The Austrian view and value co-creation process in solution-oriented firms: A seven stage, “solution prototyping” framework

References

• Agboola, A. O. (2018). Entrepreneurial discovery in property market processes: An Austrian economics contribution to property market analysis. Property Management, 36(3), 345–357. doi:10.1108/PM-06-2017-0037
   Web of Science ®Google Scholar
• Agnihotri, R., Gabler, C. B., Itani, O. S., Jaramillo, F., & Krush, M. T. (2017). Salesperson ambidexterity and customer satisfaction: Examining the role of customer demandingness, adaptive selling, and role conflict. Journal of Personal Selling & Sales Management, 37(1), 27–41.
   Web of Science ®Google Scholar
• Agnihotri, R., Kothandaraman, P., Kashyap, R., & Singh, R. (2012). Bringing “social” into sales: The impact of salespeople’s social media use on service behaviors and value creation. Journal of Personal Selling & Sales Management, 32(3), 333–348. doi:10.2753/PSS0885-3134320304
   Google Scholar
• Barney, J. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99–120. doi:10.1177/014920639101700108
   Web of Science ®Google Scholar
• Baumann, J., & Le Meunier-FitzHugh, K. (2015). Making value co-creation a reality – exploring the co-creative value processes in customer–salesperson interaction. Journal of Marketing Management, 31(3–4), 289–316. doi:10.1080/0267257X.2014.956137
   Web of Science ®Google Scholar
• Bendapudi, N., & Leone, R. P. (2003). Psychological implications of customer participation in co-production. Journal of Marketing, 67(1), 14. doi:10.1509/jmkg.67.1.14.18592
   Web of Science ®Google Scholar
• Blanchard, S. J., Hada, M., & Carlson, K. A. (2018). Specialist competitor referrals: How salespeople can use competitor referrals for nonfocal products to increase focal product sales. Journal of Marketing, 82(4), 127–145. doi:10.1509/jm.16.0269
   Web of Science ®Google Scholar
• Bolander, W., Satornino, C. B., Hughes, D. E., & Ferris, G. R. (2015). Social networks within sales organizations: Their development and importance for salesperson performance. Journal of Marketing, 79(6), 1–16. doi:10.1509/jm.14.0444
   Web of Science ®Google Scholar
• Bonney, L., & Williams, B. C. (2009). From products to solutions: The role of salesperson opportunity recognition. European Journal of Marketing, 43(7/8), 1032–1052. doi:10.1108/03090560910961506
   Web of Science ®Google Scholar
• Burgelman, R. A. (1991). Intraorganizational ecology of strategy making and organizational adaptation: Theory and field research. Organization Science, 2(3), 239–252. doi:10.1287/orsc.2.3.239
   Web of Science ®Google Scholar
• Carbonell, P., & Rodriguez Escudero, A. I. (2015). The negative effect of team’s prior experience and technological turbulence on new service development projects with customer involvement. European Journal of Marketing, 49(3/4), 278–301. doi:10.1108/EJM-08-2013-0438
   Web of Science ®Google Scholar
• Casson, M. C. (2005). Entrepreneurship and the theory of the firm. Journal of Economic Behavior and Organization, 58(3), 327–348. doi:10.1016/j.jebo.2004.05.007
   Google Scholar
• Chen, J.-S., Tsou, H.-T., & Ching, R. K. H. (2011). Co-Production and its effects on service innovation. Industrial Marketing Management, 40(8), 1331–1346. doi:10.1016/j.indmarman.2011.03.001
   Web of Science ®Google Scholar
• Cooper, R. G. (1990). Stage-Gate systems: A new tool for managing new products. Business Horizons, 33(3), 44–54. doi:10.1016/0007-6813(90)90040-I
   Web of Science ®Google Scholar
• Cova, B., & Salle, R. (2007). Introduction to the Imm special issue on ‘project marketing and the marketing of solutions’ – A comprehensive approach to project marketing and the marketing of solutions. Industrial Marketing Management, 36(2), 138–146. doi:10.1016/j.indmarman.2006.04.008
   Web of Science ®Google Scholar
• Cova, B., & Salle, R. (2008). Marketing solutions in accordance with the S-D logic: Co-Creating value with customer network actors. Industrial Marketing Management, 37(3), 270. doi:10.1016/j.indmarman.2007.07.005
   Web of Science ®Google Scholar
• Davies, A., Brady, T., & Hobday, M. (2006). Charting a path toward integrated solutions. MIT Sloan Management Review, 47(3), 39–48.
