[HTML][HTML] Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda
Value-based selling (VBS) has become an increasingly important selling practice in
contemporary business-to-business (B2B) markets, but currently most VBS studies are …
contemporary business-to-business (B2B) markets, but currently most VBS studies are …
Value-based pricing and cognitive biases: An overview for business markets
M Kienzler - Industrial Marketing Management, 2018 - Elsevier
To investigate how cognitive biases inhibit value-based pricing practices among managers
in business markets, this article considers five different cognitive biases—perceived lack of …
in business markets, this article considers five different cognitive biases—perceived lack of …
Learning to discover value: Value-based pricing and selling capabilities for services and solutions
JZ Raja, T Frandsen, C Kowalkowski… - Journal of Business …, 2020 - Elsevier
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 …
value; however, research has only begun to examine capabilities for value-based pricing …
Value-capture in digital servitization
GK Agarwal, J Simonsson, M Magnusson… - Journal of …, 2022 - emerald.com
Purpose Digital capabilities in operations and delivery through constant data acquisition and
future predictions have accelerated digital servitization through reduced uncertainty. New …
future predictions have accelerated digital servitization through reduced uncertainty. New …
What drives the implementation of customer success management? Antecedents of customer success management from suppliers' and customers' perspectives
M Kleinaltenkamp, K Prohl-Schwenke… - Industrial Marketing …, 2022 - Elsevier
Applications of customer success management are gaining increasing importance globally
across industries. Especially when selling and delivering complex offerings, suppliers need …
across industries. Especially when selling and delivering complex offerings, suppliers need …
Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value
Purpose Digital solutions (DS) that build on recurring revenue models (RRMs) offer new
opportunities to continuously create and capture superior value. However, many firms fail to …
opportunities to continuously create and capture superior value. However, many firms fail to …
Theory development in servitization through the application of fsQCA and experiments
Purpose The purpose of this study is to explain how the application of fuzzy-set qualitative
comparative analysis (fsQCA) and experiments can advance theory development in the field …
comparative analysis (fsQCA) and experiments can advance theory development in the field …
[HTML][HTML] Perception of value delivered in digital servitization
J Simonsson, G Agarwal - Industrial Marketing Management, 2021 - Elsevier
This paper intends to explore the perception of value delivered in digital servitization in a
business-to-business context of incumbent manufacturing firms. We investigate how …
business-to-business context of incumbent manufacturing firms. We investigate how …
Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory
When economic crises disrupt markets and stifle sales, business-to-business (B2B) vendors
are often tempted to respond by offering temporary price reductions to maintain sales and …
are often tempted to respond by offering temporary price reductions to maintain sales and …
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 …