Abstract
This chapter outlines the features of performance measurement systems for value-based selling when pursuing a solution business strategy. We argue for three main features of such performance measurement systems: systemic, customer relationship, and sales outcome performance measurement. Further, we identify that the value-based selling process requires input from strategic performance measurement processes for solution business and that the value-based selling process serves as a data-gathering process for strategic performance measurement. Through the outlined features, this chapter provides a basis for further development and implementation of performance measurement systems in solution business strategy and value-based selling. The main managerial contribution is to provide a basis for evaluating firms’ existing performance measurement systems as part of a solution business strategy, along with recommendations for the first implementation.
Original language | English |
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Title of host publication | The Palgrave Handbook of Servitization |
Editors | Marko Kohtamäki, Tim Baines, Rodrigo Rabetino, Ali Ziaee Bigdeli, Christian Kowalkowski, Rogelio Oliva, Vinit Parida |
Place of Publication | Cham |
Publisher | Springer International Publishing |
Pages | 149-163 |
Number of pages | 15 |
Edition | 1 |
ISBN (Electronic) | 978-3-030-75771-7 |
ISBN (Print) | 978-3-030-75770-0 |
DOIs | |
Publication status | Published - 1 Jan 2021 |
MoE publication type | A3 Part of a book or another research book |
Keywords
- Value-based selling
- Solution business strategy
- Performance measurement