Authors: Björn C. Müller; Marko Kohtamäki; Rodrigo Rabetino; Tero Vuorinen
Companies move from offering products to solutions with the intention of overcoming shrinking profit margins. In order to emphasize their offering’s superior value, solution providers want to participate in customer success and thus provide tangible evidence through quantifying value prior to implementation. This paper provides a systematic review of the existing research on value quantification to clarify why value-based selling still has a low adoption rate in industry. We identify constraints, practices and processes in order to craft a comprehensive generic value quantification process model that is intended to serve as foundation for future studies. From a managerial viewpoint, our study provides step-by-step guidelines for the managerial application of value-based sales approaches and raises awareness for their underlying constraints, limiting industrial adoption.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2016
Conference: Poznan, Poland (2016)