   Web of Science ®Google Scholar
• Davies, A., Brady, T., & Hobday, M. (2007). Organizing for solutions: Systems seller vs. systems integrator. Industrial Marketing Management, 36(2), 183. doi:10.1016/j.indmarman.2006.04.009
   Web of Science ®Google Scholar
• Day, G. S. (1990). Market-driven strategy: Processes for creating value. New York, NY: The Free Press.
   Google Scholar
• Dean, A., & Kretschmer, M. (2007). Can ideas be capital? Factors of production in the postindustrial economy – A review and critique. Academy of Management Review, 32(2), 573–594. doi:10.5465/amr.2007.24351866
   Web of Science ®Google Scholar
• Dickson, P. R. (1992). Toward a general theory of competitive rationality. Journal of Marketing, 56(1), 69–83. doi:10.1177/002224299205600107
   Web of Science ®Google Scholar
• Dixon, A. L., & Tanner, J. F., Jr. (2012). Transforming selling: Why it is time to think differently about sales research. Journal of Personal Selling & Sales Management, 32(1), 9–13. doi:10.2753/PSS0885-3134320102
   Google Scholar
• Dong, B., Evans, K. R., & Zou, S. (2008). The effects of customer participation in co-created service recovery. Journal of the Academy of Marketing Science, 36(1), 123. doi:10.1007/s11747-007-0059-8
   Web of Science ®Google Scholar
• Edvardsson, B., Tronvoll, B., & Gruber, T. (2011). Expanding understanding of service exchange and value co-creation: A social construction approach. Journal of the Academy of Marketing Science, 39(2), 327–339. doi:10.1007/s11747-010-0200-y
   Web of Science ®Google Scholar
• Eisenstat, R., Foote, N., Galbraith, J., & Miller, D. (2001). Beyond the business unit. The McKinsey Quarterly, 1, 54–63.
   Google Scholar
• Etgar, M. (2008). A descriptive model of the consumer co-production process. Journal of the Academy of Marketing Science, 36(1), 97. doi:10.1007/s11747-007-0061-1
   Web of Science ®Google Scholar
• FitzPatrick, M., Varey, R. J., Grönroos, C., & Davey, J. (2015). Relationality in the service logic of value creation. Journal of Services Marketing, 29(6/7), 463–471. doi:10.1108/JSM-01-2015-0038
   Web of Science ®Google Scholar
• Flint, D. J., & Woodruff, R. B. (2001). The initiators of changes in customers' desired value: Results from a theory building study. Industrial Marketing Management, 30(4), 321–337.
   Web of Science ®Google Scholar
• Flint, D. J., Woodruff, R. B., & Gardial, S. F. (2002). Exploring the phenomenon of customers’ desired value change in a business-to-business context. Journal of Marketing, 66(4), 102–117. doi:10.1509/jmkg.66.4.102.18517
   Web of Science ®Google Scholar
• Foote, N. W., Galbraith, J., Hope, Q., & Miller, D. (2001). Making solutions the answer. The McKinsey Quarterly, 8(3), 84–93.
   Google Scholar
• Foss, K., Foss, N. J., Klein, P. G., & Klein, S. K. (2007a). The entrepreneurial organization of heterogeneous capital. Journal of Management Studies, 44(7), 165–186. doi:10.1111/j.1467-6486.2007.00724.x
   Web of Science ®Google Scholar
• Foss, K., Foss, N. J., Klein, P. G., & Klein, S. K. (2007b). The entrepreneurial organization of heterogeneous capital. The Journal of Management Studies, 44(7), 1165. doi:10.1111/j.1467-6486.2007.00724.x
   Web of Science ®Google Scholar
• Foss, N. J., & Ishikawa, I. (2007). Towards a dynamic resource-based view: Insights from Austrian capital and entrepreneurship theory. Organization Studies, 28(4), 749–772. doi:10.1177/0170840607072546
   Google Scholar
• Foss, N. J., Klein, P. G., & Bjørnskov, C. (2018). The context of entrepreneurial judgment: Organizations, markets, and institutions. Journal of Management Studies, 56(6), 1197–1213.
