Skip to main content

2018 | OriginalPaper | Buchkapitel

Modular Sales – Using Concepts of Modularity to Improve the Quotation Process for B2B Service Providers

verfasst von : Aleksander Lubarski

Erschienen in: Exploring Service Science

Verlag: Springer International Publishing

Aktivieren Sie unsere intelligente Suche um passende Fachinhalte oder Patente zu finden.

search-config
loading …

Abstract

The current trend of individualization forces industrial service providers to search for new ways of standardizing their internal processes without diminishing the flexibility of satisfying customer demands. This conflict of interests reaches its peak in the quotation process, where suppliers are spending a considerable amount of time and effort, often preparing their quotes from the scratch. The purpose of this paper is to apply the concept of service modularity to improve the efficiency of the quotation process on both operational and strategic levels. Using methods of qualitative research, I analyze the corresponding challenges of 19 German service providers and identify possible areas of improvement with the help of the service modularity. The result of the paper are 15 requirements for the appropriate IT-support to cover these identified challenges and enable the realization of the concept in practice. I hereby contribute to the ongoing discussion on service modularity by delivering empirical insights from the new area of the quotation process.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

  • über 102.000 Bücher
  • über 537 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Maschinenbau + Werkstoffe
  • Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Springer Professional "Technik"

Online-Abonnement

Mit Springer Professional "Technik" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 390 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Maschinenbau + Werkstoffe




 

Jetzt Wissensvorsprung sichern!

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 340 Zeitschriften

aus folgenden Fachgebieten:

  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Versicherung + Risiko




Jetzt Wissensvorsprung sichern!

Fußnoten
1
Hit rate is a metric traditionally associated with sales, which represents a relative success of a sales employee or department. In the context of this publication, I define hit rate as a proportion of successful quotes or tenders to the number of the overall attempts.
 
