Value-Based Marketing and Sales of Industrial Services: A systematic literature review in the age of digital technologies
With digital technologies, smart services become a cornerstone of industrial product-service
systems. Services are increasingly delivered by digital means and thereby become difficult …
systems. Services are increasingly delivered by digital means and thereby become difficult …
Aligning the mindset and capabilities within a business network for successful adoption of smart services
This paper explores the synchronized change of mindset and capability within a business
network that is driven by the adoption and provision of smart services. The research is …
network that is driven by the adoption and provision of smart services. The research is …
A conceptual framework for value co-creation in service enterprises (case of tourism agencies)
F Hamidi, N Shams Gharneh, D Khajeheian - Sustainability, 2019 - mdpi.com
Traditional companies used to design products, evaluate marketing messages, and control
product distribution channels with a low level of customer contribution. Nonetheless, with the …
product distribution channels with a low level of customer contribution. Nonetheless, with the …
Barriers to implementing value-based pricing in industrial markets: A micro-foundations perspective
Value-based pricing has the potential to improve differentiation, profitability, and value
creation for industrial firms and their customers. However, while most of the pricing research …
creation for industrial firms and their customers. However, while most of the pricing research …
Using structural equation modeling to analyze patient value, satisfaction, and loyalty: a case study of healthcare in China
R Miao, H Zhang, Q Wu, J Zhang… - International Journal of …, 2020 - Taylor & Francis
Understanding patient value is a key mechanism in addressing current healthcare
challenges, as well as for establishing a patient-centered healthcare system. With high …
challenges, as well as for establishing a patient-centered healthcare system. With high …
Towards a trustful digital world: exploring self-sovereign identity ecosystems
G Laatikainen, T Kolehmainen, M Li, M Hautala… - arXiv preprint arXiv …, 2021 - arxiv.org
In the current global situation-burdened by, among others, a vast number of people without
formal identification, digital leap, the need for health passports and contact tracking …
formal identification, digital leap, the need for health passports and contact tracking …
Overcoming institutional and capability barriers to smart services
Smart services have potential to improve value creation and profitability of industrial firms
and their customers. Defined as services that go beyond the upkeep and upgrades …
and their customers. Defined as services that go beyond the upkeep and upgrades …
Triadic value propositions: When it takes more than two to tango
Value propositions are reciprocal resource-integration promises and value alignment
mechanisms operating to and from actors seeking an equitable exchange. In a business …
mechanisms operating to and from actors seeking an equitable exchange. In a business …
Expanding the nature and scope of requirements for service systems through Service-Dominant Logic: the case of a telemonitoring service
A renewed understanding of service as a process of resource application and integration,
rather than as digital or physical products, shifts the focus of service engineering to the value …
rather than as digital or physical products, shifts the focus of service engineering to the value …
Selling solutions by selling value
P Töytäri - Practices and Tools for Servitization: Managing Service …, 2018 - Springer
Selling new innovative services and solutions demands a proactive and customer value-
focused sales approach, and new capabilities and resources to support the approach. Firms …
focused sales approach, and new capabilities and resources to support the approach. Firms …