Generic verticalization strategies in enterprise system markets: An exploratory framework
Generic verticalization strategies in enterprise system markets: An exploratory framework
复制标题
企业系统市场中的通用垂直化策略：探索性框架
DOI：
10.1057/jit.2008.14
复制
发表时间：
2008
影响因子：
5.6
通讯作者：
Sarit Markovich
中科院分区：
文献类型：
--
作者：
Lior Fink;Sarit Markovich
近年来，企业系统(ES)软件市场一直非常活跃。虽然当代客户越来越多地寻求需要越来越少的定制和实施工作的ES解决方案，但目前尚不清楚是否所有ES提供商都应该采取提供针对特定行业量身定做的功能的垂直道路。鉴于缺乏探索ES市场细分的概念化，本文提供了通用垂直化策略的类型学。基于企业的资源观和动态能力观，我们将ES提供商的规模和范围的组织特征与最有效的垂直战略相匹配。通过分析推荐的市场进入和增长战略，该框架引入了一个动态维度。最后，以客户关系管理(CRM)软件市场为例，说明了探索性框架的适用性。
In recent years, enterprise system (ES) software markets have been very dynamic. While contemporary customers are increasingly seeking ES solutions that require less and less customization and implementation effort, it is unclear whether all ES providers should take the ‘vertical’ path of offering functionality tailored to specific industries. Given the lack of conceptualization that explores ES markets' segmentation, this paper offers a typology of generic verticalization strategies. Building on the resource-based view of the firm and the dynamic capabilities perspective, we match ES providers' organizational characteristics of size and scope with the most effective verticalization strategy. A dynamic dimension is introduced to this framework by analyzing recommended strategies for market entry and growth. Finally, the applicability of the exploratory framework is illustrated using examples from the customer relationship management (CRM) software market.