th edition). Pearson.٨Marketing research ( .(٢٠١٧) Burns, A, C., Veeck, A., & Bush, R. F.
Development and .(٢٠١٣) Biggemann, S., Kowalkowski, C., Maley, J., & Brege, S. implementation of customer solutions: A study of process dynamics and market
.١٠٩٢–١٠٨٣ ,(٧) shaping. Industrial Marketing Management, ٠٢٦.٠٧.٢٠١٣/j.indmarman.١٠١٦.١٠https://doi.org/
Drivers and outcomes .(٢٠٢٠) Böhm, E., Eggert, A., Terho, H., Ulaga, W. & Haas., A.
of salespersons’ value opportunity recognition competence in solution selling.
.١٩٧–١٨٠,(٣) Journal of Personal Selling & Sales Management,
١٧٧٨٤٨٤.٢٠٢٠.٠٨٨٥٣١٣٤/١٠٨٠.١٠https://doi.org/
Managing open innovation. Research-Technology Management. .(٢٠٠٤) Chesbrough, H. ١١٦٧١٦٠٤.٢٠٠٤.٠٨٩٥٦٣٠٨/١٠٨٠.١٠https://doi.org/ .٢٦-٢٣ ,(١)
Roles of actors in combining resources into .(٢٠١٢) Cantù, C., Corsaro, D., & Snehota, I.
.١٥٠–١٣٩ ,(٢) complex solutions. Journal of Business Research, ٠١٣.٠٥.٢٠١١/j.jbusres.١٠١٦.١٠https://doi.org/
Dynamic governance matching .(٢٠٢٠) Colm, L., Ordanini, A., & Bornemann, T.
.١٢٤–١٠٥ ,(١) in solution development. Journal of Marketing, ٠٠٢٢٢٤٢٩١٩٨٧٩٤٢٠/١١٧٧.١٠https://doi.org/
Marketing solutions in accordance with the S-D logic: Co- .(٢٠٠٨) Cova, B., & Salle, R.
هم‌آفرینی ارزش در شبکه‌های کسب‌وکار مبتنی بر راهکار مشتری در صنعت نرمافزار ١٧٧
,(٣) creating value with customer network actors. Industrial Marketing Management, ٠٠٥.٠٧.٢٠٠٧/j.indmarman.١٠١٦.١٠https://doi.org/ .٢٧٧–٢٧٠
Customer capabilities for solution .(٢٠٢٠) Elgeti, L., Danatzis, I., & Kleinaltenkamp, M.
.٥٩–٤٤ ,(٧) offerings in business markets. Industrial Marketing Management, ٠٣٢.٠٥.٢٠٢٠/j.indmarman.١٠١٦.١٠https://doi.org/
A phase model for solution .(٢٠١٧) Ferreira, F. N. H., Cova, B., Spencer, R., & Proença, J. relationship development: A case study in the aerospace industry. Journal of Business ٠٢٦٩-٢٠١٤-١٢/JBIM-١١٠٨.١٠https://doi.org/ .٦٣٩–٦٢٥ ,(٥) & Industrial Marketing,
Striving for network power: The perspective of .(٢٠١٥) Finne, M., Turunen, T., & Eloranta, V. ,(١) solution integrators and suppliers. Journal of Purchasing & Supply Management,
٠٠١.٠٨.٢٠١٤/j.pursup.١٠١٦.١٠https://doi.org/ .٢٤–٩
Network configuration, .(٢٠١٣) Frankenberger, K., Weiblen, T., & Gassmann, O. customer centricity, and performance of open business models: A solution
.٦٨٢–٦٧١ ,(٥) provider perspective. Industrial Marketing Management, ٠٠٤.٠٥.٢٠١٣/j.indmarman.١٠١٦.١٠https://doi.org/
Key skills for crafting customer solutions within an .(٢٠١٦) Friend, S. B., & Malshe, A.
