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Learning to discover value : value-based pricing and selling capabilities for services and solutions

Raja, Jawwad Z.; Frandsen, Thomas; Kowalkowski, Christian; … - In: Journal of business research : JBR 114 (2020), pp. 142-159

Persistent link: https://www.econbiz.de/10012257474

Exploring servitization in China : challenges of aligning motivation, opportunity and ability in coordinating an external service partner network

Raja, Jawwad Z.; Frandsen, Thomas - In: International journal of operations & production … 37 (2017) 11, pp. 1654-1682

Persistent link: https://www.econbiz.de/10011814774

Exploring the managerial dilemmas encountered by advanced analytical equipment providers in developing service-led growth strategies

Raja, Jawwad Z.; Frandsen, Thomas; Mouritsen, Jan - In: International journal of production economics 192 (2017), pp. 120-132

Persistent link: https://www.econbiz.de/10011782323

Learning To Discover Value : Value-Based Pricing and Selling Capabilities for Industrial Services

Raja, Jawwad; Frandsen, Thomas; Kowalkowski, Christian; … - 2021

Many manufacturers invest in advanced services and solutions to achieve superior customer value; however, research has only begun to examine capabilities for value-based pricing (VBP) and value-based selling (VBS) in relation to such offerings. This article explores (1) which capabilities firms...

Persistent link: https://www.econbiz.de/10013212243

Rigor in qualitative supply chain management research : lessons from applying repertory grid technique

Goffin, Keith; Raja, Jawwad Z.; Claes, Björn; … - In: International journal of physical distribution & … 42 (2012) 8/9, pp. 804-827

Persistent link: https://www.econbiz.de/10009671803

Achieving customer satisfaction through integrated products and services : an exploratory study

Raja, Jawwad Z.; Bourne, Dorota; Goffin, Keith; … - In: The journal of product innovation management : an … 30 (2013) 6, pp. 1128-1144

Persistent link: https://www.econbiz.de/10010210874