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Bridging the theory to application gap in value‐based selling

Pekka Töytäri (Aalto University School of Science, Aalto, Finland)
Thomas Brashear Alejandro (School of Management, University of Massachusetts, Amherst, Massachusetts, USA)
Petri Parvinen (Aalto University School of Economics, Aalto, Finland)
Ilmari Ollila (Aalto University School of Economics, Aalto, Finland)
Nora Rosendahl (McKinsey & Company, Helsinki, Finland)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 23 August 2011

Abstract

Purpose

Increasing pressure to reduce costs and skepticism of promised value‐added are forcing suppliers to produce tangible proof of the monetary value they create for customers. The academic literature on the practical activities related to value‐based selling remains sparse. This paper aims to bridge the gap between the abundant theoretical customer value frameworks and implementation practices to create a practical foundation for value‐based sales activities in firms that aim to become value creators.

Design/methodology/approach

Based on two case studies, the authors map the best practices in customer value quantification from the point of view of industrial customers, and study value‐based sales processes to uncover the value‐based sales activities for implementing and profiting from customer value.

Findings

The results suggest a customer‐focused sales process that centers on creating value, quantifying the value created, and creating a situation where customer and supplier maximize their utility through value sharing.

Research limitations/implications

The generalizability of the findings is limited to the industrial and service selling context.

Practical implications

Successful industrial and service requires tangible proof and evidence of the value and utility of the suppliers' business impact on the customer's operation. The paper aims to contribute to the value quantification knowledge and practices.

Originality/value

The academic literature on the practical activities related to value‐based selling remains sparse, while the importance of the value quantification knowledge and value selling process is growing rapidly.

Keywords

Citation

Töytäri, P., Brashear Alejandro, T., Parvinen, P., Ollila, I. and Rosendahl, N. (2011), "Bridging the theory to application gap in value‐based selling", Journal of Business & Industrial Marketing, Vol. 26 No. 7, pp. 493-502. https://doi.org/10.1108/08858621111162299

Publisher

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Emerald Group Publishing Limited

Copyright © 2011, Emerald Group Publishing Limited