Ibon Gil de San Vicente, Bart Kamp
Journal of Business & Industrial Marketing Keywords: Financialisation, Financial service providers, Advanced service business models
Abstract
Purpose
This study aims to explore the requirements that manufacturing companies must meet when implementing advanced services involving financial solutions.
Design/methodology/ approach
This study develops a framework to assess the applicability of advanced services from a financial perspective, which is applied in a multi-case study setting.
Findings
This study identifies relevant internal and external conditions to the business implementing financialised advanced services – such as the finance function’s level of sophistication, the capacity to assess market potential or the ability to use financial structuring to attract new financial players – that help predict the likelihood of adopting advanced services involving financial solutions. The research suggests planning operations as a “financial product” from the viewpoint of the financer and investor.
Research limitations/implications
The financing culture and market disparities may condition the relative weight of the dimensions analysed in the framework.
Practical implications
Launching services involving financial solutions is a complex process, and hence, the proposed framework can help managers identify the major adjustments needed to embrace those advanced service modalities.
Originality/value
This study investigates the role of financial solutions in advanced services, from both the conceptual and business perspectives.
