Dynamic Effects of Service Transition Strategies on B2B Firm Value: Tradeoffs in Sales, Profits, and Cash Flow

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Nezami, Mehdi
Worm, Stefan
Palmatier, Robert W
Griffith University Author(s)
Palmatier, Robert W.
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2016
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Abstract

Many B2B manufacturers are transitioning to services, but do they understand the performance effects of adding more service offerings? Using data on 525 manufacturers, this study looks at how service transitions affect sales growth, profitability, and cash flow volatility.

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https://www.msi.org/working-papers/dynamic-effects-of-service-transition-strategies-on-b2b-firm-value-tradeoffs-in-sales-profits-and-cash-flow/
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Marketing not elsewhere classified

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http://hdl.handle.net/10072/404793
Citation

Nezami, M; Worm, S; Palmatier, RW, Dynamic Effects of Service Transition Strategies on B2B Firm Value: Tradeoffs in Sales, Profits, and Cash Flow, 2016, pp. 1-41

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