A theoretical framework for developing product-service strategies

In this paper we propose a theoretical framework to help manufacturing companies devise their product-service strategy. The paper is organized as follows: in the introduction, we define what product-services are, and we illustrate why manufacturing companies supplement their product offerings with services; in section 2 we present the logics that can drive both the consumption and the provision of product and services; in section 3 we present the benefits that is possible to produce for customers by means of product-services; in section 4, we identify four typical customer approaches to product-services; for each of them, in section 5 and 6 we illustrate, respectively, the business logic that the provider should adopt and the product-service strategy that it should implement; finally, in section 7 we draw some conclusions and we illustrate the future research steps.