Services outsourcing: Marketing strategy and the internal competitor

Arnold Maltz, Elise Truly Sautter

Research output: Contribution to journalArticle

4 Citations (Scopus)

Abstract

As corporations look to concentrate on core competencies, the likelihood of outsoiii-cing various business services increases. The outsourcing phenomenon represents a significant market opportunity for suppliers of business services. However, the outside supplier often finds that his major competitor, the internal service provider, is part of the outsourcing evaluation team. Furthermore, the internal provider may have significant influence in his/her role as the in house functional expert. This study investigates the viewpoint of the in house provider visa-vis outside suppliers in the context of warehousing, a pure business service. The study finds that outsourcing does not take place where the in house expert perceives a wide gap between internal and external service capabilities.

Original languageEnglish (US)
Pages (from-to)233-244
Number of pages12
JournalJournal of Strategic Marketing
Volume3
Issue number4
DOIs
StatePublished - 1995
Externally publishedYes

Fingerprint

Competitors
Suppliers
Marketing strategy
Business services
Outsourcing
Service outsourcing
Evaluation
Core competencies
Warehousing
Service provider

Keywords

  • Logistics
  • Make-or-buy decisions
  • Outsourcing
  • Services marketing

ASJC Scopus subject areas

  • Marketing
  • Strategy and Management

Cite this

Services outsourcing : Marketing strategy and the internal competitor. / Maltz, Arnold; Sautter, Elise Truly.

In: Journal of Strategic Marketing, Vol. 3, No. 4, 1995, p. 233-244.

Research output: Contribution to journalArticle

Maltz, Arnold ; Sautter, Elise Truly. / Services outsourcing : Marketing strategy and the internal competitor. In: Journal of Strategic Marketing. 1995 ; Vol. 3, No. 4. pp. 233-244.
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