TY  - CHAP
AB  - Abstract The topics of this chapter are quite fundamental for the book. The chapter deals with value in B2B; what is value, what creates value, how could value be identified, estimated, and exploited. For these reasons, the chapter presents a value calculation model and carries out a critical discussion of the meaningfulness of doing such calculations.A second theme is a discussion about solution sales relative to product sales and also systems selling. We also provide a comparison between business ventures focusing on selling goods, a goods-dominant logic, relative to services, a service-dominant logic. This comparison is made with reference to the two underlying themes of the book, the solution-oriented business and the continuously ongoing organizing activities.
SN  - 978-1-78754-969-2, 978-1-78754-968-5/
DO  - 10.1108/978-1-78754-968-520181004
UR  - https://doi.org/10.1108/978-1-78754-968-520181004
AU  - Axelsson Björn
AU  - Vilgon Mats
ED  - Per Andersson
ED  - Björn Axelsson
ED  - Christopher Rosenqvist
PY  - 2018
Y1  - 2018/01/01
TI  - Value-based Selling in the Service-dominated Business Landscape: Creating, Acting, and Organizing to Improve Customer’s Profits
T2  - Organizing Marketing and Sales
PB  - Emerald Publishing Limited
SP  - 77
EP  - 94
Y2  - 2024/04/25
ER  -