.١٩١–١٧٤ ,(٢) ecosystem: A theories-in-use perspective. Journal of Service Research, ١٠٩٤٦٧٠٥١٥٦١٧١٥٤/١١٧٧.١٠https://doi.org/
Triple the .(٢٠٢٠) Gheidar-Kheljani, J., Esna Ashari, A., Karimi Gavareshki, M. capability, uncertainty and complexity of complex product and system development
.٩٩-٥٩ ,(١) projects [In Persian]. Innovation Management Journal, .html١٠٨١٣٩http://www.nowavari.ir/article_
Co-creating customer-focused solutions within business .(٢٠١٢) Hakanen, T., & Jaakkola, E.
.٦١١–٥٩٣ ,(٤) networks: A service perspective. Journal of Service Management, ٠٩٥٦٤٢٣١٢١١٢٦٠٤٣١/١١٠٨.١٠https://doi.org/
Co-creating integrated solutions within business networks: The KAM .(٢٠١٤) Hakanen, T.
.١٢٠٣–١١٩٥ ,(٧) team as knowledge integrator. Industrial Marketing Management, ٠٠٢.٠٨.٢٠١٤/j.indmarman.١٠١٦.١٠https://doi.org/
Solutions in business networks: Implications .(٢٠١٩) Hedvall, K., Jagstedt, S., & Dubois, A.
.٤٢١–٤١١ ,(١١) of an interorganizational perspective. Journal of Business Research, ٠٣٥.٠٢.٢٠١٩/j.jbusres.١٠١٦.١٠https://doi.org/
How to become a solution provider: System supplier’s .(٢٠٠٨) Helander, A., & Möller, K.
.٢٨٧–٢٤٧ ,(٣) strategic tools. Journal of Business-to-Business Marketing,
(زاب یروآون ه‌مان‌هژیو) ١٤٠١ ناتسبات / ٢ هرامش /م‌هد هرود /یروانف ه‌عسوت ت‌یریدم ه‌مانلصف ١٧٨
https://doi.org/١٠.١٠٨٠/١٥٤٧٠٦٢٠٨٠٢٠٥٩٢٦٥
Hoeber, B., & Schaarschmidt, M. (٢٠١٧). Transforming from service providers to solution providers: Implications for provider-customer relationships and customer-induced solution innovation. International Journal of Technology Management, (١/٢/٣), ٦٥–٩٠. https://doi.org/١٠.١٥٠٤/IJTM.٢٠١٧.٠٨٢٣٥٧
Huikkola, T., & Kohtamäki, M. (٢٠١٧). Solution providers’ strategic capabilities.
Journal of Business & Industrial Marketing, (٥),٧٥٢–٧٧٠. https://doi.org/١٠.١١٠٨/JBIM-١١-٢٠١٥-٠٢١٣
Jaakkola E., & Hakanen, T. (٢٠١٣). Value co-creation in solution networks. Industrial Marketing Management, (١), ٤٧–٥٨. https://doi.org/١٠.١٠١٦/j.indmarman.٢٠١٢.١١.٠٠٥
Koponen, J., Julkunen, S., & Asai, A. (٢٠١٩). Sales communication competence in international B٢B solution selling. Industrial Marketing Management, (٧), ٢٣٨–٢٥٢. https://doi.org/١٠.١٠١٦/j.indmarman.٢٠١٩.٠١.٠٠٩
Kreye, M. E. (٢٠١٨). Interactions between perceived uncertainty types in service dyads. Industrial Marketing Management, (٦), ٩٠–٩٩. https://doi.org/١٠.١٠١٦/j.indmarman.٢٠١٨.٠٤.٠١٤
Lincoln, Y. S., & Guba, E. G. (١٩٨٠). Naturalistic inquiry. SAGE.
