Value-based selling (VBS) has become an increasingly important selling practice in
contemporary business-to-business (B2B) markets, but currently most VBS studies are …

Purpose This study aims to contribute to the scholarly fields of supply chain management
(SCM) and service-dominant logic (SDL) by conducting a systematic literature review on …

The role of selling has become increasingly analytical and it is a central topic on senior
management's agenda in business markets. Still, sales strategy remains an under …

Project managers have traditionally evaluated project success using the “iron triangle” of
time, costs, and quality. In recent years, however, customer satisfaction and other client …

Many manufacturers invest in advanced services and solutions to achieve superior customer
value; however, research has only begun to examine capabilities for value-based pricing …

This study explores the origins and benefits of value quantification capabilities in industrial
markets. After polling 131 US industrial sales and account managers, this study finds that …

Adaptation in sales is common in business relationships. The purpose of this study is to
understand how the buyer–seller relationship affects sellers' sales process adaptation to …

Suppliers in business markets are increasingly providing complex offerings, which is
reflected in concepts like hybrid offerings, servitization and solution business. Such complex …

Purpose Despite increasing interest in customer solutions, and the importance of brand
management in the B2B context, prior research provides little understanding on brand …

Within the context of servitization, manufacturing firms increasingly offer outcome-based
contracts (OBCs) which sell the outcome of a manufacturing process instead of the …