Date Added: Nov 2010
Integrated Product Service Offerings (IPSO) have the potential of obtaining better margins, profitability and less environmental impact. Becoming a service provider implies significant changes in the way companies do business, considerable changes within the organization and changes with the relationships to external actors. This paper aims to contribute to the research concerning these changes when companies start to provide IPSOs. Changes within the organizations have been necessary for all the companies studied and especially the sales staff since trust, transparency and long-term relationships with the customer is crucial. Support from the top management is also of importance as well as working in cross-functional teams.