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2021 | OriginalPaper | Buchkapitel

The Features of Performance Measurement Systems in Value-Based Selling

verfasst von : Viktor Sundholm, Magnus Hellström

Erschienen in: The Palgrave Handbook of Servitization

Verlag: Springer International Publishing

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Abstract

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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Titel: The Features of Performance Measurement Systems in Value-Based Selling
verfasst von: Viktor Sundholm
Magnus Hellström
Verlag: Springer International Publishing
Buch: The Palgrave Handbook of Servitization
Print ISBN: 978-3-030-75770-0

Electronic ISBN: 978-3-030-75771-7

Copyright-Jahr: 2021
DOI: https://doi.org/10.1007/978-3-030-75771-7_10