...Bjørn Ronny Vien; Bård Tronvoll; Rolf Findsrud Purpose The purpose of this study is to understand how manufacturing small and medium-sized enterprises (SMEs) can navigate digital servitization to cocreate value propositions. Design/methodology/approach The present exploratory study interviewed...

... on value propositions, which represent strategic tools for communicating about the value package (i.e. the benefits that actors can offer to one another along with its costs). This literature stream – in combination with the communication literature – allows the authors to unravel five dilemmas...

...Sara Leroi-Werelds; Sandra Streukens; Yves Van Vaerenbergh; Christian Grönroos Purpose The purpose of this paper is to examine whether explicitly communicating the customer’s resource integrating role in value propositions improves or diminishes value proposition effectiveness. Design...

...Professor Bo Edvardsson and Professor Philipp Klaus; Adrian Payne; Pennie Frow Purpose – Scholars identify the value proposition as representing the essence of strategy and the firm's single most important organizing principle. However, research suggests less than 10 per cent of companies...

... an alternative view of the firm's value proposition, a visualisation informed by S‐DLogic that could aid organisations in their transition from goods‐dominant logic (G‐DLogic) to S‐DLogic. Design/methodology/approach Through integration of an operations management approach in process mapping and design...