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

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 …

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 …

Purpose Digital capabilities in operations and delivery through constant data acquisition and
future predictions have accelerated digital servitization through reduced uncertainty. New …

Applications of customer success management are gaining increasing importance globally
across industries. Especially when selling and delivering complex offerings, suppliers need …

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 …

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 …

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 …

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 …

With digital technologies, smart services become a cornerstone of industrial product-service
systems. Services are increasingly delivered by digital means and thereby become difficult …