   Google Scholar
• Geiger, S., Guenzi, P., Storbacka, K., Ryals, L., Davies, I. A., & Nenonen, S. (2009). The changing role of sales: Viewing sales as a strategic, cross‐functional process. European Journal of Marketing, 43(7/8), 890–906. doi:10.1108/03090560910961443
   Web of Science ®Google Scholar
• Gentile, C., Spiller, N., & Noci, G. (2007). How to sustain the customer experience: An overview of experience components that co-create value with the customer. European Management Journal, 25(5), 395. doi:10.1016/j.emj.2007.08.005
   Google Scholar
• Grant, A. M., & Ashford, S. J. (2008). The dynamics of proactivity at work. Research in Organizational Behavior, 28(1), 3–34. doi:10.1016/j.riob.2008.04.002
   Web of Science ®Google Scholar
• Grönroos, C., & Ravald, A. (2011). Service as business logic: Implications for value creation and marketing. Journal of Service Management, 22(1), 5–22. doi:10.1108/09564231111106893
   Web of Science ®Google Scholar
• Grönroos, C., & Voima, P. (2013). Critical service logic: Making sense of value creation and co-creation. Journal of the Academy of Marketing Science, 41(2), 133–150. doi:10.1007/s11747-012-0308-3
   Web of Science ®Google Scholar
• Gupta, A., Kumar, A., Grewal, R., & Lilien, G. L. (2019). Within-seller and buyer–seller network structures and key account profitability. Journal of Marketing, 83(1), 108–132. doi:10.1177/0022242918812056
   Web of Science ®Google Scholar
• Hartmann, N. N., Wieland, H., & Vargo, S. L. (2018). Converging on a new theoretical foundation for selling. Journal of Marketing, 82(2), 1–18. doi:10.1509/jm.16.0268
   Web of Science ®Google Scholar
• Hauser, J., Tellis, G. J., & Griffin, A. (2006). Research on innovation: A review and agenda for marketing science. Marketing Science, 25(6), 687–717. doi:10.1287/mksc.1050.0144
   Web of Science ®Google Scholar
• Hayek, F. A. (1945). The use of knowledge in society. American Economic Review, 35(4), 519–530.
   Web of Science ®Google Scholar
• Hempel, J. (2008). IBM’s all-star salesman. Fortune, 158(6), 66–75.
   Google Scholar
• Hoeber, B., & Schaarschmidt, M. (2017). Transforming from service providers to solution providers: Implications for provider-customer relationships and customer-induced solution innovation. International Journal of Technology Management, 73(1–3), 6590. doi:10.1504/IJTM.2017.082357
   Web of Science ®Google Scholar
• Homburg, C., Workman, J. P., & Jensen, O. (2000). Fundamental changes in marketing organization: The movement toward a customer-focused organizational structure. Journal of the Academy of Marketing Science, 28(4), 459–478. doi:10.1177/0092070300284001
   Web of Science ®Google Scholar
• Hoyer, W. D., Chandy, R., Dorotic, M., Krafft, M., & Singh, S. S. (2010). Consumer cocreation in new product development. Journal of Service Research, 13(3), 283. doi:10.1177/1094670510375604
   Web of Science ®Google Scholar
• Huber, G. P. (1991). Organizational learning: The contributing processes and the literatures. Organization Science, 2(1), 88–115. doi:10.1287/orsc.2.1.88
   Web of Science ®Google Scholar
• IBM. (2018). IBM annual report. Retrieved from https://www.ibm.com/annualreport/
   Google Scholar
• Insead, L. C., & Chatain, O. (2008). Competitors’ resource-oriented strategies: Acting on competitors’ resources through interventions in factor markets and political markets. Academy of Management Review, 33(1), 97–121. doi:10.5465/amr.2008.27745499
   Web of Science ®Google Scholar
• Ioannides, S. (1999). Towards an Austrian perspective on the firm. Review of Austrian Economics, 11(1), 77–97. doi:10.1023/A:1007728107685
   Google Scholar
• Jaakkola, E., & Hakanen, T. (2013). Value co-creation in solution networks. Industrial Marketing Management, 42(1), 47–58. doi:10.1016/j.indmarman.2012.11.005
   Web of Science ®Google Scholar
• Jacob, F., & Ulaga, W. (2008). The transition from product to service in business markets: An Agenda for academic inquiry. Industrial Marketing Management, 37(3), 247–253. doi:10.1016/j.indmarman.2007.09.009
   Web of Science ®Google Scholar
• Jacobson, R. (1992). The ‘Austrian’ school of strategy. Academy of Management Review, 17(4), 782–807.
   Web of Science ®Google Scholar
• Kirzner, I. M. (1997). Entrepreneurial discovery and the competitive market process: An Austrian approach. Journal of Economic Literature, 35(1), 60–85.
   Web of Science ®Google Scholar
• Klein, K. J., Tosi, H., & Cannella, A. A. (1999). Multilevel theory building: Benefits, barriers, and new developments. Academy of Management Review, 24(2), 243–248. doi:10.5465/amr.1999.1893934
   Web of Science ®Google Scholar
• Kohli, A. K., & Jaworski, B. J. (1990). Market orientation: The construct, research propositions, and managerial implications. Journal of Marketing, 54(2), 1–18. doi:10.1177/002224299005400201
   Web of Science ®Google Scholar
• Kowalkowski, C. (2011). Dynamics of value propositions: Insights from service-dominant logic. European Journal of Marketing, 45(1–2), 277–294. doi:10.1108/03090561111095702
   Web of Science ®Google Scholar
• Kozlenkova, I. V., Samaha, S. A., & Palmatier, R. W. (2014). Resource-based theory in marketing. Journal of the Academy of Marketing Science, 42(1), 1–21. doi:10.1007/s11747-013-0336-7
   Web of Science ®Google Scholar
• Kumar, V., & Petersen, J. A. (2005). Using a customer-level marketing strategy to enhance firm performance: A review of theoretical and empirical evidence. Journal of the Academy of Marketing Science, 33(4), 504–519. doi:10.1177/0092070305275857
   Web of Science ®Google Scholar
• Kumar, V., & Reinartz, W. (2016). Creating enduring customer value. Journal of Marketing, 80(6), 36–68. doi:10.1509/jm.15.0414
   Web of Science ®Google Scholar
• Langlois, R. N. (1992). Orders and organizations: Toward an Austrian theory of social institution. In B. J. Caldwell & S. Boehm (Eds.), Austrian economics: Tensions and new directions (pp. 165–192). Boston, MA: Kluwer Academic Publishers.
   Google Scholar
• Langlois, R. N. (2007). The entrepreneurial theory of the firm and the theory of the entrepreneurial firm. The Journal of Management Studies, 44(7), 1107–1124. doi:10.1111/j.1467-6486.2007.00728.x
   Web of Science ®Google Scholar
• Le Meunier-FitzHugh, K., Baumann, J., Palmer, R., & Wilson, H. (2011). The implications of service-dominant logic and integrated solutions on the sales function. Journal of Marketing Theory and Practice, 19(4), 423–440. doi:10.2753/MTP1069-6679190405
   Google Scholar
• Lee, R. P., & Grewal, R. (2004). Strategic responses to new technologies and their impact of firm performance. Journal of Marketing, 68(4), 157–171. doi:10.1509/jmkg.68.4.157.42730
   Web of Science ®Google Scholar
• Lepak, D. P., Smith, K. G., & Taylor, M. S. (2007). Value creation and value capture: A multilevel perspective. Academy of Management Review, 32(1), 180–194. doi:10.5465/amr.2007.23464011
   Web of Science ®Google Scholar
• Lewin, P. (2018). Austrian economics is alive and growing: Retrospect and prospect. In S. Horwitz (Ed.), Austrian economics: The next generation (pp. 7–14). Bingley, UK: Emerald Publishing Limited.
   Google Scholar
• Lewin, P., & Phelan, S. E. (1999). Firms, strategies, and resources: Contributions from Austrian economics. Quarterly Journal of Austrian Economics, 2(2), 3–18. doi:10.1007/s12113-999-1009-8
   Google Scholar
• Lusch, R. F., & Vargo, S. L. (2014). Service-dominant logic: Premises, perspectives, possibilities. Cambridge, UK: Cambridge University Press.
   Google Scholar
• Lusch, R. F., & Webster, F. E. (2011). A stakeholder-unifying, cocreation philosophy for marketing. Journal of Macromarketing, 31(2), 129–134. doi:10.1177/0276146710397369
   Web of Science ®Google Scholar
• Mackenzie, K. D. (2000). Processes and their frameworks. Management Science, 46(1), 110–125. doi:10.1287/mnsc.46.1.110.15126
   Web of Science ®Google Scholar
• Mason, K., & Mouzas, S. (2012). Flexible business models. European Journal of Marketing, 46(10), 1340–1367. doi:10.1108/03090561211248062
   Web of Science ®Google Scholar
• Matta, N., & Krieger, S. (2001). From it solutions to business results. Business Horizons, 44(6), 45–50. doi:10.1016/S0007-6813(01)80072-0
   Google Scholar
• Michel, S., Brown, S. W., & GaIian, A. S. (2008). An expanded and strategic view of discontinuous innovations: Deploying a service-dominant logic. Journal of the Academy of Marketing Science, 36(1), 54. doi:10.1007/s11747-007-0066-9
   Web of Science ®Google Scholar
• Miner, A. S., Bassoff, P., & Moorman, C. (2001). Organizational improvisation and learning: A field study. Administrative Science Quarterly, 46(2), 304–337. doi:10.2307/2667089
   Web of Science ®Google Scholar
• Mizik, N., & Jacobson, R. (2003). Trading off between value creation and value appropriation: The financial implications of shifts in strategic emphasis. Journal of Marketing, 67(1), 63. doi:10.1509/jmkg.67.1.63.18595
   Web of Science ®Google Scholar
• Moller, K., & Rajala, A. (2007). Rise of strategic nets – new modes of value creation. Industrial Marketing Management, 36(7), 895–908. doi:10.1016/j.indmarman.2007.05.016
   Web of Science ®Google Scholar
• Moller, K., Rajala, R., & Westerlund, M. (2008). Service innovation myopia?: A new recipe for client-provider value creation. California Management Review, 50(3), 32–48. doi:10.2307/41166444
   Web of Science ®Google Scholar
• Moorman, C., & Miner, A. S. (1998). Organizational improvisation and organizational memory. Academy of Management Review, 23(4), 698–723. doi:10.5465/amr.1998.1255634
   Web of Science ®Google Scholar
• Narver, J. C., & Slater, S. F. (1990). The effect of a market orientation on business profitability. Journal of Marketing, 54(4), 20–35. doi:10.1177/002224299005400403
   Web of Science ®Google Scholar
• Nenkov, G. Y., Jeffrey Inman, J., & Hulland, J. (2008). Considering the future: The conceptualization and measurement of elaboration on potential outcomes. Journal of Consumer Research, 35(1), 126–141. doi:10.1086/525504
   Web of Science ®Google Scholar
• Nielsen, R. P., Peters, M. P., & Hisrich, R. D. (1985). Intrapreneurship strategy for internal markets – Corporate, non-profit and government institution cases. Strategic Management Journal, 6(2), 181–189. doi:10.1002/smj.4250060207
   Web of Science ®Google Scholar
• Ostrom, A. L., Parasuraman, A., Bowen, D. E., Patrício, L., & Voss, C. A. (2015). Service research priorities in a rapidly changing context. Journal of Service Research, 18(2), 127–159. doi:10.1177/1094670515576315
   Web of Science ®Google Scholar
• Palmatier, R. W., Houston, M. B., & Hulland, J. (2018). Review articles: Purpose, process, and structure. Journal of the Academy of Marketing Science, 46(1), 1–5. doi:10.1007/s11747-017-0563-4
   Web of Science ®Google Scholar
• Panagopoulos, N. G., Rapp, A. A., & Ogilvie, J. L. (2017). Salesperson solution involvement and sales performance: The contingent role of supplier firm and customer-supplier relationship characteristics. Journal of Marketing, 81(4), 144–164. doi:10.1509/jm.15.0342
   Web of Science ®Google Scholar
• Parker, S. K., & Collins, C. G. (2010). Taking stock: Integrating and differentiating multiple proactive behaviors. Journal of Management, 36(3), 633–662. doi:10.1177/0149206308321554
