Identifying the right solution customers: a managerial methodology

Show simple item record Maklan, Stan Macdonald, Emma K. 2017-02-15T16:25:41Z 2017-02-15T16:25:41Z 2016-04-24
dc.identifier.citation Katharina Windler, Uta Jüttner, Stefan Michel, Stan Maklan, Emma K. Macdonald, Identifying the right solution customers: a managerial methodology, Industrial Marketing Management, Volume 60, January 2017, pp173-186 en_UK
dc.identifier.issn 0019-8501
dc.description.abstract The purpose of this paper is to develop and apply a methodology for identifying, assessing and segmenting customers for business solutions. Firstly, criteria for evaluating solution customers are identified from the literature. These criteria are then refined and differentiated through interviews with 23 solution project managers. Secondly, a longitudinal case study with three solution suppliers and five of their customers is conducted to transfer the selection criteria into a managerial methodology which is validated by both solution suppliers and customers. The developed methodology comprises 21 criteria which are structured into two dimensions: the quality of the relationship to date and the customer's potential for future solution partnership. By combining these two dimensions into a portfolio analysis, four customer segments are identified to help suppliers determine customer attractiveness. The study's contribution lies in bridging academic knowledge and managerial practice to develop a new methodology for helping solution providers to make better informed decisions and reduce the risk of solution failure. en_UK
dc.language.iso en en_UK
dc.publisher Elsevier en_UK
dc.rights Attribution-NonCommercial-NoDerivatives 4.0 International
dc.subject Integrated solution en_UK
dc.subject Customer segmentation en_UK
dc.subject Customer selection en_UK
dc.subject Managerial methodology en_UK
dc.subject Co-creation en_UK
dc.subject Business-to-business relationships en_UK
dc.title Identifying the right solution customers: a managerial methodology en_UK
dc.type Article en_UK

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