What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context
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 value-in-use as a starting point and employs empirical data on value propositions in a servitization context. The findings demonstrate ho...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
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Carleton University
2018-05-01
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| Series: | Technology Innovation Management Review |
| Subjects: | |
| Online Access: | http://timreview.ca/article/1157 |
| _version_ | 1818843692461457408 |
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| author | Kwesi Sakyi-Gyinae Maria Holmlund |
| author_facet | Kwesi Sakyi-Gyinae Maria Holmlund |
| author_sort | Kwesi Sakyi-Gyinae |
| collection | DOAJ |
| description | 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 value-in-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. |
| first_indexed | 2024-12-19T05:01:55Z |
| format | Article |
| id | doaj.art-982dda50df92418e920bf0f86a7655e8 |
| institution | Directory Open Access Journal |
| issn | 1927-0321 |
| language | English |
| last_indexed | 2024-12-19T05:01:55Z |
| publishDate | 2018-05-01 |
| publisher | Carleton University |
| record_format | Article |
| series | Technology Innovation Management Review |
| spelling | doaj.art-982dda50df92418e920bf0f86a7655e82022-12-21T20:35:03ZengCarleton UniversityTechnology Innovation Management Review1927-03212018-05-01853643http://doi.org/10.22215/timreview/1157What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization ContextKwesi Sakyi-Gyinae0Maria Holmlund1 Hanken School of Economics Hanken School of Economics 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 value-in-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.http://timreview.ca/article/1157customer value in useservice transitionservitizationvalue propositionvalue-in-use dimension |
| spellingShingle | Kwesi Sakyi-Gyinae Maria Holmlund What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context Technology Innovation Management Review customer value in use service transition servitization value proposition value-in-use dimension |
| title | What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context |
| title_full | What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context |
| title_fullStr | What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context |
| title_full_unstemmed | What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context |
| title_short | What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context |
| title_sort | what do business customers value an empirical study of value propositions in a servitization context |
| topic | customer value in use service transition servitization value proposition value-in-use dimension |
| url | http://timreview.ca/article/1157 |
| work_keys_str_mv | AT kwesisakyigyinae whatdobusinesscustomersvalueanempiricalstudyofvaluepropositionsinaservitizationcontext AT mariaholmlund whatdobusinesscustomersvalueanempiricalstudyofvaluepropositionsinaservitizationcontext |