دانلود مقاله ISI انگلیسی شماره 107417
کد مقاله سال انتشار مقاله انگلیسی ترجمه فارسی تعداد کلمات
107417 2017 17 صفحه PDF سفارش دهید 16230 کلمه
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عنوان انگلیسی
Embracing uncertainty in value-based selling by means of design thinking
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : Industrial Marketing Management, Volume 65, August 2017, Pages 59-75

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چکیده انگلیسی

Service delivery and solution selling both strive to achieve increased value through co-creation. However, the concept of value co-creation is a macro concept that still lacks precise empirical grounding and accurate operationalisation. To uncover the microlevel processes of co-creation, we examined 15 sales cases via the lens of uncertainty management. We used design thinking and actor-network theory to explore how certainty evolves between a seller and the buyer. We argue that the common industrial logic for addressing and tackling customer problems in solution selling, hitherto portrayed as either deductive or inductive, is incomplete. Indeed, our research shows that solution selling and value co-creation both require a different, abductive epistemology to address the uncertainty. Our study also provides an empirical extension to the value co-creation literature.

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