The Concept of Solution Selling: Theoretical Considerations and Methods

Dieter Ahlert · Florian von Wangenheim · Julian M. Kawohl · Marcus Zimmer

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Service and Product Innovation Business Strategies and Innovation Corporate Governance and Management

Abstract

Transolve (Die Transformation von Produzent und Handler zum Solution-Anbieter) wird vom Bundesministerium fur Bildung und Forschung (BMBF) im Rahmen des Forschungsvorhabens Integration von Produkt und Dienstleistung gefordert (Forderkennzeichen 01FD0679) und vom Projekttrager Deutsches Zentrum fur Luft- und Raumfahrt e.V. (DLR) betreut. Die Mitglieder des Projektteams danken fur die groszugige Unterstutzung ihrer Forschungs- und Transferarbeiten.

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2004Firm resources and sustained competitive advantage 1984A resource‐based view of the firm 1937The Nature of the Firm 1970The Market for "Lemons": Quality Uncertainty and the Market Mechanism 1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence 2003Evolving to a New Dominant Logic for Marketing 1995The Theory of the Growth of the Firm 2006The Core Competence of the Corporation

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