Purpose

The research presented in this paper has been conducted to understand the impact of advanced-servitized-products on the longitudinal sales performance of manufacturing companies across international markets. The research strives to understand how the onsite presence leverages this impact.

Design/methodology/approach

To reach this objective, an empirical sample of more than 4,000 sales transactions covering the period 2010–2019 in 74 foreign markets was collected from a single high-tech manufacturer producing and selling servitized solutions. The authors use a time fixed-effects model to test the authors' theoretically deduced hypotheses.

Findings

The authors' find the proportion of advanced-servitized products to positively impact sales performance over time and that this relation is moderated by the choice of international distribution channel. As compared to direct exports, onsite presence and intermediaries present a positive and negative moderating effect, respectively.

Originality/value

The paper offers a rare look into the international sales performance of advance-servitized-products. This paper does so using a service-dominant logic, which is still scarcely used within the servitization literature, despite the logic's adequacy for the study of the market behavior of service-augmented products.

中文翻译：

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先进服务化、全球分销渠道和国际市场纵向销售业绩之间的联系

目的

本文提出的研究旨在了解先进服务化产品对国际市场制造公司纵向销售绩效的影响。该研究致力于了解现场存在如何利用这种影响。

设计/方法论/途径

为了实现这一目标，我们从一家生产和销售服务化解决方案的高科技制造商收集了 2010 年至 2019 年期间 74 个国外市场的 4,000 多笔销售交易的实证样本。作者使用时间固定效应模型来检验作者从理论上推导出的假设。

发现

作者发现，随着时间的推移，先进服务化产品的比例会对销售业绩产生积极影响，并且这种关系会受到国际分销渠道选择的调节。与直接出口相比，现场存在和中介机构分别呈现正向和负向调节作用。

原创性/价值

该论文对高级服务产品的国际销售业绩进行了罕见的研究。本文使用服务主导逻辑来实现这一点，尽管该逻辑足以研究服务增强产品的市场行为，但在服务化文献中仍然很少使用该逻辑。