This research adds to the literature and provides insight to practice via three essays that increase understanding about the applications and consequences of the two new approaches to the after-sales service governance: warranty contract and performance-based contracts. First, we attempted to enhance our knowledge of the modeling of the after-sales service process. In the first essay, the research papers with analytical models of after-sales services to present current trends, issues, and future research directions in the literature are classified. In the second essay, the effect of the warranty contract on the supplier's product quality improvement efforts in the context of capital goods is examined. Three sets of optimization models reveal that the existence of a warranty improves product quality. In the third essay, the performance-based contract is examined in the context of the warranty contract. The numerical experimentations conducted demonstrate that the performance-based contract is superior to the warranty contract in terms of the supplier's product quality efforts and the customer's total cost of after-sales services. The alignment of incentives based on the product performance tackles the issues presented in the traditional after-sales service contracting. Collectively, the three studies presented in this research expand our understanding of after-sales service contracts. Thus, the research presents managerial implications and adds to the existing body of knowledge in after-sales service research.

[EN] After-sales services have become very important in the automobile industry. However, this area has not been sufficiently researched, particularly with regard to China, the most important car market globally. In this respect, German manufacturers play a leading role because they dominate the premium market segment. When it comes to services, the one thing that is especially important in China is culture. At the same time, this is exactly where a scientific gap exists because the cultural aspect in automotive services has been mostly neglected in the research literature. Thus, specific knowledge with regard to Chinese service demand behaviour is lacking, which could become a crucial issue because of the enormous differences between Chinese and Western cultures. This paper addresses this limitation by providing a guideline for how the entire process chain of after-sales services could be researched in China. In addition, it also introduces Schwartz's individual level value theory as a beneficial operationalisation approach to culture. Thereby, values are modelled as exogenous variables in order to show which ones are really causal. This significant advantage cannot be provided by national comparison studies, which are the ones that are most often conducted. A total of 301 Chinese workshop customers of Audi, BMW and Mercedes-Benz were surveyed in order to assess the critical success factors of after-sales services via partial least squares structural equation modelling. / [ES] Los servicios post venta en el sector del automóvil se han convertido en un elemento esencial en su mercadotecnia global. Sin embargo, no se han investigado suficientemente y, especialmente en países emergentes con mercados crecientes como China, el mercado más relevante a nivel mundial. Aquí, los fabricantes alemanes juegan un rol fundamental al dominar el segmento premium (o de cuasi lujo) del mercado. Cuando analizamos los servicios, un factor importante en China es la cultura. Sin embargo existe, en este campo un hueco en la investigación académica ya que en la literatura de investigación del sector automóvil, la cultura es un elemento poco analizado. Por ello, no se pueden aplicar conocimientos de mercadotecnia específicos en relación con el comportamiento de la demanda de servicios en China, en un tema esencial, como es la cultura China, muy diferente a la occidental. Esta tesis trata de enfocar las limitaciones mencionadas; en primer lugar, proporcionando una guía de cómo la cadena de proceso de servicios postventa puede ser investigada en países emergentes como China. Y en segundo lugar, porque se utiliza la teoría de cultura de Schwartz como un enfoque útil de instrumentación de los valores culturales. Así, estos se modelan como variables externas, para mostrar claramente cuáles son los valores realmente relevantes en su conjunto. Para ello se encuestaron a 301 clientes de talleres post venta chinos de las marcas Audi, BMW y Mercedes-Benz, con el fin de evaluar los factores críticos de éxito mediante modelos de ecuaciones estructurales de mínimos cuadrados parciales (PLS). / [CA] Els serveis post venda en el sector de l'automòbil s'han convertit en un element essencial del màrqueting global. No obstant això, no s'han investigat prou i, especialment en països emergents amb mercats creixents com la Xina, el mercat més rellevant a nivell mundial. Aquí, els fabricants alemanys juguen un paper fonamental en dominar el segment premium (o de quasi luxe) del mercat. Quan analitzem els serveis, un factor important a la Xina és la cultura. No obstant això existeix, en aquest camp un buit en la investigació acadèmica ja que en la literatura de recerca del sector automòbil, la cultura és un element poc analitzat. Per això, no es poden aplicar coneixements de màrqueting específics en relació amb el comportament de la demanda de serveis a la Xina, en un tema essencial, com és la cultura Xina, molt diferent a l'occidental. Aquesta tesis tracta d'enfocar les limitacions esmentades; en primer lloc, proporcionant una guia de com la cadena de procés de serveis postvenda pot ser investigada en països emergents com la Xina. I en segon lloc, perquè s'utilitza la teoria de cultura de Schwartz com un enfocament útil d'instrumentació dels valors culturals. Així, aquests es modelen com a variables externes, per mostrar clarament quins són els valors realment rellevants en el seu conjunt. Per a això es van enquestar a 301 clients de tallers post venda xinesos de les marques Audi, BMW i Mercedes-Benz, per tal d'avaluar els factors crítics d'èxit mitjançant models d'equacions estructurals de mínims quadrats / Frass, A. (2015). Impact of After-Sales Performances of German Automobile Manufacturers in China in Service Satisfaction and Loyalty. With a Particular Focus on the Influences of Cultural Determinants [Tesis doctoral]. Universitat Politècnica de València. https://doi.org/10.4995/Thesis/10251/59251

