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Servitization of manufacturing: survey in the Polish machinery sector

Kozłowska Justyna

Engineering Management in Production and Services

2020

Vol. 12, no. 1

20--33

Servitization in developed countries is an increasingly popular strategy for building a competitive advantage. Its level varies depending on different market conditions as well as between sectors. The Polish economy is that of a developed country, but still, its level of development is slightly lower compared to the most developed countries. The current state of knowledge indicates that the machinery manufacturing sector usually characterises the highest level of servitization in comparison to other manufacturing sectors. To the author’s knowledge, no study on the servitization of Polish manufacturing companies has been conducted. Therefore, the main objective of this paper is to fill the gap by analysing and evaluating the level of servitization in manufacturing companies operating in the Polish market. Aiming to assess whether the Polish manufacturers follow the global trends of servitization, the questionnaire survey was conducted with 150 machinery manufacturers operating in the Polish market. The survey was performed using the Computer-Assisted Telephone Interviewing (CATI) technique between May and July of 2018. The results showed that in surveyed companies, the level of servitization, which was assessed based on a range of the most frequently provided services, was rather low. Although most manufacturers offer services to their customers, these services mostly support their products, and the revenue derived from the services constitutes a comparatively small part of the company’s total revenue. This paper makes two types of contribution to the development of research in the field of servitization. First, the study on the servitization of the Polish manufacturing companies revealed that in a country with the welldeveloped economy, industrial enterprises still rely on manufacturing rather than service delivery. And the potential for services is not yet recognised. Secondly, the original model for classifying the level of product and service integration in the activity of a manufacturing company is proposed. The model requires empirical verification and further studies. Nevertheless, it stands for a theoretical contribution to the research field of servitization.

The relationship between efficiency and the service offer in machinery manufacturing companies – correspondence analysis results

Kozłowska J.

Zeszyty Naukowe Politechniki Poznańskiej. Organizacja i Zarządzanie

2018

Nr 76

125--133

Provision of services by manufacturing companies is becoming more and more common practice. In the machinery sector, which supplies machines and equipment to different industries, both to individual and business customers, offering additional services, such as assembly, monitoring or maintenance of machinery, may be a key factor for the buyer while choosing the equipment supplier. Whether and how the extending of the range of services affects business performance is an issue for both researchers and entrepreneurs. This article is a continuation of the research conducted by the author in 2016. The main aim of this article is the attempt to examine the relationship between technical efficiency of manufacturers of machinery and industrial equipment and their service offerings, with the use of correspondence analysis. Over 50 Polish companies from the machine sector were examined. The results and conclusions are discussed in the paper.

Świadczenie usług przez firmy produkcyjne staje się coraz powszechniejszą praktyką. W sektorze maszynowym, który dostarcza maszyny i urządzenia różnym branżom, zarówno klientom indywidualnym, jak i biznesowym, oferując dodatkowe usługi, takie jak montaż, monitorowanie lub konserwacja maszyn, może być kluczowym czynnikiem dla kupującego przy wyborze dostawcy sprzętu. To, czy i jak tendencja do rozszerzania zakresu usług wpływa na wydajność biznesową, jest problemem zarówno dla badaczy, jak i przedsiębiorców. Artykuł jest kontynuacją badań przeprowadzonych przez autorkę w 2016 r. Głównym celem tego artykułu jest próba zbadania związku między techniczną sprawnością producentów maszyn i urządzeń przemysłowych a ich ofertą usługową, z wykorzystaniem korespondencji analiza. Przetestowano ponad 50 polskich firm z branży maszynowej. Wyniki i konkluzje zostały omówione w artykule.