   Web of Science ®Google Scholar
• Payne, A. F., Storbacka, K., & Frow, P. (2008). Managing the co-creation of value. Journal of the Academy of Marketing Science, 36(1), 83–96. doi:10.1007/s11747-007-0070-0
   Web of Science ®Google Scholar
• Plouffe, C. R. (2018). Is it navigation, networking, coordination … or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance. Journal of Personal Selling & Sales Management, 38(2), 241–264. doi:10.1080/08853134.2018.1450147
   Web of Science ®Google Scholar
• Plouffe, C. R., & Barclay, D. W. (2007). Salesperson navigation: The intraorganizational dimension of the sales role. Industrial Marketing Management, 36(4), 528–539. doi:10.1016/j.indmarman.2006.02.002
   Web of Science ®Google Scholar
• Plouffe, C. R., Bolander, W., Cote, J. A., & Hochstein, B. (2016). Does the customer matter most? Exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners. Journal of Marketing, 80(1), 106–123. doi:10.1509/jm.14.0192
   Web of Science ®Google Scholar
• Plouffe, C. R., & Grégoire, Y. (2011). Intraorganizational employee navigation and socially-derived outcomes: Conceptualization, validation, and effects on overall performance. Personnel Psychology, 64(3), 693–738. doi:10.1111/j.1744-6570.2011.01223.x
   Web of Science ®Google Scholar
• Plouffe, C. R., Nelson, Y. H., & Beuk, F. (2013). Testing an enhanced, process-based view of the sales process. Journal of Personal Selling & Sales Management, 33(2), 141–163. doi:10.2753/PSS0885-3134330201
   Google Scholar
• Plouffe, C. R., Sridharan, S., & Barclay, D. W. (2010). Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts. Industrial Marketing Management, 39(4), 538–550. doi:10.1016/j.indmarman.2009.02.003
   Web of Science ®Google Scholar
• Priem, R. L. (2007). A consumer perspective on value creation. Academy of Management Review, 32(1), 219–235. doi:10.5465/amr.2007.23464055
   Web of Science ®Google Scholar
• Pullins, E. B., Timonen, H., Kaski, T., & Holopainen, M. (2017). An investigation of the theory practice gap in professional sales. Journal of Marketing Theory and Practice, 25(1), 17–38.
   Web of Science ®Google Scholar
• Redmond, M. R., Mumford, M. D., & Teach, R. (1993). Putting creativity to work: Effects of leader behavior on subordinate creativity. Organizational Behavior & Human Decision Processes, 55(1), 120–151. doi:10.1006/obhd.1993.1027
   Web of Science ®Google Scholar
• Reinartz, W., & Ulaga, W. (2008). How to sell services more profitably. Harvard Business Review, 86(5), 90–96.
   PubMed Web of Science ®Google Scholar
• Rico, R., Sanchez-Manzanares, M., Gil, F., & Gibson, C. (2008). Team implicit coordination processes: A team knowledge-based approach. Academy of Management Review, 33(1), 163–184. doi:10.5465/amr.2008.27751276
   Web of Science ®Google Scholar
• Roberts, P. W., & Eisenhardt, K. M. (2003). Austrian insights on strategic organization: From market insights to implications for firms. Strategic Organization, 1(3), 345–352. doi:10.1177/14761270030013005
   Google Scholar
• Sarasvathy, S. D., & Dew, N. (2013). Without judgment: An empirically-based entrepreneurial theory of the firm. The Review of Austrian Economics, 26(3), 277–296. doi:10.1007/s11138-011-0170-4
   Google Scholar
• Sarker, S., Sarker, S., Sahaym, A., & Bjørn-Andersen, N. (2012). Exploring value cocreation in relationships between an Erp vendor and its partners: A revelatory case study. MIS Quarterly, 36(1), 317–338. doi:10.2307/41410419
   Web of Science ®Google Scholar
• Sawhney, M. (2006). Going beyond the product: Defining, designing, and delivering customer solutions. In R. F. Lusch & S. L. Vargo (Eds.), The service-dominant logic of marketing: Dialog, debate, and directions (pp. 365–392). Armonk, NY: M.E. Sharpe.
   Google Scholar
• Schöttner, A. (2017). Optimal sales force compensation in dynamic settings: Commissions vs. bonuses. Management Science, 63(5), 1529–1544. doi:10.1287/mnsc.2015.2397
   Web of Science ®Google Scholar
• Sharma, A. (2016). What personal selling and sales management recommendations from developed markets are relevant in emerging markets? Journal of Personal Selling & Sales Management, 36(2), 89–104. doi:10.1080/08853134.2016.1185951
   Web of Science ®Google Scholar
• Sharma, D. D., & Molloy, R. (1995). The truth about customer solutions (pp. 1–14). New York, NY: Booz Allen & Hamilton.
   Google Scholar
• Sheth, J. N., & Sharma, A. (2008). The impact of the product to service shift in industrial markets and the evolution of the sales organization. Industrial Marketing Management, 37(3), 260–269. doi:10.1016/j.indmarman.2007.07.010
   Web of Science ®Google Scholar
• Smith, J. B., & Barclay, D. W. (1997). The effects of organizational differences and trust on the effectiveness of selling partner relationships. Journal of Marketing, 61(1), 3–21. doi:10.1177/002224299706100102
   Web of Science ®Google Scholar
• Spiro, R. L., & Weitz, B. A. (1990). Adaptive selling: Conceptualization, measurement, and nomological validity. Journal of Marketing Research, 27(1), 61–69. doi:10.1177/002224379002700106
   Web of Science ®Google Scholar
• Srivastava, R. K., Shervani, T. A., & Fahey, L. (1999). Marketing, business processes, and shareholder value: An organizationally embedded view of marketing activities and the discipline of marketing. Journal of Marketing, 63(5 (Special Issue)), 168–179. doi:10.1177/00222429990634s116
   Google Scholar
• St. Clair, D. P., Hunter, G. K., Cola, P. A., & Boland, R. J. (2018). Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox: A constructivist grounded theory approach. Journal of Personal Selling and Sales Management, 38(4), 391–412. doi:10.1080/08853134.2018.1517357
   Web of Science ®Google Scholar
• Stein, J. C. (1997). Internal capital markets and the competition for corporate resources. Journal of Finance, 51(1), 111–133. doi:10.1111/j.1540-6261.1997.tb03810.x
   Google Scholar
• Steward, M. D., Walker, B. A., Hutt, M. D., & Kumar, A. (2010). The coordination strategies of high-performing salespeople: Internal working relationships that drive success. Journal of the Academy of Marketing Science, 38(5), 550–566. doi:10.1007/s11747-009-0170-0
   Web of Science ®Google Scholar
• Storbacka, K. (2011). A solution business model: Capabilities and management practices for integrated solutions. Industrial Marketing Management, 40(5), 699–711. doi:10.1016/j.indmarman.2011.05.003
   Web of Science ®Google Scholar
• Storbacka, K., & Nenonen, S. (2011a). Markets as configurations. European Journal of Marketing, 45(1/2), 241–258. doi:10.1108/03090561111095685
   Web of Science ®Google Scholar
• Storbacka, K., & Nenonen, S. (2011b). Scripting markets: From value propositions to market propositions. Industrial Marketing Management, 40(2), 255–266. doi:10.1016/j.indmarman.2010.06.038
   Web of Science ®Google Scholar
• Storbacka, K., Polsa, P., & Sääksjärvi, M. (2011). Management practices in solution sales—A multilevel and cross-functional framework. Journal of Personal Selling & Sales Management, 31(1), 35–54. doi:10.2753/PSS0885-3134310103
   Google Scholar
• Strauss, A., & Corbin, J. (1990). Basics of qualitative research. Newbury Park, CA: Sage.
   Google Scholar
• Sujan, H. (1999). Optimism and street-smarts: Identifying and improving salesperson intelligence. Journal of Personal Selling & Sales Management, 19(3), 17–33.