Panagopoulos, N. G., Rapp, A. A., & Ogilvie, J. L. (٢٠١٧). Salesperson solution involvement and sales performance: The contingent role of supplier firm and customer-supplier relationship characteristics. Journal of Marketing, (٤), ١٤٤–١٦٤. https://doi.org/١٠.١٥٠٩/jm.١٥.٠٣٤٢
Parvari, P. (٢٠٢٠). A practical guide to marketing research: An emphasis on modern methods and techniques. Dibagaran.
Parvari, P., Ebrahimi, M., Karimi, M., & Raeisi, I. (٢٠٢٠). Transition from product to solutions: Understanding aspects and providing a conceptual framework for customer solutions in multinational companies; Meta–synthesis approach [In Persian]. Journal of International Business Administration, (١), ١٠٩-١٣٧. https://jiba.tabrizu.ac.ir/article_١٠٣٨٣.html
Parvari, P., Ebrahimi, M., & Karimi, M. (٢٠٢٢). The model of forming and deployment customer solutions in Iranian software industry [In Persian]. Management Research in Iran, (٢), ١٩٥-٢١٧. https://mri.modares.ac.ir/article_٥٨١.html
Pereira, G., Tzempelikos, N., Trento, L. R., Trento, C. R., Borchardt, M., & Viegas, C. V.
هم‌آفرینی ارزش در شبکه‌های کسب‌وکار مبتنی بر راهکار مشتری در صنعت نرمافزار ١٧٩
Top managers’role in key account management. Journal of Business & Industrial .(٢٠١٩) ٠٢٤٣-٢٠١٨-٠٨/JBIM-١١٠٨.١٠https://doi.org/ .٩٩٣–٩٧٧ ,(٥) Marketing,
The customer as enabler of value (co)-creation in the .(٢٠١٦) Petri, J., & Jacob, F.
.٧٢–٦٣ ,(٥) solution business. Industrial Marketing Management, ٠٠٩.٠٣.٢٠١٦/j.indmarman.١٠١٦.١٠https://doi.org/
Supplier representative activities and customer perceived value in .(٢٠١٣) Prior, D. D.
.١٢٠١–١١٩٢ ,(٨) complex industrial solutions. Industrial Marketing Management, ٠١٥.٠٣.٢٠١٣/j.indmarman.١٠١٦.١٠https://doi.org/
The impact of service worker personal resources on relationship .(٢٠١٦) Prior, D .D.
.٢٢٥–٢١٦ ,(٢) quality in business solutions. Industrial Marketing Management, ٠٠٣.٠٦.٢٠١٥/j.indmarman.١٠١٦.١٠https://doi.org/
Creating multi-vendor solutions: the resources and .(٢٠١٤) Raddats, C. O., & Burton, J.
.١٤٢–١٣٢ ,(٢) capabilities required. Journal of Business & Industrial Marketing, ٠٠٦١-٢٠١٢-٠٤/JBIM-١١٠٨.١٠https://doi.org/
Firm boundary decisions in solution business: Examining .(٢٠١٥) Salonen, A., & Jaakkola, E. ,(٨) internal vs. external resource integration. Industrial Marketing Management,
٠٠٢.٠٥.٢٠١٥/j.indmarman.١٠١٦.١٠https://doi.org/ .١٨٣–١٧١
Engaging .(٢٠٢٠) Salonen, A., Terho, H., Böhm, E., Virtanen, A., & Rajala, R. a product-focused sales force in solution selling: Interplay of individual-and
. organizational-level conditions. Journal of the Academy of Marketing Science, -z٠٠٧٢٩-٠٢٠-١١٧٤٧/s١٠٠٧.١٠https://doi.org/
Value co-creation in the management of projects delivering .(٢٠١٨) Sato, C. E. Y. integrated solutions: The case of BT Global Services in the UK. International
.٨١–٥٤ ,(١) Journal of Project Organisation and Management,
٠٩٠٣٦٧.٢٠١٨/IJPOM.١٥٠٤.١٠https://doi.org/
Born solution providers–dynamic capabilities .(٢٠١٨) Saul, C. J., & Gebauer, H.