Literatur
2.
Zurück zum Zitat Andersson, D., Norrman, A.: Procurement of logistics services—a minutes work or a multi-year project? Eur. J. Purch. Supply Manag. 8, 3–14 (2002)CrossRef Andersson, D., Norrman, A.: Procurement of logistics services—a minutes work or a multi-year project? Eur. J. Purch. Supply Manag. 8, 3–14 (2002)CrossRef
3.
Zurück zum Zitat Nätti, S., Ulkuniemi, P., Pekkarinen, S.: Implementing modularization in professional services—the influence of varied knowledge environments. Knowl. Process Manag. 24, 125–138 (2017)CrossRef Nätti, S., Ulkuniemi, P., Pekkarinen, S.: Implementing modularization in professional services—the influence of varied knowledge environments. Knowl. Process Manag. 24, 125–138 (2017)CrossRef
4.
Zurück zum Zitat Pekkarinen, S., Ulkuniemi, P.: Modularity in developing business services by platform approach. Int. J. Logist. Manag. 19, 84–103 (2008)CrossRef Pekkarinen, S., Ulkuniemi, P.: Modularity in developing business services by platform approach. Int. J. Logist. Manag. 19, 84–103 (2008)CrossRef
5.
Zurück zum Zitat Agndal, H., Axelsson, B., Lindberg, N., Nordin, F.: Trends in service sourcing practices. J. Bus. Mark. Manag. 1, 187–208 (2007)CrossRef Agndal, H., Axelsson, B., Lindberg, N., Nordin, F.: Trends in service sourcing practices. J. Bus. Mark. Manag. 1, 187–208 (2007)CrossRef
6.
Zurück zum Zitat Lubarski, A., Pöppelbuß, J.: Vertrieb industrienaher Dienstleistungen - Erkenntnisse aus der Windenergie- und Logistikbranche. Staats- und Universitätsbibliothek Bremen, Bremen (2017) Lubarski, A., Pöppelbuß, J.: Vertrieb industrienaher Dienstleistungen - Erkenntnisse aus der Windenergie- und Logistikbranche. Staats- und Universitätsbibliothek Bremen, Bremen (2017)
7.
Zurück zum Zitat Kindström, D., Kowalkowski, C., Alejandro, T.B.: Adding services to product-based portfolios: an exploration of the implications for the sales function. J. Serv. Manag. 26, 372–393 (2015)CrossRef Kindström, D., Kowalkowski, C., Alejandro, T.B.: Adding services to product-based portfolios: an exploration of the implications for the sales function. J. Serv. Manag. 26, 372–393 (2015)CrossRef
8.
Zurück zum Zitat Böttcher, M., Klingner, S.: Providing a method for composing modular B2B services. J. Bus. Ind. Mark. 26, 320–331 (2011)CrossRef Böttcher, M., Klingner, S.: Providing a method for composing modular B2B services. J. Bus. Ind. Mark. 26, 320–331 (2011)CrossRef
9.
Zurück zum Zitat Giannikis, M., Mee, D., Doran, D., Papadopulos, T.: The design and delivery of modular professional services: implications for operations strategy. In: Proceedings of the 6th International Seminar on Service Modularity, Helsinki, Finland (2015) Giannikis, M., Mee, D., Doran, D., Papadopulos, T.: The design and delivery of modular professional services: implications for operations strategy. In: Proceedings of the 6th International Seminar on Service Modularity, Helsinki, Finland (2015)
10.
Zurück zum Zitat Lindberg, N., Nordin, F.: From products to services and back again: towards a new service procurement logic. Ind. Mark. Manag. 37, 292–300 (2008)CrossRef Lindberg, N., Nordin, F.: From products to services and back again: towards a new service procurement logic. Ind. Mark. Manag. 37, 292–300 (2008)CrossRef
11.
Zurück zum Zitat Baldwin, C.Y., Clark, K.B.: Design Rules: The Power of Modularity. MIT Press, Cambridge (2000) Baldwin, C.Y., Clark, K.B.: Design Rules: The Power of Modularity. MIT Press, Cambridge (2000)
12.
Zurück zum Zitat Arnheiter, E.D., Harren, H.: A typology to unleash the potential of modularity. J. Manuf. Technol. Manag. 16, 699–711 (2005)CrossRef Arnheiter, E.D., Harren, H.: A typology to unleash the potential of modularity. J. Manuf. Technol. Manag. 16, 699–711 (2005)CrossRef
13.
Zurück zum Zitat Sanchez, R., Mahoney, J.T.: Modularity, flexibility, and knowledge management in product and organization design. Strateg. Manag. J. 17, 63–76 (1996)CrossRef Sanchez, R., Mahoney, J.T.: Modularity, flexibility, and knowledge management in product and organization design. Strateg. Manag. J. 17, 63–76 (1996)CrossRef
14.
Zurück zum Zitat Malone, T.W., Crowston, K., Herman, G.A. (eds.): Organizing Business Knowledge: The MIT Process Handbook. MIT Press, Cambridge (2003) Malone, T.W., Crowston, K., Herman, G.A. (eds.): Organizing Business Knowledge: The MIT Process Handbook. MIT Press, Cambridge (2003)
15.
Zurück zum Zitat Lin, Y., Pekkarinen, S.: QFD-based modular logistics service design. J. Bus. Ind. Mark. 26, 344–356 (2011)CrossRef Lin, Y., Pekkarinen, S.: QFD-based modular logistics service design. J. Bus. Ind. Mark. 26, 344–356 (2011)CrossRef
16.
