Contracting for servicizing
By: Michael W. Toffel
Contributors: Harvard Business School
Series: Working paper / Harvard Business School -- 08-063; Working paper (Harvard Business School) -- 08-063
Publisher: Harvard Business School
Published: 2008
Place of publication: Boston]
Language: eng
Number of pages: 32
Description: Servicizing, a novel business practice that sells product functionality rather than products, has been touted as an environmentally beneficial business practice. This paper describes how servicizing transactions mitigate some problems associated with sales transactions, but creates several others. The success of servicizing-or product service systems-requires manufacturers to develop contracts that attract customers while protecting their interests. Several propositions are offered to facilitate empirical testing of the concepts discussed.
Notes: "February 2008"--Publisher's web site.

Includes bibliographical references.