TY - CHAP
T1 - The Features of Performance Measurement Systems in Value-Based Selling
AU - Sundholm, Viktor
AU - Hellström, Magnus
N1 - Publisher Copyright:
© The Editor(s) (if applicable) and The Author(s), under exclusive licence to Springer Nature Switzerland AG 2021.
PY - 2021/1/1
Y1 - 2021/1/1
N2 - 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.
AB - 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.
KW - Performance measurement
KW - Solution business strategy
KW - Value-based selling
UR - http://www.scopus.com/inward/record.url?scp=85160801811&partnerID=8YFLogxK
U2 - 10.1007/978-3-030-75771-7_10
DO - 10.1007/978-3-030-75771-7_10
M3 - Chapter
AN - SCOPUS:85160801811
SN - 9783030757700
SP - 149
EP - 163
BT - The Palgrave Handbook of Servitization
PB - Springer International Publishing
ER -