Value-based selling (VBS) has become an increasingly important selling practice in
contemporary business-to-business (B2B) markets, but currently most VBS studies are …

Purpose The business-to-business (B2B) marketing literature is heavily focused on the
manufacturing sector. However, it is the B2B service sector that shows the highest growth in …

Purpose (Digital) servitization, referring to service-driven strategies and their increasing
implementation in manufacturing, is one of the most rapidly growing areas in industrial …

Although research in business-to-business (B2B) marketing has significantly increased,
critical voices questioning the managerial relevance and theoretical innovativeness of the …

The advent of the digital economy era has provided significant opportunities to establish
new supply chain networks. However, many manufacturing enterprises struggle to effectively …

Sales research has long established that salesperson individual and team drivers are key
for executing effective selling strategies. Yet radical changes in the sales context in the past …

Purpose Value-based selling (VBS) is increasingly a key success factor in business to
business (B2B) settings, but its relationship with digital solutions selling (DSS) has not been …

Purpose Digital solutions (DS) that build on recurring revenue models (RRMs) offer new
opportunities to continuously create and capture superior value. However, many firms fail to …

Complex service innovations constitute a cornerstone in the strategy of numerous industrial
companies. The industrial sales force assumes an important role in the selling of these …

Despite the growing importance of servitization as a source of competitiveness for
manufacturers, limited knowledge exists about organizational issues of servitization …