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Christoph Tienken
Last Name
Tienken
First name
Christoph
Email
christoph.tienken@unisg.ch
Phone
+41 71 224 72 65
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1 - 7 of 7
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PublicationType: journal articleJournal: European Journal of MarketingVolume: Vol. 57Issue: No. 3
Scopus© Citations 13 -
PublicationBusiness Models for Commercializing Predictive Maintenance in the Context of Industrial Sustainability(Springer Nature Switzerland AG, 2023-08-30)
;Jean Paul Potthoff ;Jürg Meierhofer ;Shaun WestThierry BuechelerAs a digital technology, predictive maintenance (PdM) can contribute substantially to the necessary sustainable transformation of the manufacturing industry by maintaining assets more efficiently, increasing material and energy efficiency, and reducing associated waste. But as manufacturing companies struggle to implement sustainability, sustainable business models (SBM) for PdM might be a viable approach to systematically integrate sustainability. Hence the current PdM business models of manufacturing companies were analyzed by means of an exploratory case study. In a second step, elements of SBM that are already supported by today's PdM business models, as well as respective gaps to be addressed in the future, were identified. This study concludes that many elements of SBMs are already supported today, but the main emphasis lies purely on the economic benefits, and ecological and social benefits are currently disregarded. To develop SBMs for PdM, ecological and social aspects need to be systematically evaluated and integrated.Type: conference paperJournal:Progress in ISSmart Services Summit -
PublicationEnhancing the Customer Journey with Digital Self-Services(Springer International Publishing, 2023-06-09)
;Jonathan Paulus RöslerDigital marketing has transformed the interaction between companies and their customers, and the transformation does not spare the automotive semiconductor industry either. The shift of sales and marketing through digital channels has been crucial in facilitating digital customer and prospect engagement in this industry. This book aims to providing insights into various aspects of digital customer engagement in the automotive semiconductor industry, including organizational design, strategy, operation, and campaign optimization, to mention a few. Therefore, the chapters cover a wide range of topics, from the opportunities and necessities of digital transformation to the key role of disruptive digital marketing approaches, and from creating meaningful marketing content to enhancing the customer journey with digital self-services. -
PublicationDigital Servitization Barriers of Medical Technology Firms: An Exploratory Study(Springer, 2022-04-27)
;Rösler, Jonathan Paulus ;Eugster, PatrickType: book sectionJournal: Smart Services Summit -
PublicationFundamentals of Industrial Service Management(Springer Nature Switzerland AG, 2021-06-24)In parallel to the ongoing servitization of manufacturing companies, the increasing orientation toward industrial services should also lead to professionalizing industrial service management. Providing services imposes significant challenges for manufacturing companies not only in terms of delivering them to the customers but also in creating elevated requirements for the management of the firm. It is, thus, not only a technical discussion of how to develop and deliver services. To enable an effective, efficient, and profitable service business, several prerequisites have to be fulfilled. Before we introduce our service management framework, we will shortly summarize some of the basic findings from our earlier work toward integrated service management in manufacturing companies. After the introduction of our current research framework, we will summarize the chapter.
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PublicationCapturing value from digital services: A framework for implementing value-based pricing( 2022)
;Carl-Bodo Zülch ;Jonathan Paulus RöslerType: conference contribution -
PublicationEngaging the Sales Force in Digital Solution Selling - An Organizational Behavior Perspective( 2024-02)Digitalization opens up new opportunities for industrial firms to escape the commoditization trap by offering digital solutions based on recurring revenue models. Despite numerous benefits for both providers and customers, many digital solutions fall short of initial revenue expectations. Scholars concur that the commercial success of digital solutions largely hinges on the sales function which needs to adopt the strategic shift toward digital solution selling. However, industrial firms often fail to engage their sales force in digital solution selling and thus struggle to reap the financial benefits of digitalization. Unfortunately, existing knowledge about the different barriers to sales reps’ engagement in digital solution selling and possible pathways to overcome these barriers is scarce. This thesis aims to fill this void by providing guidance on how to engage the sales force in digital solution selling. An organizational behavior perspective is applied to investigate the relationship between sales managers and sales reps in digital solution selling. The theoretical background chapter reveals that sales reps refrain from selling digital solutions due to low motivation, constrained opportunities, or underdeveloped abilities. Three different qualitative studies lay the empirical foundation for this thesis and seek to investigate the necessary changes in sales management instruments to overcome these barriers. Study 1 draws on diffusion theory and uses a case-study design to scrutinize the role of sales support in facilitating sales reps’ adoption of digital solutions. The results illustrate how sales managers can influence sales reps’ attitude and behavior in digital solution selling by providing concerted sales support. Study 2 adopts an agency-theoretic lens to identify sales control systems that foster digital solution sales. The results, grounded in interview data, point to different controls that – depending on a firm’s stage in the transition toward digital solutions – are employed to resolve arising agency problems. Study 3 relies on a contingency perspective to qualitatively examine sales targets and incentives that stimulate digital solution sales. This thesis has several theoretical and managerial implications. It contributes to the service and sales literature by 1) conceptualizing digital solutions, 2) disclosing seven different barriers to sales reps’ engagement in digital solution selling, 3) defining the nature of sales support that facilitates sales reps’ adoption of digital solutions, 4) identifying sales control systems as well as 5) sales targets and incentives that foster digital solution sales. The findings are summarized in a managerial framework that presents 15 levers describing how sales managers can engage their sales reps in digital solution selling.Type: doctoral thesis