Vis enkel innførsel

dc.contributor.authorKorkeamäki, Lauri
dc.contributor.authorSjödin, David
dc.contributor.authorKohtamäki, Marko
dc.contributor.authorParida, Vinit
dc.date.accessioned2022-07-22T11:31:08Z
dc.date.available2022-07-22T11:31:08Z
dc.date.created2022-05-30T13:01:09Z
dc.date.issued2022
dc.identifier.citationKorkeamäki, L., Sjödin, D., Kohtamäki, M. & Parida, V. (2022). Coping with the relational paradoxes of outcome-based services. Industrial Marketing Management, 104, 14-27.en_US
dc.identifier.issn0019-8501
dc.identifier.urihttps://hdl.handle.net/11250/3007801
dc.description.abstractBy entering outcome-based service (OBS) relationships, industrial service providers and their customers realign their business interests to achieve mutually beneficial outcomes. The move towards OBS represents a shift from transactional to relational interaction between the providers and their customers. Thus, the changed relationship is bound to envelop paradoxes – circumstances that involve competing demands where making tradeoffs can often be impossible. The purpose of this study is to explore such relational paradoxes in OBS relationships and how providers cope with them. An explorative case study approach reveals that the relational paradoxes are related to control, knowledge, dependency, and complexity. Subsequently, we developed a COPE framework consisting of four provider coping strategies: commitment, openness, partnerships, and extrication. Building on the logic of knotted paradoxes, we introduce a quatrefoil knot in which the found relational paradoxes are enmeshed. Finally, we show how different paradoxical tensions become salient at different phases of the OBS relationship while being reinforced by the latent paradoxes at the time. For managers, we disclose relational tensions and their temporal interplay and suggest strategies to cope with them.en_US
dc.language.isoengen_US
dc.publisherElsevieren_US
dc.rightsNavngivelse 4.0 Internasjonal*
dc.rights.urihttp://creativecommons.org/licenses/by/4.0/deed.no*
dc.titleCoping with the relational paradoxes of outcome-based servicesen_US
dc.typePeer revieweden_US
dc.typeJournal articleen_US
dc.description.versionpublishedVersionen_US
dc.rights.holder© 2022 The Authors.en_US
dc.source.pagenumber14-27en_US
dc.source.volume104en_US
dc.source.journalIndustrial Marketing Managementen_US
dc.identifier.doihttps://doi.org/10.1016/j.indmarman.2022.04.005
dc.identifier.cristin2028097
cristin.ispublishedtrue
cristin.fulltextoriginal
cristin.qualitycode2


Tilhørende fil(er)

Thumbnail

Denne innførselen finnes i følgende samling(er)

Vis enkel innførsel

Navngivelse 4.0 Internasjonal
Med mindre annet er angitt, så er denne innførselen lisensiert som Navngivelse 4.0 Internasjonal