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The Features of Performance Measurement Systems in Value-Based Selling

In: The Palgrave Handbook of Servitization

Author

Listed:
  • Viktor Sundholm

    (Åbo Akademi University)

  • Magnus Hellström

    (Åbo Akademi University
    University of Agder)

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.

Suggested Citation

  • Viktor Sundholm & Magnus Hellström, 2021. "The Features of Performance Measurement Systems in Value-Based Selling," Springer Books, in: Marko Kohtamäki & Tim Baines & Rodrigo Rabetino & Ali Ziaee Bigdeli & Christian Kowalkowski & Rogeli (ed.), The Palgrave Handbook of Servitization, pages 149-163, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-75771-7_10
    DOI: 10.1007/978-3-030-75771-7_10
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