Abstract
When a firm aims to outsource industrial maintenance as a full-service concept, markets do not usually offer the best possible mechanisms for selecting the right partner due to the complexity of the service. The challenge is to match the service provider’s offering to customer’s site-specific needs. Based on literature on relational negotiation processes and co-development of value proposition, we developed a value analysis tool for a buyer and a provider of industrial maintenance services. The tool is intended for use jointly as a negotiation platform to develop common understanding of maintenance needs, and the maintenance service package fulfilling the need. The tool was tested in a negotiation process where a customer and a service provider jointly developed a new service concept.
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Ylimäki, J., Vesalainen, J. (2017). Value Proposition Co-development. In: Vesalainen, J., Valkokari, K., Hellström, M. (eds) Practices for Network Management . Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-319-49649-8_11
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DOI: https://doi.org/10.1007/978-3-319-49649-8_11
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Publisher Name: Palgrave Macmillan, Cham
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