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

Kwesi Sakyi-Gyinae, Maria Holmlund

Forskningsoutput: TidskriftsbidragArtikelVetenskapligPeer review

Sammanfattning

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.
OriginalspråkEngelska
Referentgranskad vetenskaplig tidskriftTechnology Innovation Management Review
Volym8
Nummer5
Sidor (från-till)36-43
Antal sidor8
ISSN1927-0321
DOI
StatusPublicerad - 30.05.2018
MoE-publikationstypA1 Originalartikel i en vetenskaplig tidskrift

Nyckelord

  • Customers and Relations
  • 512 Företagsekonomi

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