An investigation of the relationship between behavioral processes, motivation, investments in the service business and service revenue
Journal
Industrial Marketing Management
ISSN
0019-8501
ISSN-Digital
1873-2062
Type
journal article
Date Issued
2007-04-01
Author(s)
Abstract
Despite the established benefits of services in manufacturing companies, very few managers are motivated to invest resources in extending the service business. On the basis of a combination of qualitative and quantitative research approaches, we illustrate that managers cannot be easily motivated. Managerial motivation to extend the service business in manufacturing companies is more like a process that must grow organically. To do so, managers have to overcome some of the typical behavioral processes of manufacturing companies. In greater detail, we explore how the disbelief in the financial opportunities of services risk aversion in exploiting strategic opportunities, setting overambitious objectives and an overemphasis on obvious causalities limit managerial motivation to extend the service business. If manufacturing companies can overcome these
behavioral processes, the managerial motivation will increase, leading to more investments in the service business and thus enhancing service revenue and overall profitability.
behavioral processes, the managerial motivation will increase, leading to more investments in the service business and thus enhancing service revenue and overall profitability.
Language
English
Keywords
Behavioral processes
Managerial motivation
Service management
Manufacturing companies
HSG Classification
contribution to scientific community
Refereed
Yes
Publisher
Elsevier
Publisher place
New York, NY
Volume
36
Number
3
Start page
337
End page
348
Pages
12
Subject(s)
Division(s)
Eprints ID
37242