How solutions impact value-based strategies in manufacturing companies

Abstract

Servitization and solutions offering is a trend that has been ongoing in manufacturing for more than 30 years and have been widely investigate in numerous studies, but still lacks a strong perspective on the impacts of it on the business. Value-Based Pricing and Selling techniques represent instead a much more recent stream of research in the field of marketing. The aim of this study is to find the conjunction point of these two areas and thus try to find out if there is any connection between Servitization and Value-Based strategies in manufacturing companies. To do this, a qualitative study composed by a set of in depth interviews from professionals in a number of manufacturing companies has been performed.