TY - CHAP
T1 - Business-to-Business Solution Provision
T2 - An Empirical Investigation of the Deliberate vs. Creative Problem-Solving Routines of Salespeople
AU - Madhavaram, Sreedhar
AU - Badrinarayanan, Vishag
N1 - Publisher Copyright:
© 2016, Academy of Marketing Science.
PY - 2016
Y1 - 2016
N2 - The provision of high-value integrated solutions that address customers’ business or operational needs can lead to potential competitive advantages (Davies 2004). Formally, “a solution is a set of customer–supplier relational processes comprising (1) customer requirement definition, (2) customization and integration of goods and/or services and (3) their deployment, and (4) postdeployment customer support, all of which are aimed at meeting customers’ business needs” (Tuli et al. 2007, p. 5). Solving customers’ problems is critical and providing customized solutions that may consist of tangible products; application of specialized competences (knowledge and skills) through deeds, processes, and performances; or combinations that solve customer problems could lead to competitive advantages in the marketplace (Vargo and Lusch 2004).
AB - The provision of high-value integrated solutions that address customers’ business or operational needs can lead to potential competitive advantages (Davies 2004). Formally, “a solution is a set of customer–supplier relational processes comprising (1) customer requirement definition, (2) customization and integration of goods and/or services and (3) their deployment, and (4) postdeployment customer support, all of which are aimed at meeting customers’ business needs” (Tuli et al. 2007, p. 5). Solving customers’ problems is critical and providing customized solutions that may consist of tangible products; application of specialized competences (knowledge and skills) through deeds, processes, and performances; or combinations that solve customer problems could lead to competitive advantages in the marketplace (Vargo and Lusch 2004).
KW - Deliberate Problem Solving
KW - Potential Competitive Advantage
KW - Salesperson
KW - Solution Supply
KW - Solve Customer Problems
UR - http://www.scopus.com/inward/record.url?scp=85125064505&partnerID=8YFLogxK
U2 - 10.1007/978-3-319-26647-3_211
DO - 10.1007/978-3-319-26647-3_211
M3 - Chapter
AN - SCOPUS:85125064505
T3 - Developments in Marketing Science: Proceedings of the Academy of Marketing Science
SP - 987
EP - 988
BT - Developments in Marketing Science
PB - Springer Nature
ER -