The Features of Performance Measurement Systems in Value-Based Selling

Viktor Sundholm () and Magnus Hellström ()
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Viktor Sundholm: Åbo Akademi University
Magnus Hellström: Åbo Akademi University

A chapter in The Palgrave Handbook of Servitization, 2021, pp 149-163 from Springer

Abstract: 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.

Keywords: Value-based selling; Solution business strategy; Performance measurement (search for similar items in EconPapers)
Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-75771-7_10

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DOI: 10.1007/978-3-030-75771-7_10

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