Professional Documents
Culture Documents
www.elsevier.com/locate/bushor
EXECUTIVE DIGEST
Partner, Service 360 Partners LLC & Distinguished Marketing Fellow, Texas Christian University, U.S.A.
W.P. Carey School of Business, Arizona State University, P.O. Box 874106, Tempe, AZ 85287-4106, U.S.A.
KEYWORDS
Services;
Service innovation;
Customer jobs;
Consumption chain;
Customer research
* Corresponding author
E-mail addresses: lance@service360partners.com
(L.A. Bettencourt), stephen.brown@asu.edu (S.W. Brown)
0007-6813/$ see front matter # 2013 Kelley School of Business, Indiana University. Published by Elsevier Inc. All rights reserved.
http://dx.doi.org/10.1016/j.bushor.2013.01.008
This document is authorized for use only in ILP 2014-16 by Prof. Sonika Sharma, IILM-GSM Institute for Integrated Learning in Management from March 2015 to September 2015.
EXECUTIVE DIGEST
Focal Job
This document is authorized for use only in ILP 2014-16 by Prof. Sonika Sharma, IILM-GSM Institute for Integrated Learning in Management from March 2015 to September 2015.
279
treatment options), preparation for the procedure
(e.g., learn the approved treatment parameters for
the laser), and postoperative care (e.g., support
patient compliance with post-op guidelines), any
one of which would be a suitable basis for new valueadded, stand-alone services.
This document is authorized for use only in ILP 2014-16 by Prof. Sonika Sharma, IILM-GSM Institute for Integrated Learning in Management from March 2015 to September 2015.
EXECUTIVE DIGEST
Figure 2.
Dene
Locate
Prepare
Conrm
Formulate the
anesthesia
plan
Pull drugs,
anesthesia
supplies, and
equipment
Verify
readiness &
procedure plan
Wake the
paent and
transfer to postop care
Adjust the
medical and
temperature
therapy
Monitor the
paent
condion
Administer
anesthesia
Conclude
Modify
Monitor
Execute
What makes [this step] problematic or challenging? What causes it to be inconsistent or to go off
track?
This document is authorized for use only in ILP 2014-16 by Prof. Sonika Sharma, IILM-GSM Institute for Integrated Learning in Management from March 2015 to September 2015.
281
maintenance managers, facility managers, and
plant managers. These interviews generated 70 desired outcomes, encompassing eight job map steps
related to performing preventative maintenance.
Next, Ingersoll-Rand asked more than 200 individuals
tasked with maintaining a compressed-air system in a
number of different industries to rate these value
criteria for importance and satisfaction.
The survey results revealed many important but
not well-satised outcomes. Ingersoll-Rands PackageCare service addresses more than a dozen of
these unmet needs, including the following:
Avoiding unnecessary expenses because a preventative maintenance task is performed sooner than
needed.
By helping customers avoid problems with maintaining compressed-air systems, Ingersoll-Rand has
beneted as much as its customers.
This document is authorized for use only in ILP 2014-16 by Prof. Sonika Sharma, IILM-GSM Institute for Integrated Learning in Management from March 2015 to September 2015.
EXECUTIVE DIGEST
and processes that orient the whole rm to its
customers and their jobs. Though such a change
is a challenging undertaking, the resultant transformation will enable the company to produce ongoing service innovations that lead to sustainable
competitive differentiation.
This document is authorized for use only in ILP 2014-16 by Prof. Sonika Sharma, IILM-GSM Institute for Integrated Learning in Management from March 2015 to September 2015.
283
References
Bettencourt, L. A. (2010). Service innovation: How to go from
customer needs to breakthrough services. New York: McGrawHill.
Bettencourt, L. A., Brown, S. W., & Siriani, N. J. (2013). The secret
to true service innovation. Business Horizons, 56(1), 1322.
Bettencourt, L. A., & Ulwick, A. W. (2008). The customer-centered
innovation map. Harvard Business Review, 86(5), 109114.
Brown, S. W., Gustafsson, A., & Witell, L. (2009, June 22). Beyond
products. The Wall Street Journal. Retrieved from http://
online.wsj.com/article/SB10001424052970204830304574131
273123644620.html
Chesbrough, H. (2005). Toward a new science of services. Harvard
Business Review, 83(2), 4344.
Christensen, C. M., Anthony, S. D., Berstell, G., & Nitterhouse, D.
(2007). Finding the right job for your product. MIT Sloan
Management Review, 48(3), 3847.
Cooper, R. G., & Edgett, S. J. (1999). Product development for
the service sector. New York: Basic Books.
Govindarajan, V., & Trimble, C. (2010). The other side of innovation: Solving the execution challenge. Boston: Harvard Business Review Press.
Gummesson, E. (1995). Relationship marketing: Its role in the
service economy. In W. J. Glynn & J. G. Barnes (Eds.), Under.standing services management (pp. 244268). New York: Wiley
MacDonough, E. F., III, Zack, M. H., Lin, H., & Berdrow, I. (2008).
Integrating innovation style and knowledge into strategy. MIT
Sloan Management Review, 50(1), 5358.
MacMillan, I. C., & McGrath, R. G. (1997). Discovering new points
of differentiation. Harvard Business Review, 75(4), 133145.
Minter, S. (2010, March 10). Ingersoll-Rand puts customers
rst in drive for innovation. Industry Week. Retrieved from
http://www.industryweek.com/articles/ingersoll_rand_puts_
customers_rst_in_drive_for_innovation_21314.aspx
Neu, W. A., & Brown, S. W. (2005). Forming successful businessto-business services in goods-dominant rms. Journal of Service Research, 8(1), 317.
Ulwick, A. W. (2002). Turn customer input into innovation. Harvard Business Review, 80(1), 9197.
Ulwick, A. W., & Bettencourt, L. A. (2008). Giving customers a fair
hearing. MIT Sloan Management Review, 49(3), 6268.
Zeithaml, V., Bitner, M. J., & Gremler, D. (2009). Services marketing: Integrating customer focus across the rm (5th ed.).
New York: McGraw-Hill.
This document is authorized for use only in ILP 2014-16 by Prof. Sonika Sharma, IILM-GSM Institute for Integrated Learning in Management from March 2015 to September 2015.