What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context

Kwesi Sakyi-Gyinae, Maria Holmlund

Research output: Contribution to journalArticleScientificpeer-review

Abstract

This study was conducted in response to calls from the research community and industry for a greater empirical exploration of value propositions. It uses customer valuein-use as a starting point and employs empirical data on value propositions in a servitization context. The findings demonstrate how customers articulate the value-in-use, or benefits, of a selected offering. These results are subsequently used to develop value proposition elements that are aligned with these benefits. The implications for the value proposition literature and for companies in a servitization situation are discussed.
Original languageEnglish
Peer-reviewed scientific journalTechnology Innovation Management Review
Volume8
Issue number5
Pages (from-to)36-43
Number of pages8
ISSN1927-0321
DOIs
Publication statusPublished - 30.05.2018
MoE publication typeA1 Journal article - refereed

Keywords

  • Customers and Relations
  • 512 Business and Management

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