Abstract Product-Service Systems (PSS) are offered to deliver superior value propositions to
customers while achieving better results for business organizations. To achieve these …

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

Retail sales has consistently faced threats by technology throughout history, with the recent
advent of Artificial Intelligence (AI) posing the most recent challenge. It is often said that …

The recent COVID-19 pandemic has clearly shown how agricultural foods and e-commerce
initiatives are critical for many organizations, regions, and countries worldwide. Despite this …

COVID-19 has proven to be a disruptive and world-altering event often forcing professional
salespeople to rapidly change the manner in which they do business. Thereby, this …

Purpose This paper aims to identify a manufacturer's abilities to develop, build, sell and
deliver Internet of Things (IoT) services. Design/methodology/approach This paper is a …

The nature of professional selling has transformed profoundly over the last few decades
resulting in a fundamental redefinition of the role of the sales force. Despite this evolution …

In their effort to differentiate themselves from cost-driven rivals, many industrial companies
are beginning to serve their customers through value-based offerings. Such companies …

Purpose This study aimed to examine the digital transformation of business-to-business
(B2B) sales and its effects on the management of value-based selling. Design/methodology …

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 …