   Google Scholar
• Svensson, G., & Grönroos, C. (2008). Service logic revisited: Who creates value? And who co-creates? European Business Review, 20(4), 298–314. doi:10.1108/09555340810886585
   Google Scholar
• Terho, H., Haas, A., Eggert, A., & Ulaga, W. (2012). ‘It’s almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets. Industrial Marketing Management, 41(1), 174–185. doi:10.1016/j.indmarman.2011.11.011
   Web of Science ®Google Scholar
• Tuli, K. R., Kohli, A. K., & Bharadwaj, S. G. (2007). Rethinking customer solutions: From product bundles to relational processes. Journal of Marketing, 71(3), 1–17. doi:10.1509/jmkg.71.3.1
   Web of Science ®Google Scholar
• Ulaga, W. (2001). Customer value in business markets: An Agenda for inquiry. Industrial Marketing Management, 30(4), 315–319. doi:10.1016/S0019-8501(01)00151-1
   Web of Science ®Google Scholar
• Ulaga, W., & Loveland, J. M. (2014). Transitioning from product to service-led growth in manufacturing firms: Emergent challenges in selecting and managing the industrial sales force. Industrial Marketing Management, 43(1), 113–125. doi:10.1016/j.indmarman.2013.08.006
   Web of Science ®Google Scholar
• Vargo, S. L. (2011). Market systems, stakeholders and value propositions: Toward a service-dominant logic-based theory of the market. European Journal of Marketing, 45(1–2), 217–222. doi:10.1108/03090561111095667
   Web of Science ®Google Scholar
• Vargo, S. L., & Lusch, R. F. (2008). Service-dominant logic: Continuing the evolution. Journal of the Academy of Marketing Science, 36(1), 1–10. doi:10.1007/s11747-007-0069-6
   Web of Science ®Google Scholar
• Vargo, S. L., & Lusch, R. F. (2011). It’s all B2B … and beyond: Toward a systems perspective of the market. Industrial Marketing Management, 40(2), 181–187. doi:10.1016/j.indmarman.2010.06.026
   Web of Science ®Google Scholar
• Vargo, S. L., Maglio, P. P., & Akaka, M. A. (2008). On value and value co-creation: A service systems and service logic perspective. European Management Journal, 26(3), 145. doi:10.1016/j.emj.2008.04.003
   Google Scholar
• Verbeke, W., Dietz, B., & Verwaal, E. (2011). Drivers of sales performance: A contemporary meta-analysis. have salespeople become knowledge brokers? Journal of the Academy of Marketing Science, 39(3), 407–428. doi:10.1007/s11747-010-0211-8
   Web of Science ®Google Scholar
• Verwaal, E., Commandeur, H., & Verbeke, W. (2009). Value creation and value claiming in strategic outsourcing decisions: A resource contingency perspective. Journal of Management, 35(2), 420. doi:10.1177/0149206308328502
   Web of Science ®Google Scholar
• von Hippel, E. (1998). Economics of product development by users: The impact of ‘sticky’ local information. Management Science, 44(5), 629–644. doi:10.1287/mnsc.44.5.629
   Web of Science ®Google Scholar
• Windahl, C., & Lakemond, N. (2006). Developing integrated solutions: The importance of relationships within the network. Industrial Marketing Management, 35(7), 806. doi:10.1016/j.indmarman.2006.05.010
   Web of Science ®Google Scholar
• Windler, K., Jüttner, U., Michel, S., Maklan, S., & Macdonald, E. K. (2017). Identifying the right solution customers: A managerial methodology. Industrial Marketing Management, 60, 173–186. doi:10.1016/j.indmarman.2016.03.004
   Web of Science ®Google Scholar
• Wise, R., & Baumgartner, P. (1999). Go downstream: The new profit imperative in manufacturing. Harvard Business Review, 77(5), 133–141.
   PubMed Web of Science ®Google Scholar
• Witell, L., Gustafsson, A., & Johnson, M. D. (2014). The effect of customer information during new product development on profits from goods and services. European Journal of Marketing, 48(9/10), 1709–1730. doi:10.1108/EJM-03-2011-0119
   Web of Science ®Google Scholar
• Worm, S., Bharadwaj, S. G., Ulaga, W., & Reinartz, W. J. (2017). When and why do customer solutions pay off in business markets? Journal of the Academy of Marketing Science, 45(4), 490–512. doi:10.1007/s11747-017-0529-6
   Web of Science ®Google Scholar
• Yukl, G., Seifert, C. F., & Chavez, C. (2008). Validation of the extended influence behavior questionnaire. Leadership Quarterly, 19(5), 609–621. doi:10.1016/j.leaqua.2008.07.006
   Web of Science ®Google Scholar
• Zaheer, A., & Zaheer, S. (1997). Catching the wave: Alertness, responsiveness, and market influence in global electronic networks. Management Science, 43(11), 1493–1509. doi:10.1287/mnsc.43.11.1493
   Web of Science ®Google Scholar