Zobrazeno 1 - 5
of 5
pro vyhledávání: '"Hanna Luotola"'
Publikováno v:
Industrial Marketing Management. 65:59-75
Service delivery and solution selling both strive to achieve increased value through co-creation. However, the concept of value co-creation is a macro concept that still lacks precise empirical grounding and accurate operationalisation. To uncover th
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::9b2496a28930bc0c3e57b79bce1aee43
https://doi.org/10.1016/j.indmarman.2017.05.004
https://doi.org/10.1016/j.indmarman.2017.05.004
Autor:
Mika Viljanen, Johanna Liinamaa, Maria Ivanova-Gongne, Hanna Luotola, Anna Hurmerinta, Magnus Gustafsson
Publikováno v:
Industrial Marketing Management. 59:37-49
Solution sellers increasingly use value-based selling and pricing strategies to market and monetize their offerings. Performance-based contracts constitute a key component of value-based pricing strategies. The present study explores solutions to the
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::86c1e0e97fcd05303f870df4ad6fcf7d
https://doi.org/10.1016/j.indmarman.2016.05.032
https://doi.org/10.1016/j.indmarman.2016.05.032
Publikováno v:
Construction Management and Economics. 34:272-285
Like services in general project execution services ought to be marketed and sold based on the value they add rather than the cost they accrue. Project services are typically complex and abstract, and hence their benefits are difficult to directly ex
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::2c8a93eb77219f8e77cf0bac06b09c28
https://doi.org/10.1080/01446193.2016.1151062
https://doi.org/10.1080/01446193.2016.1151062
Publikováno v:
Practices for Network Management ISBN: 9783319496481
Being a solution provider differs significantly from being an industrial product manufacturer, as solution sales necessitate value-based selling techniques. In order to succeed in solution sales, sellers have to change their way of doing business by
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::1c899aacadaa2c9fe96318e52aacf32c
https://doi.org/10.1007/978-3-319-49649-8_17
https://doi.org/10.1007/978-3-319-49649-8_17
Autor:
Hanna Luotola, Magnus Gustafsson, Mika Viljanen, Johanna Liinamaa, Maria Ivanova-Gongne, Anna Hurmerinta
Publikováno v:
Practices for Network Management ISBN: 9783319496481
Creating and sustaining solutions business networks pose considerable challenges to lead firms. These challenges, in our contention, often stem from inadequate integration. In this chapter, we introduce a functional-contracting approach to facilitate
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::303f2425ddba0585595ffdce7e5ba246
https://doi.org/10.1007/978-3-319-49649-8_6
https://doi.org/10.1007/978-3-319-49649-8_6