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Article: Effect of service transition strategies on firm value

TitleEffect of service transition strategies on firm value
Authors
KeywordsResource-based view
Firm value
Service ratio
Solution selling
Tobin's q
Service transition strategies
Issue Date2008
Citation
Journal of Marketing, 2008, v. 72, n. 5, p. 1-14 How to Cite?
AbstractThe authors investigate the effectiveness of service transition strategies for generating shareholder value by evaluating secondary data pertaining to 477 publicly traded manufacturing firms during 1990-2005. The impact of a firm's transition to services on firm value (as measured by Tobin's q) remains relatively flat or slightly negative until the firm reaches a critical mass of service sales (20%-30%), after which point they have an increasingly positive effect. Furthermore, the effect of service sales on firm value depends on both firm and industry factors. Service transition strategies are more effective at enhancing value when the service offerings are related more to the firm's core business and when firms have more available resources (i.e., resource slack). The impact of adding services to core products on firm value amplifies as industry turbulence increases but diminishes when the firm's core products are in high-growth industries. © 2008, American Marketing Association.
Persistent Identifierhttp://hdl.handle.net/10722/230825
ISSN
2015 Impact Factor: 3.885
2015 SCImago Journal Rankings: 6.612

 

DC FieldValueLanguage
dc.contributor.authorFang, Eric-
dc.contributor.authorPalmatier, Robert W.-
dc.contributor.authorSteenkamp, Jan Benedict E M-
dc.date.accessioned2016-09-01T06:06:53Z-
dc.date.available2016-09-01T06:06:53Z-
dc.date.issued2008-
dc.identifier.citationJournal of Marketing, 2008, v. 72, n. 5, p. 1-14-
dc.identifier.issn0022-2429-
dc.identifier.urihttp://hdl.handle.net/10722/230825-
dc.description.abstractThe authors investigate the effectiveness of service transition strategies for generating shareholder value by evaluating secondary data pertaining to 477 publicly traded manufacturing firms during 1990-2005. The impact of a firm's transition to services on firm value (as measured by Tobin's q) remains relatively flat or slightly negative until the firm reaches a critical mass of service sales (20%-30%), after which point they have an increasingly positive effect. Furthermore, the effect of service sales on firm value depends on both firm and industry factors. Service transition strategies are more effective at enhancing value when the service offerings are related more to the firm's core business and when firms have more available resources (i.e., resource slack). The impact of adding services to core products on firm value amplifies as industry turbulence increases but diminishes when the firm's core products are in high-growth industries. © 2008, American Marketing Association.-
dc.languageeng-
dc.relation.ispartofJournal of Marketing-
dc.subjectResource-based view-
dc.subjectFirm value-
dc.subjectService ratio-
dc.subjectSolution selling-
dc.subjectTobin's q-
dc.subjectService transition strategies-
dc.titleEffect of service transition strategies on firm value-
dc.typeArticle-
dc.description.natureLink_to_subscribed_fulltext-
dc.identifier.doi10.1509/jmkg.72.5.1-
dc.identifier.scopuseid_2-s2.0-53549086005-
dc.identifier.volume72-
dc.identifier.issue5-
dc.identifier.spage1-
dc.identifier.epage14-

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