@article {1157,
	title = {What Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context},
	journal = {Technology Innovation Management Review},
	volume = {8},
	year = {2018},
	month = {05/2018},
	pages = {36-43},
	publisher = {Talent First Network},
	address = {Ottawa},
	abstract = {This study was conducted in response to calls from the research community and industry for a greater empirical exploration of value propositions. It uses customer value-in-use as a starting point and employs empirical data on value propositions in a servitization context. The findings demonstrate how customers articulate the value-in-use, or benefits, of a selected offering. These results are subsequently used to develop value proposition elements that are aligned with these benefits. The implications for the value proposition literature and for companies in a servitization situation are discussed.},
	keywords = {customer value in use, service transition, servitization, value proposition, value-in-use dimension},
	issn = {1927-0321},
	doi = {http://doi.org/10.22215/timreview/1157},
	url = {http://timreview.ca/article/1157},
	author = {Kwesi Sakyi-Gyinae and Maria Holmlund}
}
