A Value Proposition Development Framework for Industrial Service

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dc.contributor.authorTöytäri, Pekka
dc.contributor.authorRajala, Risto
dc.contributor.authorNilsson-Ollandt, Lucas
dc.contributor.authorKeränen, Joona
dc.date.accessioned2016-12-29T00:40:39Z
dc.date.available2016-12-29T00:40:39Z
dc.date.issued2017-01-04
dc.description.abstractValue proposition is a key concept in the research on service and in the practice of service management. Value propositions are described as tools to communicate and motivate a joint value creation opportunity among involved organizations and stakeholders. The future orientation and intangibility of service places value proposition as the key element of competitive service business. However, the concept of value proposition if often vaguely defined, the underlying theoretical concepts missing, and the managerial practices to create value propositions unexplored. This study investigates how value-focused industrial companies build value propositions by conducting customer value research. Building on our findings, we suggest theoretical and managerial frameworks for value proposition development.
dc.format.extent10 pages
dc.identifier.doi10.24251/HICSS.2017.195
dc.identifier.isbn978-0-9981331-0-2
dc.identifier.urihttp://hdl.handle.net/10125/41348
dc.language.isoeng
dc.relation.ispartofProceedings of the 50th Hawaii International Conference on System Sciences
dc.rightsAttribution-NonCommercial-NoDerivatives 4.0 International
dc.rights.urihttps://creativecommons.org/licenses/by-nc-nd/4.0/
dc.subjectCustomer value
dc.subjectvalue assessment
dc.subjectvalue proposition
dc.subjectvalue proposition development
dc.subjectvalue research
dc.titleA Value Proposition Development Framework for Industrial Service
dc.typeConference Paper
dc.type.dcmiText

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