search query: @author Frambach, R. / total: 5
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| Author: | Frambach, R. Wels-Lips, I. Guendlach, A. |
| Title: | Proactive product service strategies: an application in the European health market |
| Journal: | Industrial Marketing Management
1997 : JUL, VOL. 26:4, p. 341-352 |
| Index terms: | INDUSTRIAL MARKETING MANAGEMENT HEALTH |
| Language: | eng |
| Abstract: | This article develops an empirically based framework for formulating proactive product service strategies in the industrial context by investigating the influence of product services on the adoption of a new medical instrument among hospitals in Europe. The authors define product services as "the set of all potential additional services a supplier can supplement his product offering with, in order to differentiate his offering relative to the competitors' as perceived by (potential) customers and distributors." |
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