Purpose: This paper aims to investigate factors that affect the use of value-based selling and the subsequent influences on salespeople’s sales performance. Design/methodology/approach: Industrial salespeople from five steel manufacturers were surveyed. Scales measure three components of...

Purpose: To successfully create customer value, firms must use coherent market strategies and perform value-creating activities that enable them to develop solutions to customers’ needs. However, as firms exhibit differences in how they approach value creation, their market strategies will...

The number of service innovation articles has increased dramatically in the past 25 years. By reviewing 128 articles published between 1986 and 2010, primarily in leading marketing and innovation journals, this study analyzes the progression of service innovation research according to topicality...