A importância dos serviços para as empresas de manufatura tem aumentado nas últimas décadas em função das alterações no ambiente em que estão inseridas. Dentre os aspectos relacionados com a oferta de serviços por empresas de manufatura, pode ser citado que os serviços são influenciados pelas definições realizadas durante o processo de desenvolvimento de produtos (PDP). No entanto, a literatura ainda é escassa no sentido de compreender essa relação. Dessa forma, o objetivo do presente trabalho é analisar as características dos serviços relacionados com os produtos e a sua relação com o PDP por meio de um estudo de caso em uma empresa do setor aeroespacial. Os dados foram coletados por meio de uma análise documental e entrevistas semi-estruturadas, em que foi feita a descrição das etapas do PDP, o levantamento e classificação do portfolio de serviços, a análise detalhada dos serviços selecionados e a análise da relação entre estes serviços e o PDP. Os resultados da análise confirmaram que os serviços são impactados pelas decisões de todas as etapas do PDP e para todos os serviços analisados e ainda apresenta quando e como essas relações acontecem. Os resultados obtidos foram comparados com a literatura existente. As relações identificadas influenciam diversos aspectos dos serviços analisados, como: o processo, o escopo, a infraestrutura, os custos e pessoas. / The importance of services to manufacturing companies has grown over the last decades due to several changes in the business environment. Among the aspects related with the offer of services by manufacturing companies is the fact that services are influenced by the decisions taken during the new product development process (NPD). Although, the literature is scarce when it comes to comprehend how this relationship happens. In this way, the objective of this study is to analyze the characteristics of product-related services and the relationship between the NPD process activities and these services through a case study in a manufacturing company of the aerospace industry. The data was collected with the use of a documentary analysis and semi-structured interviews, where the phases of the NPD were described, the service portfolio was identified and classified, the selected services were analyzed and the relationship between the NPD and these services. The results confirmed that all the services that were analyzed are influenced by the decisions of all NPD phases and maps it out. The results were then compared with the existing literature. The identified relationship influence several aspects of the services that were analyzed, such as: the process, the scope, the infrastructure, the costs and people.

A importância dos serviços para as empresas de manufatura tem aumentado nas últimas décadas em função das alterações no ambiente em que estão inseridas. Dentre os aspectos relacionados com a oferta de serviços por empresas de manufatura, pode ser citado que os serviços são influenciados pelas definições realizadas durante o processo de desenvolvimento de produtos (PDP). No entanto, a literatura ainda é escassa no sentido de compreender essa relação. Dessa forma, o objetivo do presente trabalho é analisar as características dos serviços relacionados com os produtos e a sua relação com o PDP por meio de um estudo de caso em uma empresa do setor aeroespacial. Os dados foram coletados por meio de uma análise documental e entrevistas semi-estruturadas, em que foi feita a descrição das etapas do PDP, o levantamento e classificação do portfolio de serviços, a análise detalhada dos serviços selecionados e a análise da relação entre estes serviços e o PDP. Os resultados da análise confirmaram que os serviços são impactados pelas decisões de todas as etapas do PDP e para todos os serviços analisados e ainda apresenta quando e como essas relações acontecem. Os resultados obtidos foram comparados com a literatura existente. As relações identificadas influenciam diversos aspectos dos serviços analisados, como: o processo, o escopo, a infraestrutura, os custos e pessoas. / The importance of services to manufacturing companies has grown over the last decades due to several changes in the business environment. Among the aspects related with the offer of services by manufacturing companies is the fact that services are influenced by the decisions taken during the new product development process (NPD). Although, the literature is scarce when it comes to comprehend how this relationship happens. In this way, the objective of this study is to analyze the characteristics of product-related services and the relationship between the NPD process activities and these services through a case study in a manufacturing company of the aerospace industry. The data was collected with the use of a documentary analysis and semi-structured interviews, where the phases of the NPD were described, the service portfolio was identified and classified, the selected services were analyzed and the relationship between the NPD and these services. The results confirmed that all the services that were analyzed are influenced by the decisions of all NPD phases and maps it out. The results were then compared with the existing literature. The identified relationship influence several aspects of the services that were analyzed, such as: the process, the scope, the infrastructure, the costs and people.

