Sustainable management of operation for Functional Products : Which customer values are of interest for marketing and sales?

• 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 [28] 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

Subject headings

TEKNIK OCH TEKNOLOGIER  -- Elektroteknik och elektronik -- Reglerteknik (hsv//swe)

ENGINEERING AND TECHNOLOGY  -- Electrical Engineering, Electronic Engineering, Information Engineering -- Control Engineering (hsv//eng)

SAMHÄLLSVETENSKAP  -- Ekonomi och näringsliv -- Företagsekonomi (hsv//swe)

SOCIAL SCIENCES  -- Economics and Business -- Business Administration (hsv//eng)

TEKNIK OCH TEKNOLOGIER  -- Annan teknik -- Övrig annan teknik (hsv//swe)

ENGINEERING AND TECHNOLOGY  -- Other Engineering and Technologies -- Other Engineering and Technologies not elsewhere specified (hsv//eng)

Keyword

Reglerteknik

Control Engineering

Redovisning och styrning

Accounting and Control

Entreprenörskap och innovation

Entrepreneurship and Innovation

Publication and Content Type

ref (subject category)

art (subject category)