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To link to full-text access for this article, visit this link: http://dx.doi.org/10.1016/j.indmarman.2006.04.009 Byline: Andrew Davies (a), Tim Brady (b), Michael Hobday (c) Keywords: Organization; Integrated solutions; Systems seller; Systems integrator Abstract: This paper aims to examine how firms are organizing to provide integrated solutions: a business model for the supply of capital goods based on the provision of products and services as integrated solutions to individual customer's needs. The industrial marketing literature suggests that the origins of this business model can be traced back to early 1960s when firms adopted strategies and organizations for 'systems selling'. The marketing literature helps us to identify two contrasting types of organizations: (1) the vertically-integrated systems seller that produces all the product and service components in a system; and (2) the systems integrator that coordinates integration of components supplied by external firms. The paper uses these two ideal types to analyse the strategies and organizations of five case study firms that have recently attempted to move into the provision of integrated solutions. It argues that there is no evidence to support the continuing dominance of the systems seller or a simple transition from systems selling to systems integration. A more complex pattern of organizational forms is emerging, combining elements of both systems selling (i.e. vertical integration into services) and systems integration. Author Affiliation: (a) Tanaka Business School, Imperial College London, South Kensington Campus, London SW7 2AZ, UK (b) University of Brighton, CENTRIM, The Freeman Centre, University of Sussex Campus, Falmer, Brighton BN1 9QE UK (c) University of Sussex, SPRU, The Freeman Centre, University of Sussex, Falmer, Brighton BN1 9QE UK Article History: Received 25 May 2005; Revised 20 December 2005; Accepted 3 April 2006

Byline: TIM BRADY Our industry is talking about CSA 2010 and its impact. But there's another storm brewing: the Administration's plan to redefine 'independent contractor.' In the proposed 2010 budget, [...]

Byline: TIM BRADY Good news for trucking companies: The spot freight market, the single largest source of freight for most small motor carriers, has shown significant improvement. According to TransCore's [...]

Byline: TIM BRADY Does your motor carrier have a hauling rate range based on the actual costs of doing business? Are you letting brokers and shippers set your rates? If [...]

Byline: TIM BRADY As we progress further into 2010, signs are pointing to a slow recovery process. But if you feel like you're still digging yourself into a deeper financial [...]

Byline: TIM BRADY Large carriers operate under the volume theory of hauling: 'Make a minimal profit on each load, but haul a tremendous number of loads to grow the bottom [...]

Byline: Tim Brady For any company, finding cash to keep its operation afloat amid rising fuel costs is always difficult. But most businesses have more funds available than they know, [...]

His Father's Son, by Tim Brady Theodore Roosevelt Jr. struggled to escape the shadow of his father, the president. This biography spans the younger Roosevelt's World War I service through [...]

The Leper Spy, by Ben Montgomery Josefina 'Joey' Guerrero, a Filipina leper, used her greatest weakness to succeed as a World War II spy. Japanese soldiers she encountered were too [...]

Ten years after ITV ran its first broadcast sponsorship Tim Brady, who brokered the deal, investigates how much the industry has achieved and suggests what the future may hold for […]

Sir, I read with interest your annual Green Issue and we were delighted to be mentioned for our own small contribution ('RH Amar makes the switch to LED lighting,' p8). [...]

Research is presented describing the role of expansion and new development lines to build organisational capabilities and reuse technological and innovative knowledge.

Research describing a management tool for the rapid analysis of software intensive complex products and systems is presented. In particular an outside intervention method known as software analysis-software improvement is developed.

What was your first-ever job? I was a labourer on a dairy farm. But despite having the smallest hands and arms compared with everyone else, I often had to step [...]

Regarding the decline of wild bobwhite quail hunting ['The Quail Crusaders']: Part of the problem is a lack of places to hunt the birds. Most public-hunting lands are managed for [...]

I got my first guitar pedal for Christmas in 1973-an original orange MAR Phase 90. (Would that I had kept it, a vintage pedal like that could finance quite the [...]

The airline industry is currently experiencing a high volume of airline pilot retirements. As a result, there is a large demand for new airline pilots. Many regional airlines are reporting that there is a pilot shortage in the airline industry since they are having difficulty hiring enough qualified pilots to meet their demand. Conversely, research has shown that there is a sufficient number of qualified pilots in the USA to meet the current and future demand. The purpose of this descriptive study was to quantify the motivations of the entire ATP/commercial pilot population and to specifically identify the reasons why two-thirds of the ATP/commercial pilot population have decided not to seek airline employment. The results suggest that insufficient pay is the primary reason that pilots choose non-aviation careers and that an increase in starting salary would motivate many qualified pilots to seek employment at regional airlines.

