How to educate customers about industrial product service systems - the role of providing information

Mario Rese
Marketing Department, Ruhr-University Bochum, Germany

Wolf Strotmann
Marketing Department, Ruhr-University Bochum, Germany

Judith Gesing
Marketing Department, Ruhr-University Bochum, Germany

Markus Karger
Marketing Department, Ruhr-University Bochum, Germany

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Ingår i: Proceedings of the 2nd CIRP IPS2 Conference 2010; 14-15 April; Linköping; Sweden

Linköping Electronic Conference Proceedings 77:4, s. 27-33

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Publicerad: 2012-10-11

ISBN: 978-91-7393-381-0

ISSN: 1650-3686 (tryckt), 1650-3740 (online)


So called industrial Product-Service Systems (IPS²) are of growing importance in today’s globalized economies. As is the case with all kinds of innovative problem solutions; however; the potential of IPS² to solve specific problems needs to be recognized by customers. It is therefore necessary for suppliers to educate about this potential by informing about IPS². As ill selected information provision might lead to rejection of IPS²; adequate information strategies need to be developed. These information strategies are the main focus of this contribution. We focus on necessary steps for developing information strategies; such as the generation of knowledge about individual markets and customers. Building on this; we then develop an information model containing possible information dimensions and highlight suitable information combinations for educating customers about IPS². This model can be considered a toolbox for generating customized information strategies with regard to IPS².


PSS information and training; information strategies; overcoming innovation barriers


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