The Features of Performance Measurement Systems in Value-Based Selling

Viktor Sundholm*, Magnus Hellström

*Tämän työn vastaava kirjoittaja

Tutkimustuotos: Artikkeli kirjassa/raportissa/konferenssijulkaisussaLukuTieteellinenvertaisarvioitu

Abstrakti

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.
AlkuperäiskieliEnglanti
OtsikkoThe Palgrave Handbook of Servitization
ToimittajatMarko Kohtamäki, Tim Baines, Rodrigo Rabetino, Ali Ziaee Bigdeli, Christian Kowalkowski, Rogelio Oliva, Vinit Parida
JulkaisupaikkaCham
KustantajaPalgrave Macmillan
Sivut149-163
Painos1
ISBN (elektroninen)978-3-030-75771-7
ISBN (painettu)978-3-030-75770-0
DOI - pysyväislinkit
TilaJulkaistu - 2021
OKM-julkaisutyyppiA3 Kirjan osa tai toinen tutkimuskirja

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