This thesis report is the final element of the Master of Science degree in Industrial Design Engineering at Luleå University of Technology, conducted between January and September 2017 at Saab AB Surveillance in Järfälla, Sweden. The purpose of this thesis project was to analyze the current situation inside production of aftermarket products with an aim to create an extensive mapping of the current situation. Resulting in suggestions for improvements to stabilize the production and creating integration between the aftermarket and new production.   Products produced at Saab Järfälla are used in military defense applications where the larger systems in electronic warfare (EW) and countermeasure systems have very long life cycles, i.e. up to 40 years, and are being used in harsh environments. The products have to be maintained through various service agreements to include support with repairs, maintenance, supplies and transports between Saab and the client. One of these service agreements has a demanded net average lead time of N+12 days between Saab’s facilities and the client whereas N days inside the Järfälla production site. Mapping the situation and handling all the product information in a production with high-mix, low-volume characteristics have not been easy. The aftermarket processes inside Järfälla include diagnosing, reparation, assembling and testing to ensure the performance of the products. The aftermarket shares resources with the production of newly manufactured products which is one of the reasons creating a vast difference in the lead times standard deviation. Other reasons such as information handling, priority inference, flexibility issues and bad visual management has been the effect of causing delays in the production.   The thesis project has been conducted through a development process using various methods for mapping the current situation and to come up with new ideas to improve the situation. Starting with a search in available literature and research about HMLV production, aftermarket situations and lean principles, onto using well-known methods for analyzing such as value stream mapping, Ishikawa diagrams and data collection to form a requirement specification for the upcoming solutions.   As a result, in the analysis of the current state, the fact that the processes itself works almost flawlessly shows that causes for delays and lack of stability lies between the operations. Thereby through ideation, evaluation and further development towards the conducted requirement specification, a solution to start with is to make sure the visual management works. A solution creating a complete overview of the production between all operations integrating new products with aftermarket using a new kind of visual production control boards. These visual production control boards will help prioritizing using FIFO queues and daily meetings, seeing capacity demands and troubles easy by stacking station- or areawise and also create an altogether working flow together with the current layout of the production site.   Further recommendations include further development of these visual production control boards together with implementing a CONWIP planning and control principle using wagons, standardize communications and continuously become more transparent inside the company. The proposed solutions might not guarantee N days inside the Järfälla production site but it will help operators, planners and management to easier locate problems and allocate capacity to increase the flexibility of the production. / Detta examensarbete är det sista delen på civilingenjörsprogrammet Teknisk Design vid Luleå tekniska universitet, ett arbete som genomfördes mellan januari och september 2017 hos Saab AB Surveillance i Järfälla, Sverige. Syftet med examensarbete var att utföra en nulägesanalys över eftermarknadsproduktionen för att senare kunna ge förslag på förbättringar och kunna hjälpa till att skapa integration mellan eftermarknadsproduktion och produktionen av nya produkter.   Produkter som produceras av Saab i Järfälla används i militära försvarssammanhang där de större systemen inom elektronisk krigsföring (EW) och motåtgärder har mycket långa livscykler, t.ex. upp till 40 år och används i mycket krävande miljöer. Därmed har produkterna olika omfattande serviceavtal för inkludera support med reparationer, underhåll, leverans och transporter mellan Saab och kund. Ett av dessa serviceavtal kräver en genomsnittlig netto ledtid på N+12 dagar mellan kund och Saab för reparation varav N dagar maximalt hos produktionen i Saab Järfälla. Kartläggningen av situationen och hanteringen av all produktinformation i en produktion med hög variation och låg volym har inte varit lätt. Eftermarknadsprocesserna inom Järfälla inkluderar diagnostisering, reparation, montering och testning för att säkerställa produktens prestanda. Eftermarknaden delar även resurser med produktion av nyframställda produkter vilket är en av anledningarna till att skapa en stor skillnad i ledtidens standardavvikelse. Andra orsaker som informationshantering, prioritetsinferens, flexibilitetsproblem och dålig visuell hantering har medfört förseningar i produktionen.   Projektet har genomförts genom en utvecklingsprocess med olika metoder för att kartlägga den nuvarande situationen och att komma med nya idéer för att förbättra situationen. Det startade med en sökning i tillgänglig litteratur och forskning om HMLV-produktion, eftermarknadssituationer och lean principer, på att använda välkända metoder för att analysera som value stream mapping, Ishikawa diagram och datainsamling för att skapa en kravspecifikation för kommande lösningar.   