01313nas a2200217   4500008004100000022001400041245010600055210006900161260004200230300001000272490000600282520061000288653002600898653002300924653001800947653002200965653002700987100002401014700002001038856003701058       2018                        eng d  a1927-032100aWhat Do Business Customers Value? An Empirical Study of Value Propositions in a Servitization Context0 aWhat Do Business Customers Value An Empirical Study of Value Pro  aOttawabTalent First Networkc05/2018  a36-430 v83 aThis 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.10acustomer value in use10aservice transition10aservitization10avalue proposition10avalue-in-use dimension1 aSakyi-Gyinae, Kwesi1 aHolmlund, Maria  uhttp://timreview.ca/article/1157