Zurück zum Zitat de Blok, C., Meijboom, B., Luijkx, K., Schols, J.: Interfaces in service modularity: a typology developed in modular health care provision. J. Oper. Manag. 32, 175–189 (2014)CrossRef de Blok, C., Meijboom, B., Luijkx, K., Schols, J.: Interfaces in service modularity: a typology developed in modular health care provision. J. Oper. Manag. 32, 175–189 (2014)CrossRef
17.
Zurück zum Zitat Yang, L., Shan, M.: Process analysis of service modularization based on cluster arithmetic, April 2009 Yang, L., Shan, M.: Process analysis of service modularization based on cluster arithmetic, April 2009
18.
Zurück zum Zitat Carlborg, P., Kindström, D.: Service process modularization and modular strategies. J. Bus. Ind. Mark. 29, 313–323 (2014)CrossRef Carlborg, P., Kindström, D.: Service process modularization and modular strategies. J. Bus. Ind. Mark. 29, 313–323 (2014)CrossRef
19.
Zurück zum Zitat Tuunanen, T., Bask, A., Merisalo-Rantanen, H.: Typology for modular service design: review of literature. Int. J. Serv. Sci. Manag. Eng. Technol. 3, 99–112 (2012) Tuunanen, T., Bask, A., Merisalo-Rantanen, H.: Typology for modular service design: review of literature. Int. J. Serv. Sci. Manag. Eng. Technol. 3, 99–112 (2012)
20.
Zurück zum Zitat Bask, A., Lipponen, M., Rajahonka, M., Tinnilä, M.: The concept of modularity: diffusion from manufacturing to service production. J. Manuf. Technol. Manag. 21, 355–375 (2010)CrossRef Bask, A., Lipponen, M., Rajahonka, M., Tinnilä, M.: The concept of modularity: diffusion from manufacturing to service production. J. Manuf. Technol. Manag. 21, 355–375 (2010)CrossRef
21.
Zurück zum Zitat Schmidt, D.H.: Studie zum Angebotsmanagement, p. 34 Schmidt, D.H.: Studie zum Angebotsmanagement, p. 34
22.
Zurück zum Zitat Lubarski, A., Pöppelbuß, J.: Methods for service modularization - a systematization framework. In: Proceedings of the Pacific Asia Conference on Information Systems, Chiayi, Taiwan (2016) Lubarski, A., Pöppelbuß, J.: Methods for service modularization - a systematization framework. In: Proceedings of the Pacific Asia Conference on Information Systems, Chiayi, Taiwan (2016)
23.
Zurück zum Zitat Rahikka, E., Ulkuniemi, P., Pekkarinen, S.: Developing the value perception of the business customer through service modularity. J. Bus. Ind. Mark. 26, 357–367 (2011)CrossRef Rahikka, E., Ulkuniemi, P., Pekkarinen, S.: Developing the value perception of the business customer through service modularity. J. Bus. Ind. Mark. 26, 357–367 (2011)CrossRef
24.
Zurück zum Zitat Lusch, R.F., Nambisan, S.: Service innovation: a service-dominant logic perspective. MIS Q. 39, 155–176 (2015)CrossRef Lusch, R.F., Nambisan, S.: Service innovation: a service-dominant logic perspective. MIS Q. 39, 155–176 (2015)CrossRef
25.
Zurück zum Zitat Söhnchen, F., Albers, S.: Pipeline management for the acquisition of industrial projects. Ind. Mark. Manag. 39, 1356–1364 (2010)CrossRef Söhnchen, F., Albers, S.: Pipeline management for the acquisition of industrial projects. Ind. Mark. Manag. 39, 1356–1364 (2010)CrossRef
28.
Zurück zum Zitat Yin, R.K.: Case Study Research: Design and Methods. SAGE Publications, Thousand Oaks (2013) Yin, R.K.: Case Study Research: Design and Methods. SAGE Publications, Thousand Oaks (2013)
29.
Zurück zum Zitat Bowen, G.A.: Document analysis as a qualitative research method. Qual. Res. J. 9, 27–40 (2009)CrossRef Bowen, G.A.: Document analysis as a qualitative research method. Qual. Res. J. 9, 27–40 (2009)CrossRef
30.
Zurück zum Zitat Ulrich, K.: The role of product architecture in the manufacturing firm. Res. Policy 24, 419–440 (1995)CrossRef Ulrich, K.: The role of product architecture in the manufacturing firm. Res. Policy 24, 419–440 (1995)CrossRef
31.
Zurück zum Zitat Langlois, R.N.: Modularity in technology and organization. J. Econ. Behav. Organ. 49, 19–37 (2002)CrossRef Langlois, R.N.: Modularity in technology and organization. J. Econ. Behav. Organ. 49, 19–37 (2002)CrossRef
32.
Zurück zum Zitat Sommerville, I., Sawyer, P.: Requirements Engineering: A Good Practice Guide. Wiley, Hoboken (1997)MATH Sommerville, I., Sawyer, P.: Requirements Engineering: A Good Practice Guide. Wiley, Hoboken (1997)MATH
33.
Zurück zum Zitat Kotonya, G., Sommerville, I.: Requirements Engineering: Processes and Techniques. Wiley, Hoboken (1998) Kotonya, G., Sommerville, I.: Requirements Engineering: Processes and Techniques. Wiley, Hoboken (1998)
34.
Zurück zum Zitat Glinz, M.: On non-functional requirements. In: 15th IEEE International Requirements Engineering Conference, RE 2007, pp. 21–26. IEEE (2007) Glinz, M.: On non-functional requirements. In: 15th IEEE International Requirements Engineering Conference, RE 2007, pp. 21–26. IEEE (2007)
Metadaten
Titel
Modular Sales – Using Concepts of Modularity to Improve the Quotation Process for B2B Service Providers
verfasst von
Aleksander Lubarski
Copyright-Jahr
2018
DOI
https://doi.org/10.1007/978-3-030-00713-3_2