Som ett resultat visar det faktum att processerna själva fungerar nästan felfritt och att orsakerna till förseningar och bristen på stabilitet ligger istället mellan operationerna. Därigenom genom idégenerering, utvärdering och vidareutveckling mot den genomförda kravspecifikationen, är en lösning till att börja med att se till att den visuella hanteringen fungerar. En framställd lösning som skapar en fullständig översikt över produktionen mellan alla verksamheter som integrerar nya produkter med eftermarknaden med hjälp av en ny typ av visuella produktionsstyrningstavlor. Dessa visuella produktionsstyrningstavlorna kommer att bidra till att hjälpa prioritera genom att använda sig av FIFO-köer och dagliga möten, eftersom kapacitetsbehov och problem är enkla genom att istället stapla station- eller områdesvis och skapa ett helt arbetsflöde tillsammans med produktionsplatsens nuvarande layout.   Ytterligare rekommendationer inkluderar vidareutveckling av dessa visuella produktionsstyrningstavlorna tillsammans med implementering av en CONWIP planerings- och kontrollprincip med hjälp av vagnar, standardisering av kommunikationer och att kontinuerligt bli mer transparenta inom företaget. Lösningarna kan inte helt garantera N dagar på Järfällas produktionsplats, men det kommer att hjälpa operatörer, planerare och ledare att lättare hitta problem och fördela kapacitet för att öka produktionens flexibilitet.

Bakgrund: Eftermarknadsservice har både i tidigare forskning och praktiken länge setts som en svårkontrollerad funktion och även ett nödvändigt ont. Som en potentiell källa till konkurrenskraft genom innovation, marknadsföring, ökad kundnöjdhet och lönsamhet ställer vi oss därför frågan varför företag inte lyckas uppnå eftermarknadsservicens fördelar. Hur ser man egentligen på eftermarknadsservice? Kan det vara så att man inom företaget inte är ense om vad eftermarknaden ska bidra med? I så fall, vad beror det på, och vad får det för konsekvenser förföretaget? Syfte: Studiens syfte är att beskriva och skapa djupare förståelse för eftermarknadsservice och dess roll för olika funktioner inom företaget - samt att utreda vad deras syn beror på samt vad det får för konsekvenser. På så sätt syftar studien till att i förlängningen bidra med ny kunskapom vad det är som skapar de problem eftermarknaden upplever och hur dessa kan undvikas. Metod: Studien är av kvalitativ karaktär och utgår från ett hermeneutiskt perspektiv. Frågeställningar besvaras genom empirisk data som fåtts via djupgående intervjuer och egna observationer på det utvalda fallföretaget. De utvalda respondenterna innehar funktioner såsom direktör, eftermarknadschef, kundservicechef, produktchef, servicemedarbetare och servicetekniker. Slutsats: Olika funktioner inom företaget har olika syn på vad eftermarknadsservice ska bidramed. Till stor del ser de anställda hur eftermarknaden ska bidra till deras egen funktion och saknar helhetsperspektiv på dess potential. Detta identifierar vi som ett problem då konsekvensen blir att företaget går miste om funktionens potential som drivare av både kundnöjdhet, marknadsföring, innovation och lönsamhet. Vidare indikerar våra resultat att den enkelsidiga syn på eftermarknadsservice som finns i huvudsak beror på tre faktorer. Dels företagskulturen som bör underbygga gemenskap och vara öppen för förändring, dels hur man delar och integrerar kunskap för att inte gå miste om humankapital i form av tyst kunskap och slutligen hur organisationens struktur ser ut i grunden för att underbygga dessa andra aspekter. / Background: After Sales Service is a disputed function which in practice and former research has been viewed upon as difficult to control and as a necessary evil. As a potential source of competitiveness through innovation, marketing, increased customer satisfaction and profitability we asked ourselves why businesses does not reach the true benefits of after sale services. How does different functions within the company view aftersales and its roll? Are there different views on what aftersales services should contribute with? And if that is the case, why is that and what are the consequences for the company? Purpose: The purpose of the study is to contribute to a deeper understanding of after sales services and its roll for different functions within the company. Further more to examine what different views are based on and what the consequences of this are. Through this, the study aims to by extension contribute to the understanding of what creates the troubles aftersales services are experiencing and how to mitigate them. Research method: The study is based on a qualitative research method with a hermeneutic approach. The research questions are answered through empirical data collection through interviews and observations at the chosen case company. The chosen respondents interviewed are the general manager, the aftersales service manager, the customer service manager, the product manager and several service employees and technicians. Findings: Different functions within the company have different views on what the aftersales should contribute to. In a big sense the employees see more to their own function and lacks a lager perspective on the potential of after sales services as a whole. We find this troublesome though it leads to that the company misses out on some of the potential after sales services can bring as a driver of customer satisfaction, marketing, innovation and profitability. Further more, our results indicates that the one-sided perspective on the function could depend on three different factors. Firstly the organisational culture which should support community and be open to change. Secondly how the company is sharing and integrating knowledge to decrease the loss of tacit knowledge, and lastly what the base of the organisational structure is to support these aspects.

