Capturing customer understanding with third parties in digital servitization: relational mechanisms and challenges

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Abstract

Purpose: The advancement in digital servitization enables manufacturers to transform data from their customers’ product usage into valuable customer insights. Despite this opportunity, the empirical evidence has shown that manufacturers may struggle in capturing customer understanding (i.e., obtaining and using customer knowledge in service processes) on their own and they need to cooperate with other firms during digital servitization. This study investigates relational mechanisms and challenges of capturing customer understanding in digital servitization.
Design/Methodology/Approach: A qualitative case study was conducted in four large manufacturers that offer complex industrial systems and services to their global customers.
Findings: The findings identify relational mechanisms to capture customer understanding, through considering the scope of the problem and the manufacturer’s capability. The findings also reveal relational challenges in capturing customer understanding: industry insights, contractual, operational, and behavioural.
Originality/Value: Capturing customer understanding in digital servitization requires a relational view between the manufacturers and third parties.
Original languageEnglish
Title of host publicationProceedings of the Spring Servitization Conference
Subtitle of host publicationThe Role of Servitization in Grand Challenges
EditorsAli Bigdeli, Marko Kohtamäki, Rodrigo Rabetino, Tim Baines
PublisherAston University
Pages93-101
Number of pages9
ISBN (Electronic)978-1-85449-816-8
Publication statusPublished - May 2023
Publication typeA4 Article in conference proceedings
EventSpring Servitization Conference - Helsinki, Finland
Duration: 8 May 20239 May 2023

Conference

ConferenceSpring Servitization Conference
Country/TerritoryFinland
CityHelsinki
Period8/05/239/05/23

Publication forum classification

  • Publication forum level 0

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