The Features of Performance Measurement Systems in Value-Based Selling

Viktor Sundholm; Magnus Hellström

doi:10.1007/978-3-030-75771-7_10

The Features of Performance Measurement Systems in Value-Based Selling

Viktor Sundholm^*
, Magnus Hellström

^*Tämän työn vastaava kirjoittaja

Teollisuustalouden laboratorio

Tutkimustuotos: Artikkeli kirjassa/raportissa/konferenssijulkaisussa › Luku › Tieteellinen › vertaisarvioitu

62 Lataukset (Pure)

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.

Alkuperäiskieli	Englanti
Otsikko	The Palgrave Handbook of Servitization
Toimittajat	Marko Kohtamäki, Tim Baines, Rodrigo Rabetino, Ali Ziaee Bigdeli, Christian Kowalkowski, Rogelio Oliva, Vinit Parida
Julkaisupaikka	Cham
Kustantaja	Springer International Publishing
Sivut	149-163
Sivumäärä	15
Painos	1
ISBN (elektroninen)	978-3-030-75771-7
ISBN (painettu)	978-3-030-75770-0
DOI - pysyväislinkit	https://doi.org/10.1007/978-3-030-75771-7_10
Tila	Julkaistu - 1 tammik. 2021
OKM-julkaisutyyppi	A3 Kirjan osa tai toinen tutkimuskirja

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10.1007/978-3-030-75771-7_10Lisenssi: Publisher rights policy

The Features of Performance Measurement Systems in Value-Based SellingHyväksytty kirjoittajan käsikirjoitus, 1 MBLisenssi: Publisher rights policy

https://urn.fi/URN:NBN:fi-fe202201148569

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Sundholm, V., & Hellström, M. (2021). The Features of Performance Measurement Systems in Value-Based Selling. teoksessa M. Kohtamäki, T. Baines, R. Rabetino, A. Ziaee Bigdeli, C. Kowalkowski, R. Oliva, & V. Parida (Toimittajat), The Palgrave Handbook of Servitization (1 toim., Sivut 149-163). Springer International Publishing. https://doi.org/10.1007/978-3-030-75771-7_10

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The Features of Performance Measurement Systems in Value-Based Selling. / Sundholm, Viktor; Hellström, Magnus.
The Palgrave Handbook of Servitization. toim. / Marko Kohtamäki; Tim Baines; Rodrigo Rabetino; Ali Ziaee Bigdeli; Christian Kowalkowski; Rogelio Oliva; Vinit Parida. 1. toim. Cham: Springer International Publishing, 2021. s. 149-163.

Tutkimustuotos: Artikkeli kirjassa/raportissa/konferenssijulkaisussa › Luku › Tieteellinen › vertaisarvioitu

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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.

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The Features of Performance Measurement Systems in Value-Based Selling

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