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International Conference on Exploring Service Science

IESS 2018: Exploring Service Science pp 177–189Cite as

Market Launch Process of Data-Driven Services for Manufacturers: A Qualitative Guideline

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Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 331))

Abstract

Traditional manufacturing companies increasingly launch data-driven services (DDS) to enhance their digital service portfolio. Nonetheless, data-driven services fail more often than traditional industrial services or products within the first year on the market. In terms of market launch, their digital characteristics differ from traditional industrial services and thus need specific structures and actions, which companies currently lack. Therefore, a process guideline for a six-month market launch phase of DDS is developed. The guideline relies on analogies from product, service and software launches based on the latest literature from service marketing and successful practices from various industries. Finally, the guideline is evaluated within five industrial case studies. Thus, the guideline provides scientific research insights regarding the market launch process of DDS and adds to the research of service marketing. It provides practical guidance for manufacturing companies by serving as a reference process for the market launch and offering a collection of successful practices within this area.

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Author information

Authors and Affiliations

  1. Institute of Industrial Management (FIR) at RWTH Aachen University, Campus-Boulevard 55, 52074, Aachen, Germany

    Achim Kampker, Marco Husmann, Philipp Jussen & Laura Schwerdt

Authors
  1. Achim Kampker
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  2. Marco Husmann
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  3. Philipp Jussen
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  4. Laura Schwerdt
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Corresponding author

Correspondence to Marco Husmann .

Editor information

Editors and Affiliations

  1. Karlsruhe Service Research Institute (KSRI), Karlsruhe Institute of Technology, Karlsruhe, Germany

    Gerhard Satzger

  2. INESC TEC, Universidade do Porto, Porto, Portugal

    Lia Patrício

  3. Institute for Manufacturing, University of Cambridge, Cambridge, UK

    Mohamed Zaki

  4. Karlsruhe Service Research Institute (KSRI), Karlsruhe Institute of Technology, Karlsruhe, Germany

    Niklas Kühl

  5. Karlsruhe Service Research Institute (KSRI), Karlsruhe Institute of Technology, Karlsruhe, Germany

    Peter Hottum

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Kampker, A., Husmann, M., Jussen, P., Schwerdt, L. (2018). Market Launch Process of Data-Driven Services for Manufacturers: A Qualitative Guideline. In: Satzger, G., Patrício, L., Zaki, M., Kühl, N., Hottum, P. (eds) Exploring Service Science. IESS 2018. Lecture Notes in Business Information Processing, vol 331. Springer, Cham. https://doi.org/10.1007/978-3-030-00713-3_14

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  • DOI: https://doi.org/10.1007/978-3-030-00713-3_14

  • Published:

  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-030-00712-6

  • Online ISBN: 978-3-030-00713-3

  • eBook Packages: Computer ScienceComputer Science (R0)

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