liu.seSearch for publications in DiVA
Endre søk
RefereraExporteraLink to record
Permanent link

Direct link
Referera
Referensformat
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • oxford
  • Annet format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annet språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf
Selling and sales management for successful servitization: A systematic review and research agenda
Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. CBMI—Centre for Business Model Innovation, Department of Management and Engineering, Linköping University; CERS—Centre for Relationship Marketing and Service Management, Department of Marketing, Hanken School of Economics.ORCID-id: 0000-0002-4081-9737
Chair of Marketing Management, Marketing Center Münster, University of Münster.ORCID-id: 0000-0002-4306-2418
Chair of Marketing Management, Marketing Center Münster, University of Münster.ORCID-id: 0009-0006-6920-8637
School of Business and Economics, University of Jyväskylä.ORCID-id: 0000-0003-3404-8304
Vise andre og tillknytning
2025 (engelsk)Inngår i: Journal of Personal Selling & Sales Management, ISSN 0885-3134, E-ISSN 1557-7813, Vol. 45, nr 4, s. 319-345Artikkel i tidsskrift (Fagfellevurdert) Published
Abstract [en]

Servitization—the shift from product to service-centric business models—has attracted widespread attention, yet best practices for selling services and transforming the salesforce remain unclear. In response, this study systematically reviews the literature on selling and sales management for servitization. Analyzing 66 articles across 21 journals, we identify three key themes: customer engagement throughout the purchase journey, skills and abilities of selling actors, and sales management support. Our integrative framework highlights how the selling of services and solutions necessitates a collaborative, cross-functional process of customer engagement across various stages of the journey. Ideally, this engagement fosters recurring cycles with loyalty loops, driven by proactive customer success management. We also present a comprehensive research agenda with four key themes bridging critical gaps in current knowledge. From a managerial perspective, our review underscores that servitization necessitates extensive organizational changes beyond the sales function, affecting not only what firms sell but also how they sell. 

sted, utgiver, år, opplag, sider
Taylor & Francis , 2025. Vol. 45, nr 4, s. 319-345
Emneord [en]
Servitization;Solution selling;B2B services; Sales management;Salesforce transformation; Customer success
HSV kategori
Identifikatorer
URN: urn:nbn:se:liu:diva-214497DOI: 10.1080/08853134.2025.2502168ISI: 001498176900001Scopus ID: 2-s2.0-105006994943OAI: oai:DiVA.org:liu-214497DiVA, id: diva2:1965692
Forskningsfinansiär
Marianne and Marcus Wallenberg Foundation, 2023.0053
Merknad

Funding Agencies|Marianne and Marcus Wallenberg Foundation [MMW 2023.0053]

Tilgjengelig fra: 2025-06-09 Laget: 2025-06-09 Sist oppdatert: 2026-04-30bibliografisk kontrollert

Open Access i DiVA

fulltext(4468 kB)1 nedlastinger
Filinformasjon
Fil FULLTEXT02.pdfFilstørrelse 4468 kBChecksum SHA-512
182fbfb2dfa5e798ab9b0282ff2046fa9f9bf12b0d22d78c4c801d576c1f5ddeac0ec20558ba26445a0d73f1ecce42d6230101d8d352cd2be245268c712fef2c
Type fulltextMimetype application/pdf

Andre lenker

Forlagets fulltekstScopus

Person

Kowalkowski, Christian

Søk i DiVA

Av forfatter/redaktør
Kowalkowski, ChristianKramer, VictoriaEravci, SertanSalonen, Anna
Av organisasjonen
I samme tidsskrift
Journal of Personal Selling & Sales Management

Søk utenfor DiVA

GoogleGoogle Scholar
Totalt: 1 nedlastinger
Antall nedlastinger er summen av alle nedlastinger av alle fulltekster. Det kan for eksempel være tidligere versjoner som er ikke lenger tilgjengelige

doi
urn-nbn

Altmetric

doi
urn-nbn
Totalt: 138 treff
RefereraExporteraLink to record
Permanent link

Direct link
Referera
Referensformat
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • oxford
  • Annet format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annet språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf