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Moritz Classen
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Value-Based Marketing and Sales of Industrial Services: A systematic literature review in the age of digital technologies
M Classen, T Friedli
Procedia Cirp 83, 1-7, 2019
462019
‘It’s not like we can charge for everything’: revenue models to capture value from smart services in Pacific Asia
M Classen, T Friedli
Asia Pacific Business Review 27 (3), 405-430, 2021
252021
Everything as a service? Introducing the St. Gallen IGaaS Management Model
M Classen, C Blum, P Osterrieder, T Friedli
Smart Services Summit 2019, 2019
202019
Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value
C Tienken, M Classen, T Friedli
European Journal of Marketing 57 (3), 794-833, 2023
162023
Eight organizational enablers of digital service-sales ambidexterity in industrial firms
M Classen, T Friedli
Journal of Business & Industrial Marketing 37 (11), 2142-2155, 2022
142022
Unconventional revenue models to capture value from smart services
M Classen, T Friedli
Digitalization and Asia-Pacific Business Models, 75-100, 2023
22023
Digitalisierung à la carte
M Classen, C Blum, L Budde, R Hänggi, T Friedli
Zeitschrift für wirtschaftlichen Fabrikbetrieb 113 (12), 850-854, 2018
22018
Industry 4.0: Navigating Pathways Toward Smart Manufacturing and Services
T Friedli, M Classen, L Budde
Connected Business: Create Value in a Networked Economy, 109-125, 2021
12021
Smart Services-Transformation of the Service Organization: Benchmarking Report
T Friedli, M Classen, P Osterrieder, L Stähle
University of St. Gallen, 2019
12019
Toward Digital Service-Sales Ambidexterity in Industrial Firms: A Microfoundations Perspective
M Classen
Universität St. Gallen, 2022
2022
Toward Digital Service-Sales Ambidexterity in Industrial Firms
M Classen
University of St. Gallen, 2022
2022
Industrial Services: How to Sharpen the Go-to-Market Strategy
K Strempel, MC Karlsson, T Lewis, P Roth, M Classen, T Friedli
2021
Service Sales
M Classen
Managing Industrial Services: From Basics to the Emergence of Smart and …, 2021
2021
Managing Industrial Services
T Friedli, P Osterrieder, M Classen
Springer, 2021
2021
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