From Products to Services and Back Again: Towards a New Service Procurement Logic
2008 (English)In: Industrial marketing management : an international journal of industrial marketing and marketing research, Vol. 37, no 3, 292-300 p.Article in journal (Refereed) Published
This paper explores patterns in the process of buying complex services. While there is currently hype about a service-dominant logic, there are also indications of a diametrically opposed logic implying the objectification of services; a goods-dominant logic. This paper investigates how buyers of different kinds of services relate to these logics and how the degree of objectification of services varies during different stages of the procurement process. By highlighting the buyers' perspectives and how services are transformed over time, the paper expands on the current knowledge of service-dominant logic. The paper is based on individual and focus group interviews with buyers at eighteen large industrial firms.
Place, publisher, year, edition, pages
2008. Vol. 37, no 3, 292-300 p.
purchasing services process logic
Engineering and Technology
IdentifiersURN: urn:nbn:se:liu:diva-42796DOI: 10.1016/j.indmarman.2007.07.006Local ID: 68839OAI: oai:DiVA.org:liu-42796DiVA: diva2:263653