title: Company transition from selling goods to selling solutions
metadata.name: dc.contributor.author
metadata.value: Georgievsky, Anton B.
metadata.lang: -
metadata.name: dc.date.accessioned
metadata.value: 2021-10-01T15:01:18Z
metadata.lang: -
metadata.name: dc.date.available
metadata.value: 2021-10-01T15:01:18Z
metadata.lang: -
metadata.name: dc.date.issued
metadata.value: 2021-06
metadata.lang: -
metadata.name: dc.identifier.citation
metadata.value: Georgievsky A. B. 2021. Company transition from selling goods to selling solutions. Vestnik of Saint Petersburg University. Management 20 (2): 216–241.
metadata.lang: en_GB
metadata.name: dc.identifier.other
metadata.value: https://doi.org/10.21638/11701/spbu08.2021.204
metadata.lang: -
metadata.name: dc.identifier.uri
metadata.value: http://hdl.handle.net/11701/33225
metadata.lang: -
metadata.name: dc.description.abstract
metadata.value: Accelerating digitalization of the economy and changing pandemic-driven consumer trends provide
  companies with opportunities for a complete customer satisfaction by using solutions. This
  work aims to consider the formation of a solution as the basis for the servitization of a company.
  The analysis of academic and consulting literature on solution and servitization concepts was
  used as a research method. The paper proposes an approach to define the concept of solution as
  an offer. Two types of sales using solutions have been determined: solution selling and outcome selling. The definition of an outcome-oriented solution is provided. Based on this definition and
  the key features of a solution, a solution creation model is formed which includes the following
  components: the key elements and characteristics, the nature of the problem, joint value creation,
  and outcome orientation. The paper develops a model of the servitization process and compares
  the categories of goods, services, and solutions taking into account the development of the concept
  of ecosystems. Researchers can use the findings to build solution models and develop the
  outcome component of a solution. Practitioners can use the results to make the company transition
  from selling goods to selling solutions.
metadata.lang: en_GB
metadata.name: dc.language.iso
metadata.value: ru
metadata.lang: en_GB
metadata.name: dc.publisher
metadata.value: St Petersburg State University
metadata.lang: en_GB
metadata.name: dc.relation.ispartofseries
metadata.value: Vestnik of St Petersburg University. Management;Volume 20; Issue 2
metadata.lang: -
metadata.name: dc.subject
metadata.value: solution
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: solution selling
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: concept of solution
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: ecosystem
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: outcome selling
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: servitization
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: services
metadata.lang: en_GB
metadata.name: dc.title
metadata.value: Company transition from selling goods to selling solutions
metadata.lang: en_GB
metadata.name: dc.type
metadata.value: Article
metadata.lang: en_GB
resources.filename: 216-241.pdf
resources.url: https://dspace.spbu.ru/bitstream/11701/33225/1/216-241.pdf
resources.format: Adobe PDF
resources.size: 883,48 kB