Sammanfattning
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.
| Originalspråk | Engelska |
|---|---|
| Titel på värdpublikation | The Palgrave Handbook of Servitization |
| Redaktörer | Marko Kohtamäki, Tim Baines, Rodrigo Rabetino, Ali Ziaee Bigdeli, Christian Kowalkowski, Rogelio Oliva, Vinit Parida |
| Utgivningsort | Cham |
| Förlag | Palgrave Macmillan |
| Sidor | 149-163 |
| Utgåva | 1 |
| ISBN (elektroniskt) | 978-3-030-75771-7 |
| ISBN (tryckt) | 978-3-030-75770-0 |
| DOI | |
| Status | Publicerad - 2021 |
| MoE-publikationstyp | A3 Del av bok eller annan forskningsbok |