Creating growth with services

Mohanbir Sawhney*, Sridhar Balasubramanian, Vish V. Krishnan

*Corresponding author for this work

Research output: Contribution to journalReview articlepeer-review

285 Scopus citations


The authors provide a systematic framework for thinking through the opportunities and risks inherent in a strategy that seeks services-led growth. Drawing on the concept of customer-activity chains, they explain four paths that companies can follow to create new value for their customers. Prominent examples include Kodak, General Motors, UPS and Nike.

Original languageEnglish (US)
Pages (from-to)34-43
Number of pages10
JournalMIT Sloan Management Review
Issue number2
StatePublished - Dec 2004

ASJC Scopus subject areas

  • General Decision Sciences
  • Business and International Management
  • Strategy and Management
  • Management of Technology and Innovation


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