The Features of Performance Measurement Systems in Value-Based Selling

Viktor Sundholm*, Magnus Hellström

*Korresponderande författare för detta arbete

Forskningsoutput: Kapitel i bok/konferenshandlingKapitelVetenskapligPeer review

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.
OriginalspråkEngelska
Titel på värdpublikationThe Palgrave Handbook of Servitization
RedaktörerMarko Kohtamäki, Tim Baines, Rodrigo Rabetino, Ali Ziaee Bigdeli, Christian Kowalkowski, Rogelio Oliva, Vinit Parida
UtgivningsortCham
FörlagPalgrave Macmillan
Sidor149-163
Utgåva1
ISBN (elektroniskt)978-3-030-75771-7
ISBN (tryckt)978-3-030-75770-0
DOI
StatusPublicerad - 2021
MoE-publikationstypA3 Del av bok eller annan forskningsbok

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