.٤٦–٣١ ,(٦) for providing solutions. Industrial Marketing Management, ٠٠٧.٠١.٢٠١٨/j.indmarman.١٠١٦.١٠https://doi.org/
Basics of qualitative research: Techniques and .(١٩٩٨) Strauss, A., & Corbin, J.
procedures for developing grounded theory. Sage.
Scenarios planning in the future of .(٢٠١٦) Shakuri, S., & Bonyadi Naeini, A. technology in application software with future study approach [In Persian]. Journal
.١٣٨-١١١ ,(٤) of Technology Development Management,
١٨٠ فصلنامه مدیریت توسعه فناوری/ دوره دهم/ شماره ٢ / تابستان ١٤٠١ (ویژه‌نامه نوآوری باز)
٤١٠.٢٠١٦/jtdm.٢٢١٠٤.١٠https://doi.org/
Barriers and conditions of open .(٢٠١٧) Sjödin, D. R., Parida, V., & Lindström, J. operation: A customer perspective on value co-creation for integrated product-service
.١١١–٩٠ ,(١) solutions. International Journal of Technology Marketing, ٠٨١٥٠٥.٢٠١٧/IJTMKT.١٥٠٤.١٠https://doi.org/
Firm-brand community value co-creation as .(٢٠١٥) Skålén, P., Pace, S., & Cova, B.
.٦٢٠-٥٩٦ ,(٤/٣) alignment of practices. European Journal of Marketing, ٠٤٠٩-٢٠١٣-٠٨/ejm-١١٠٨.١٠https://doi.org/
A solution business model: capabilities and management practices for .(٢٠١١) Storbacka, K.
.٧١١–٦٩٩ ,(٥) integrated solutions. Industrial Marketing Management, ٠٠٣.٠٥.٢٠١١/j.indmarman.١٠١٦.١٠https://doi.org/
Customer solutions in the capital goods .(٢٠١١) Töllner, A., Blut, M., & Holzm¸ller, H. H. industry: Examining the impact of the buying center. Industrial Marketing Management,
٠٠١.٠٦.٢٠١١/j.indmarman.١٠١٦.١٠https://doi.org/ .٧٢٢–٧١٢ ,(٥)
Rethinking customer solutions: From .(٢٠٠٧) Tuli, K. R., Kohli, A. K., & Bharadwaj, S. G.
.١٧–١ ,(٣) product bundles to relational processes. Journal of Marketing, ٠٠١.٣.٧١/jmkg.١٥٠٩.١٠https://doi.org/
The role of a solutions salesperson: Reducing uncertainty .(٢٠١٨) Ulaga, W., & Kohli, A.K.
.١٦٨–١٦١ ,(٢) and fostering adaptiveness. Industrial Marketing Management, ٠٠٨.١١.٢٠١٧/j.indmarman.١٠١٦.١٠https://doi.org/
Transitioning from product to service-led growth .(٢٠١٤) Ulaga, W., & Loveland, J. M. in manufacturing firms: Emergent challenges in selecting and managing the industrial
.١٢٥–١١٣ ,(١) sales force. Industrial Marketing Management, ٠٠٦.٠٨.٢٠١٣/j.indmarman.١٠١٦.١٠https://doi.org/
Aplatform approach in solution business: How platform .(٢٠١٩) Wei, R., Geiger, S., & Vize, R. openness can be used to control solution networks. Industrial Marketing Management,
٠١٠.٠٤.٢٠١٩/j.indmarman.١٠١٦.١٠https://doi.org/ .٢٦٥–٢٥١ ,(٨)
Developing integrated solutions: The importance of .(٢٠٠٦) Windahl, C., & Lakemond, N.
.٨١٨–٨٠٦ ,(٧) relationships within the network. Industrial Marketing Management, ٠١٠.٠٥.٢٠٠٦/j.indmarman.١٠١٦.١٠https://doi.org/
)