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Paper info: Developing integrated solutions: a network perspective


Developing integrated solutions: a network perspective


Charlotta Windahl and Nicolette Lakemond

Place of Publication

The paper was published at the 21st IMP-conference in Rotterdam, Netherlands in 2005.


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Firms traditionally focused on selling products, spare parts and services face difficulties with increasingcompetition and declining margins. They are hence turning towards new strategies where productsand services are integrated into so-called integrated solutions. Evidence on the challenges connectedto this development is sparse in the literature, but there are indications that internal factors as well asexternal relationships play an important role. In this paper we use the network perspective to uncoversome of the complex issues related to integrated solutions, such as how and to which extent thebusiness network and its actors facilitate or impede the development. Two case studies of one moreand one less successful R&D project within the same firm operating in the capital goods industry areused to illustrate challenges and possible success factors for the development of integrated solutions.The paper shows that close co-operation with and involvement of end-customers, and integration ofother external actors’ competencies are important factors that need to be taken into account whendeveloping integrated solutions. In addition, internal factors such as influences on the establishedorganisation and production process are important to consider.