Topic
Value proposition
About: Value proposition is a research topic. Over the lifetime, 3582 publications have been published within this topic receiving 88855 citations.
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20 Sep 2018
TL;DR: This commentary suggests that shifting from a perspective focused on “implementing” new digital tools in health care settings toward one focused on "service design” will help teams execute more successful digital technology adoption projects.
Abstract: Digital tools have shown great potential to enhance health services' capacity to achieve the goals of the triple aim (enhance patient experience, improve health outcomes, and control or reduce costs), but their actual impact remains variable. In this commentary, we suggest that shifting from a perspective focused on "implementing" new digital tools in health care settings toward one focused on "service design" will help teams execute more successful digital technology adoption projects. We present value proposition design (VPD) as a service design strategy requiring that stakeholders are brutally honest in determining the value of a new digital tool for their everyday work. Incorporating a perspective focused on how the value proposition of a technology is understood by each team member, and implications for their work routines, will help project teams to better understand how services can be reinvented during technology adoption initiatives. We present the simple heuristic [Tool+Team+Routine] as a reminder of the central considerations that make up a service design initiative, and present an illustrative case scenario of designing the use of a digital care coordination platform in an actual digital technology adoption project. We conclude by outlining two important challenges that need to be addressed to advance service design approaches to technology adoption in health care.
89 citations
TL;DR: In this paper, the authors map the best practices in customer value quantification from the point of view of industrial customers, and study value-based sales processes to uncover the valuebased sales activities for implementing and profiting from customer value, and suggest a customer focused sales process that centers on creating value, quantifying the value created, and creating a situation where customer and supplier maximize their utility.
Abstract: Purpose – Increasing pressure to reduce costs and skepticism of promised value‐added are forcing suppliers to produce tangible proof of the monetary value they create for customers. The academic literature on the practical activities related to value‐based selling remains sparse. This paper aims to bridge the gap between the abundant theoretical customer value frameworks and implementation practices to create a practical foundation for value‐based sales activities in firms that aim to become value creators.Design/methodology/approach – Based on two case studies, the authors map the best practices in customer value quantification from the point of view of industrial customers, and study value‐based sales processes to uncover the value‐based sales activities for implementing and profiting from customer value.Findings – The results suggest a customer‐focused sales process that centers on creating value, quantifying the value created, and creating a situation where customer and supplier maximize their utility...
87 citations
TL;DR: In this article, a framework for sustainable value propositions in PSS is developed with the aim to map and understand the potential sustainable value proposition based on the three core elements of PSS: product, service and system.
87 citations
01 Jan 2011
TL;DR: The main conclusion of the chapter is that the four key dimensions interact at all three stages in a network of relationships that co-create value through the integration of resources that are the basis for a greater value-creating network aimed at increasing stakeholder value.
Abstract: The aim of this chapter is to identify the key dimensions of service systems and to describe how they interact in the process of value co-creation. The four key dimensions identified in the analysis are: customers; people (including employees and other stakeholders); information; and technology. The chapter also characterises the value-creation process in service systems as consisting of three related stages: value proposition; acceptance; and fulfilment. The main conclusion of the chapter is that the four key dimensions interact at all three stages in a network of relationships that co-create value through the integration of resources. In details, the interactions between the key dimensions shape two kinds of nets: (i) a social network; (ii) a technological network. These nets are the basis for a greater value-creating network aimed at increasing stakeholder value. Conclusions have practical implications for managers and theoretical implications for researchers.
87 citations
TL;DR: In this paper, a case study of the product-service system as a sustainable business model in an emerging economy was conducted to deliver insights into the role of new ways of value proposition, value creation, and value capture in supporting innovative technologies in the water sector and in contributing to sustainability.
86 citations