Sustainable management of operation for Functional Products:: Which customer values are of interest for marketing and sales?
2015 (English)In: Procedia CIRP, ISSN 2212-8271, E-ISSN 2212-8271, Vol. 30, 299–304- p.Article in journal (Refereed) Published
The paper addresses which customer values, related to sustainable management of operation for Functional Products, are of interest during manufacturing companies’ marketing and sales processes. Based on an empirical study covering five manufacturing companies, a set of customer values, which are categorized using Hill's  framework in order to understand whether they are important and why,is proposed. The analysis has generated a set of twenty-three potential values, whereof nine are considered as specific for contexts embodying Functional Products.Thus, the findings identify critical values to considerprior to, andwhen, selling Functional Products. Further, the results have important implications for the design and development of Functional Products in light of ongoing transformations within the manufacturing industry
Place, publisher, year, edition, pages
2015. Vol. 30, 299–304- p.
Control Engineering Business Administration Other Engineering and Technologies not elsewhere specified
Research subject Control Engineering; Accounting and Control; Entrepreneurship and Innovation
IdentifiersURN: urn:nbn:se:ltu:diva-39020DOI: 10.1016/j.procir.2015.02.131Local ID: d9966be5-429c-401f-96b4-0e3f4e72e82aOAI: oai:DiVA.org:ltu-39020DiVA: diva2:1012528
Industrial Product-Service Systems Conference : PSS, industry transformation for sustainability and business 21/05/2015 - 22/05/2015
ProjectsFastelaboratoriet - VINNEXC
Validerad; 2015; Nivå 1; 20141230 (jlm); Konferensartikel i tidskrift2016-10-032016-10-032016-12-12Bibliographically approved