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.
| Original language | English |
|---|---|
| Title of host publication | The Palgrave Handbook of Servitization |
| Editors | Marko Kohtamäki, Tim Baines, Rodrigo Rabetino, Ali Ziaee Bigdeli, Christian Kowalkowski, Rogelio Oliva, Vinit Parida |
| Place of Publication | Cham |
| Publisher | Palgrave Macmillan |
| Pages | 149-163 |
| Edition | 1 |
| ISBN (Electronic) | 978-3-030-75771-7 |
| ISBN (Print) | 978-3-030-75770-0 |
| DOIs | |
| Publication status | Published - 2021 |
| MoE publication type | A3 Part of a book or another research book |
Keywords
- Value-based selling
- Solution business strategy
- Performance measurement