This study investigates relationship marketing by estate agencies in the residential property market of South Africa. In determining the residential estate agency's knowledge of relation­ ship marketing, an extensive literature study was undertaken on the marketing environment and broader market, marketing concept, market segmentation and target marketing, the marketing mix and expansion thereof, as well as customer service and internal marketing. An empirical study was conducted to determine the residential estate agency's present knowledge and practices of the basic components of relationship marketing. In the study a structured questionnaire was mailed to all residential estate agencies which are members of the Estate Agency Affairs Board. The most significant findings are that: the majority of respondents do not have mission statements and do not know what a mission statement is; they set marketing objectives which are communicated to the agents; when appointing new agents they consider the agent's service orientation and ability to work with clients, but qualifications and previous experience are not viewed as important; they train estate agents themselves and emphasise after-sales contact and building of long-term relationships, but do not stress customer behaviour influences; a large percentage do not conduct competitor analyses and view marketing research as unimportant, but are of the opinion that they have superior market knowledge and offer the best service quality; they regard the principles of the marketing concept as important; they engage in a large number of after-sales services, although few realise that contact after occupation is important; they regard the buyer's financial means as important and engage in activities to ensure customer service, but do not have formalised feedback systems to test customer satisfaction; they engage in internal marketing activities, strive to create a positive corporate culture and try to retain good agents. In conclusion it can be said that there is evidence that the principles of relationship marketing are followed by residential estate agencies in South Africa. There are, however, concerns about the long-term commitment of estate agencies towards their clients because of the lack of feedback systems and the lack of in-depth knowledge of the market. / Business Management / D. Comm (Business Management)

This study investigates relationship marketing by estate agencies in the residential property market of South Africa. In determining the residential estate agency's knowledge of relation­ ship marketing, an extensive literature study was undertaken on the marketing environment and broader market, marketing concept, market segmentation and target marketing, the marketing mix and expansion thereof, as well as customer service and internal marketing. An empirical study was conducted to determine the residential estate agency's present knowledge and practices of the basic components of relationship marketing. In the study a structured questionnaire was mailed to all residential estate agencies which are members of the Estate Agency Affairs Board. The most significant findings are that: the majority of respondents do not have mission statements and do not know what a mission statement is; they set marketing objectives which are communicated to the agents; when appointing new agents they consider the agent's service orientation and ability to work with clients, but qualifications and previous experience are not viewed as important; they train estate agents themselves and emphasise after-sales contact and building of long-term relationships, but do not stress customer behaviour influences; a large percentage do not conduct competitor analyses and view marketing research as unimportant, but are of the opinion that they have superior market knowledge and offer the best service quality; they regard the principles of the marketing concept as important; they engage in a large number of after-sales services, although few realise that contact after occupation is important; they regard the buyer's financial means as important and engage in activities to ensure customer service, but do not have formalised feedback systems to test customer satisfaction; they engage in internal marketing activities, strive to create a positive corporate culture and try to retain good agents. In conclusion it can be said that there is evidence that the principles of relationship marketing are followed by residential estate agencies in South Africa. There are, however, concerns about the long-term commitment of estate agencies towards their clients because of the lack of feedback systems and the lack of in-depth knowledge of the market. / Business Management / D. Comm (Business Management)