Performance-based contracting in business markets

Essig, Michael and Glas, Andreas and Selviaridis, Konstantinos and Roehrich, Jens (2016) Performance-based contracting in business markets. Industrial Marketing Management, 59. pp. 5-11. ISSN 0019-8501

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The aim of this Special Issue is to advance our understanding of performance-based contracting (PBC) in business markets. PBC has the potential for aligning incentives among buyers and sellers and fostering innovation. This paper critically reflects on extant research in order to develop a systematic knowledge map of PBC research. On that basis four major research gaps are identified and addressed, drawing out specific avenues for further PBC research. The knowledge map is also used to illustrate the focus and main arguments of the articles featuring in this Special Issue.

Item Type:
Journal Article
Journal or Publication Title:
Industrial Marketing Management
Additional Information:
This is the author’s version of a work that was accepted for publication in Industrial Marketing Management. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in Industrial Marketing Management, 59, 2016 DOI: 10.1016/j.indmarman.2016.10.007
Uncontrolled Keywords:
?? performance-based contractingcontractsservitizationrelationshipsintegrated solutionsprocuring complex performancemarketing ??
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Deposited On:
01 Jun 2016 10:40
Last Modified:
02 Jan 2024 00:17