Industrial customers’ organizational readiness for service innovations: Adopting data-based advanced services

Miia Martinsuo, Eija Vaittinen

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

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    Manufacturing firms that deliver complex products and systems are increasingly offering advanced data-based services to their customers. Customers are not always readily interested or willing to procure advanced services, and manufacturing firms need knowledge on how to promote the customer’s service readiness. The aim in this paper is to develop and propose a framework on customer firms’ organizational readiness for service innovations. We explore the experiences of customers of a manufacturing firm delivering complex systems and related services. The interview-based study reveals that customers use versatile processes for new service adoption, and engage multiple people and use varied criteria when deciding the adoption of data-based new services. Organizational readiness for service innovations appears in terms of change requirements concerning service context, supplier relations, and organizational habits and culture. The findings suggest actions for the manufacturing firms as ways to promote the customers’ readiness for service innovations.
    Original languageEnglish
    Title of host publicationProceedings of the 25th Innovation and Product Development Management Conference
    PublisherEuropean Institute for Advanced Studies in Management, EIASM
    Number of pages17
    Publication statusPublished - Jun 2018
    Publication typeA4 Article in conference proceedings
    EventInnovation and Product Development Management Conference -
    Duration: 10 Jun 201813 Jun 2018

    Publication series

    NameInternational Product Development Management Conference
    ISSN (Electronic)1998-7374


    ConferenceInnovation and Product Development Management Conference

    Publication forum classification

    • Publication forum level 0


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