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Value-based selling: a multi-component exploration
Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
Department of Marketing, UMass Amherst, Amherst, Massachusetts, USA.
2019 (English)In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 34, no 2, p. 360-373Article in journal (Refereed) Published
Abstract [en]

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 value-based selling: comprehension, crafting and confirmation. Partial least squares path analysis tested the conceptual model.

Findings

Salespeople’s learning orientation has the greatest impact on the use of value-based selling. Managerial support exerts a positive effect on crafting. Salespeople’s experience has a positive impact on comprehension and confirmation. The implementation of value-based selling has a positive effect on sales performance.

Research limitations/implications

The research is cross-sectional, with a small sample size (n = 60). The data were collected from a single source (i.e. salespeople).

Practical implications

The results suggest that value-based selling is a multi-component sales process that requires balancing managerial actions among individual and organizational factors.

Originality/value

This paper presents a broad evaluation of measures and assessments of value-based selling in business-to-business sales settings. The findings provide new elaborations on the theoretical and practical implications of value-based selling and reveal which individual and organizational factors affect the usage of value-based selling.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2019. Vol. 34, no 2, p. 360-373
Keywords [en]
Manufacturing, Experience, Value-based selling, Learning orientation, Managerial support
National Category
Applied Psychology Business Administration
Identifiers
URN: urn:nbn:se:liu:diva-154789DOI: 10.1108/JBIM-02-2017-0037ISI: 000460932300007Scopus ID: 2-s2.0-85054882577OAI: oai:DiVA.org:liu-154789DiVA, id: diva2:1292041
Note

Funding agencies: Torsten Soderbergs Stiftelse, Sweden [E24/14]; Swedish innovation agency (VINNOVA)

Available from: 2019-02-26 Created: 2019-02-26 Last updated: 2019-04-01Bibliographically approved

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Kienzler, MarioKindström, Daniel

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  • apa
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Output format
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