

We observed that extending the service business in manufacturing companies often leads to a "service paradox." Where there is such a paradox, substantial investment in extending the service business leads to increased service offerings and higher costs, but does not generate the expected...