Firms wanting to move towards solution business models increasingly focus on their customers' value-in-use, and often end up redefining their market around what the solution makes possible for the customer. However, all customers do not accept a value-in-use based approach. Hence, a key...

Purpose: This paper aims to develop a conceptual framework based on the identification and examination of the mechanisms (termed “viability mechanisms”) under which market-shaping activities yield the emergence of a viable market: one able to adapt to the changing environment over time...

Purpose: This study aims to identify institutional work mechanisms that public actors employ in market shaping. Design/methodology/approach: The paper uses an abductive theorizing process, combining a literature review with an empirical exploration of three different market-shaping contexts....

Purpose: Firms transforming from a product supplier into a solution provider need to develop entirely new organizational capabilities or re-configure existing ones. This paper aims to conceptualize solution business fitness (SBF) as a construct that captures comprehensively the capabilities...

Purpose: Today, academic work includes increasingly informal and collaborative activities. This research attempts to determine whether stakeholders in the development of learning spaces in higher education could benefit from the principles of co-working space. This paper aims to determine...

Purpose: The purpose of this paper is to study whether researchers from different disciplines have different requirements for workplaces. Design/methodology/approach: A literature review aimed to understand the academic workplace requirements of different disciplines. The empirical data were...

Purpose: Service-dominant logic acknowledges that actors can influence how service ecosystems evolve through institutional work, but empirical research is only nascent. This paper advances understanding of ecosystem change by proposing that dynamic capabilities are a special type of operant...

Purpose: The extant service ecosystem literature rarely addresses the dark side of actors’ agency, which hinders further development of the service-dominant (S-D) logic, particularly with regard to understanding service ecosystem dynamics. Therefore, the purpose of this paper is to delineate...

Purpose – Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty-first century, there is little academic research charting new directions for the sales function in a business-to-business context. This paper aims to report on four case...