TV sports programme sponsorship began in 1989. Until the mid-Nineties, sports programme sponsors came from a separate pool to the sponsors of the actual event. There was no specific reason […]

The article suggests the significance of linking music educators and professional music creators. Music educators are advised to start working together since they have a balanced set of complementary skills to offer aspiring musicians. Two principles that may help in the process of teaching in a coherent, quantifiable manner are highlighted. First, it should be accepted that the teaching of creative music making, both improvisation and composition, is partially about knowledge transfer. Second, emphasis should be given on the process of music making.

This paper presents a model of project capability-building consisting of two interacting levels of learning. First, it describes the bottom-up, ‘project-led’ phases of learning that occur when a firm moves into a new technology/market base: an exploratory ‘vanguard project’ phase; a ‘project-to-project’ phase to capture lessons learned; and a ‘project-to-organization’ phase when an organization increases its capabilities to deliver many projects. Second, it addresses the ‘business-led’ learning (within which the project-led learning is embedded) that occurs when ‘top-down’ strategic decisions are taken to create and exploit the company-wide resources and capabilities required to perform increasingly predictable and routine project activities.

The article focuses on medical researcher and inventor John Julian Wild and his significant contributions to the field of ultrasound medicine. Wild was nominated for a Nobel Prize in Medicine in 1985 and the winner of the Japan Prize in 1991. In 1946 in Minneapolis, Minnesota, he studied the use of ultrasound to measure the thickness of bowel walls. He built and refined a clinical ultrasonic scanner in collaboration with electrical engineer John Reid.

Christopher H. Sterling, BROADCASTING IN AMERICA: A SURVEY OF TELEVISION, RADIO, AND NEW TECHNOLOGIES (Boston: Houghton Mifflin, 1982—$20.95)CURRENT DEVELOPMENTS IN TV AND RADIO (Practising Law Institute, 810 Seventh Ave., New York, N.Y. 10019—$25, paper)Joseph H. Udelson, THE GREAT TELEVISION RACE: A HISTORY OF THE AMERICAN TELEVISION INDUSTRY 1925-1941 (University: University of Alabama Press, 1982—$18.95)Harry Castleman and Walter J. Podrazik, WATCHING TV: FOUR DECADES OF AMERICAN TELEVISION (New York: McGraw-Hill, 1982 —$14.95)Larry James Gianakos, TELEVISION DRAMA SERIES PROGRAMMING: A COMPREHENSIVE CHRONICLE, 1975-1980 (Metuchen, N.J.: Scarecrow Press, 1981—$25.00)Ronald A. Cass, REVOLUTION IN THE WASTELAND: VALUE AND DIVERSITY IN TELEVISION (Charlottesville, Va. University Press of Virginia, 1981—$10.00)Bob Gilbert, Larry Perry, and Tim Brady, PERRY'S BROADCAST NEWS HANDBOOK (Perry Publications, One Tennessee Square, Box 3194, Oak Ridge, Tenn. 37830—$99.95, price includes first year's update service)

The article discusses the management and operability of emergency power backup systems when needed as the last line of defence during times of emergency. It shares some insights regarding the performance of emergency generators when needed. It focuses on the management of diesel fuel quality and its importance in the fuel burning process which can be impacted by contaminants such as water, inorganic particulate matter, and microbial growth.

The article offers advice from professional cyclists for the starting bike rider. These include the purchase of appropriate safety equipment, establishing the appropriate riding pace and defensive cycling. Also suggested are reading all the professional cyclists' tips and watching all the cycling events.

The article offers information on the Canadian New Music Network (CNMN) that was established in 2005. The basic premise of CNMN is to create new music as a form of personal expression and one that promotes a single, strong and unified voice. The network's members include other ensembles, organizations and jazz musicians.

Two letters to the editor are presented in response to articles in previous issues including "The 25 Greatest Shotguns Ever" in the September 2012 issue, "The Quail Crusaders" in a previous issue, and a letter on pet snakes.

This article features the experience of Tim Brady, innkeeper at Forty Putney Road B&B in Brattleboro, Vermont, in using a simple control center in the check-in area of the inn. The solution was a combination of products from SmartHome that allowed Brady to have the control center. This control center enabled Brady to hit one button for each room turning on the lights, the music, and setting the temperature.