Creating a Customer Value Proposition for District Heating Contractors
Ojanperä, Tuomas (2015)
Ojanperä, Tuomas
Metropolia Ammattikorkeakoulu
2015
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-201505188643
https://urn.fi/URN:NBN:fi:amk-201505188643
Tiivistelmä
The objective of this Master’s thesis is to create a CVP for district heating contractors, who are an important partner for the case company.
Action research approach was utilized because of its ability to accommodate the participant into the role of a researcher, implement the planned action into practice, and then reach to and evaluate the initiated change. It was also chosen because of its ability to do iterative reflection on the results during the research process.
The outcome of this thesis is a customer value proposition developed for district heating contractors. The research benefitted the case company significantly as a contractor survey and benchmarks from other turnkey offering district heating companies’ helped to gain understanding about contractor needs and offering turnkey service that had not been reported before. Based on these results the customer value proposition for the contractors was proposed, validated and finalised. The study also suggested practical and managerial implications as to what should be done in the future if the company is to continue on planning the introduction of turnkey service to their district.
Action research approach was utilized because of its ability to accommodate the participant into the role of a researcher, implement the planned action into practice, and then reach to and evaluate the initiated change. It was also chosen because of its ability to do iterative reflection on the results during the research process.
The outcome of this thesis is a customer value proposition developed for district heating contractors. The research benefitted the case company significantly as a contractor survey and benchmarks from other turnkey offering district heating companies’ helped to gain understanding about contractor needs and offering turnkey service that had not been reported before. Based on these results the customer value proposition for the contractors was proposed, validated and finalised. The study also suggested practical and managerial implications as to what should be done in the future if the company is to continue on planning the introduction of turnkey service to their district.