Sofia Lingegård
Department of Management and Engineering, Linköping University, Linköping Sweden
Mattias Lindahl
Department of Management and Engineering, Linköping University, Linköping Sweden
Erik Sundin
Department of Management and Engineering, Linköping University, Linköping Sweden
Download article![](/images/PDF_24.png)
Published in: Proceedings of the 2nd CIRP IPS2 Conference 2010; 14-15 April; Linköping; Sweden
Linköping Electronic Conference Proceedings 77:59, p. 461-466
Published: 2012-10-11
ISBN: 978-91-7393-381-0
ISSN: 1650-3686 (print), 1650-3740 (online)
Integrated product service offerings (IPSO) have the potential of obtaining better margins; profitability and less environmental impact. Becoming a service provider implies significant changes in the way companies do business; considerable changes within the organization and changes with the relationships to external actors. This paper aims to contribute to the research concerning these changes when companies start to provide IPSOs. Changes within the organizations have been necessary for all the companies studied and especially the sales staff since trust; transparency and long-term relationships with the customer is crucial. Support from the top management is also of importance as well as working in cross-functional teams. Changes are also needed in the service organization and amongst the retailers. Apart from the change in the provider-customer relationships little has been done in including other external actors; but the companies see potential in doing so in the future to expand and develop their IPSOs.
Integrated product service offerings organization; IPSO; organizational change; external actors
[1] Brady; A.; A. Davies; and D.M. Gann; Creating value by delivering integrated solutions. International Journal of Project Management; 2005. 23(5): p. 360– 365.
[2] Lindahl; M. and G. Ölundh. The Meaning of Functional Sales. in Life Cycle Engineering: Challenges and Opportunities: 8th International Seminar on Life Cycle Engineering. 2001. Varna; Bulgaria: CIRP.
[3] Lindahl; M.; T. Sakao; E. Sundin; and Y. Shimomura; Product/Service Systems Experiences – an International Survey of Swedish; Japanese; Italian and German Manufacturing Companies; in CIRP Industrial Product-Service Systems (IPS²) Conference. 2009; Cranfield University: Cranfield; The United Kingdom.
[4] Oliva; R. and R. Kallenberg; Managing the transition from products to services. International Journal of Service Industry Management; 2003. 14(2): p. 160- 172.
[5] Sundin; E.; M. Lindahl; and L. H.; Environmental and Economic Benefits of Industrial Product/Service Systems; in CIRP IPS2 Conference. 2010: Linköping; Sweden.
[6] Calminder; T.; Genomgång av svensk litteratur inom området Integrerade Produkt- och TjänsteErbjudanden. 2009; Institutionen för Ekonomisk och Industriell Utveckling; Linköpings Universitet; LIU-IEI-R-- 09/0071--SE: Linköping. p. 61.
[7] Östlin; J.; M. Lindahl; and E. Sundin. Managing Functional Sales Systems - Important Aspects for Making Functional Sales an Effective Business System. in Proceedings of 10th International Conference of Sustainable Innovation. 2006. Farnham; UK.
[8] Lindahl; M.; T. Sakao; and A. Öhrwall Rönnbäck; Business Implications of Integrated Product and Service Offerings; in CIRP Industrial Product-Service Systems (IPS²) Conference. 2009: Cranfield University; Cranfield.
[9] Mont; O.; Drivers and barriers for shifting towards more service-oriented businesses: Analysis of the PSS field and contributions from Sweden. The Journal of Sustainable Product Design; Kluwer Academic Publishers. Printed in the Netherlands; 2002. 2: p. 89-103.
[10] Edvardsson; B.; A. Gustafsson; M.D. Johnson; and B. Sandén; New Service Development and Innovation in the New Economy. 2000; Lund; Sweden: Studentlitteratur AB.
[11] Heiko; G.; E. Fleisch; and T. Friedl; Overcoming the Service Paradox in Manufacturing Companies. European Management Journal; 2005. 23(1): p. 14- 26.
[12] Lindahl; M.; E. Sundin; Y. Shimomura; and T. Sakao; An Outline of an Interactive Model for Service Engineering of Functional Sales; in International Design Conference - Design 2006. 2006: Dubrovnik.
[13] Ölundh; G. and S. Ritzen; Funktionsförsäljning och produkters miljöaspekter – en studie i tre svenska tillverkningsföretag. 2002; Naturvårdsverket; ISBN 91-620-5234-9: Stockholm. p. 40.
[14] Söderström; J.; Från produkt till tjänst - Utveckling av affärs- och miljöstrategier i produktorienterade företag; in Handelshögskolan. 2004; Stockholm University: Stockholm.
[15] Sundin; E.; G. Ölundh Sandström; M. Lindahl; A. Öhrwall Rönnbäck; T. Sakao; and T. Larsson; Challenges for Industrial Product/Service Systems: Experiences from a learning network of large companies; in CIRP Industrial Product-Service Systems (IPS²) Conference. 2009: Cranfield University; Cranfield; The United Kingdom.
[16] Sundin; E.; M. Lindahl; and W. Ijomah; Product Design for Product/Service Systems : design experiences from Swedish industry. Journal of Manufacturing Technology Management; 2009. 20(5): p. 723-753.
[17] Alonso-Rasgado; T.; G. Thompson; and B.-O. Elfström; The design of functional (total care) products. Journal of Engineering Design; 2004. 15(6): p. 515-540.
[18] Berggren; C. and M. Björkman; Funktionsförsäljning/funktionsupphandling för hållbar tillväxt - Idépromemoria och kunskapsöversikt. 2002.
[19] Sakao; T.; G. Ölundh-Sandström; and D. Matzen; Framing Design Research for Servicification through Extending PSS-Design Research. Journal of Manufacturing Technology Management; 2009. 20(5): p. 754-778.
[20] Mont; O.; Introducing and developing a Product- Service System (PSS) concept in Sweden. 2001; Financed by Nutek: Stockholm; Sweden.
[21] Stahel; W.; The functional economy: Cultural and organisational change; in The Industrial Green Game. 1997; National Academy Press: Washington DC. p. 91-100.
[22] Östlin; J.; E. Sundin; and M. Björkman; Importance of closed-loop supply chain relationships for Product Manufacturing. International Journal of Production Economics; 2008. 115(2): p. 336-348.
[23] Mont; O.K.; Clarifying the concept of product-service system. Journal of Cleaner Production; 2002. 10(3): p. 237-245.