%0 Journal Article
%T Creating Effective Solutions-A Process-Oriented Perspective<br>创建有效的解决方案：从过程的角度出发
%A Ferdinand Burianek
%A Sebastian Bonnemeier
%A Ralf Reichwald
%A <br>Ferdinand Burianek
%A Sebastian Bonnemeier
%A Ralf Reichwald
%J 计算机系统应用
%D 2009
%I 
%X Global competition and declining margins have made enterprises in diverse industries increasingly aware that assuring low cost, product performance and high quality is no longer sufficient for long-term success. Integrating products and services to customized solutions can help firms to differentiate from their competitors. Based on 11 in-depth interviews with managers from solution providers and an exploratory survey with 45 solution providers we derive a four-step process of value creation as well as a set of critical activities and pitfalls within each step. Selling solutions require customer-supplier relational processes comprising analysis/consulting, design/configuration, implementation/delivery, and support/operation. To get a better understanding of the relational process we adopted this perspective on creating solutions in order to identify crucial routines and activities. Two main capabilities within this process can be identified: customer interaction and project management. Both capabilities are required in order to deliver more effective solutions at profitable prices.
%K solution
%K process-orientation
%K value creation
%K buyer-seller-relationship capabilities<br>创建有效
%K 过程
%K 角度出发
%K 软件设计
%U http://www.alljournals.cn/get_abstract_url.aspx?pcid=5B3AB970F71A803DEACDC0559115BFCF0A068CD97DD29835&cid=8240383F08CE46C8B05036380D75B607&jid=D4F6864C950C88FFCE5B6C948A639E39&aid=4A5766AA4112E8B59AF92CDE247BD621&yid=DE12191FBD62783C&vid=13553B2D12F347E8&iid=B31275AF3241DB2D&sid=2001E0D53B7B80EC&eid=2001E0D53B7B80EC&journal_id=1003-3254&journal_name=计算机系统应用&referenced_num=0&reference_num=0