Purpose

While existing literature extensively explores manufacturing firms expanding into services, little is known about the modes of servitisation, the means by which they carry it out. This paper concentrates on acquisitions as a mode of servitisation. Post-acquisition integration is when the potential of an acquisition is realised. The paper therefore aims to categorise types of integrations following the acquisition of servitised firms and discusses their consequences for servitisation.

Design/methodology/approach

The empirical part of the paper is based on two case studies, each involving the acquisition of servitised firms. Both acquirers changed their integration approach over time.

Findings

The paper conceptualises three types of integrations: rhetorical, insulated and transformative integrations, indicating whether and how the acquirer becomes servitised following the integration. These highlight the analysis of integration based on business models and customer orientation in relation to servitisation.

Originality/value

This paper contributes to research on servitisation by emphasising acquisitions as a mode of servitisation and conceptualising three integration types related to business models and customer orientations. Furthermore, the paper highlights how an acquirer's servitisation leads to new offerings targeting new customers, as opposed to strengthening existing relationships.

中文翻译：

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获取作为服务化模式：服务化整合和后果

目的

虽然现有文献广泛探讨了制造企业向服务业扩张的情况，但人们对服务化的模式及其实现方式知之甚少。本文重点关注作为服务化模式的收购。收购后整合是指实现收购潜力的时候。因此，本文旨在对收购服务化公司后的整合类型进行分类，并讨论其对服务化的影响。

设计/方法论/途径

本文的实证部分基于两个案例研究，每个案例都涉及服务化公司的收购。随着时间的推移，两家收购方都改变了整合方法。

发现

本文概念化了三种类型的整合：修辞性整合、隔离性整合和变革性整合，表明收购方在整合后是否以及如何变得服务化。这些突出了基于业务模型和与服务相关的客户导向的集成分析。

原创性/价值

本文通过强调收购作为服务化的一种模式并概念化与业务模式和客户导向相关的三种集成类型，为服务化的研究做出了贡献。此外，本文还强调了收购方的服务化如何带来针对新客户的新产品，而不是加强现有关系。