Value propositions in accordance with service-dominant logic and service science: New insights into the Zhongguancun electrics market

2014 ◽  
Author(s):  
Zhen-hua Wan ◽  
Ming-li Zhang
Keyword(s):  
Service Science ◽  
Service Dominant Logic ◽  
Dominant Logic ◽  
Value Propositions

scholarly journals Service-Dominant Logic as a Foundation for Service Science: Clarifications

2009 ◽  
Vol 1 (1) ◽  
pp. 32-41 ◽  
Author(s):  
Stephen L. Vargo ◽  
Melissa Archpru Akaka
Keyword(s):  
Service Science ◽  
Service Dominant Logic ◽  
Dominant Logic

Zooming-in value-in-use through basic individual values

2020 ◽  
Vol 19 (2) ◽  
pp. 97-125
Author(s):  
Paolo Stampacchia ◽  
Marco Tregua ◽  
Mariarosaria Coppola
Keyword(s):  
Social Psychology ◽  
Perceived Value ◽  
Service Dominant Logic ◽  
Individual Values ◽  
Dominant Logic ◽  
Value Propositions ◽  
Conceptual Paper ◽  
Micro Foundations ◽  
Set Value

To overcome the vagueness that Service-Dominant Logic (SDL) scholars have found in conceptualisations of value-in-use due to the existence of different denominations and perspectives, this conceptual paper analyses the SDL literature, finding both value-in-use proposed as a comprehensive denomination, and resources, institutions, and time proposed as its main elements.<br/> Focusing on individuals as beneficiaries of value-in-use, the paper infuses the theory of basic individual values from social psychology in SDL, leading to three propositions that stress the ways in which basic individual values affect individuals' perceptions of resources, institutions, and time. Therefore, basic individual values act as lenses through which beneficiaries perceive flows of resources, institutions, and the time during which use occurs, thereby clarifying why value-in-use is always uniquely and phenomenologically determined by the beneficiary.<br/> This conceptual paper proposes basic individual values as micro-foundations of value co-creation, reveals ways to define the perceived value of resources, and leads practitioners to set value propositions according to basic individual values.

The service revolution and its marketing implications: service logic vs service-dominant logic

2014 ◽  
Vol 24 (3) ◽  
pp. 206-229 ◽  
Author(s):  
Christian Grönroos ◽  
Johanna Gummerus
Keyword(s):  
Value Creation ◽  
Service Dominant Logic ◽  
Content Type ◽  
Dominant Logic ◽  
Value Propositions ◽  
Managerial Implications ◽  
Service Logic ◽  
Conceptual Paper ◽  
Managerial Level ◽  
Service Perspective

Purpose – The purpose of this conceptual paper is to analyse the implications generated by a service perspective. Design/methodology/approach – A conceptual analysis of two approaches to understanding service perspectives, service logic (SL) and service-dominant logic (SDL), reveals direct and indirect marketing implications. Findings – The SDL is based on a metaphorical view of co-creation and value co-creation, in which the firm, customers and other actors participate in the process that leads to value for customers. The approach is firm-driven; the service provider drives value creation. The managerial implications are not service perspective-based, and co-creation may be imprisoned by its metaphor. In contrast, SL takes an analytical approach, with co-creation concepts that can significantly reinvent marketing from a service perspective. Value gets created in customer processes, and value creation is customer driven. Ten managerial SL principles derived from these analyses offer theoretical and practical conclusions with the potential to reinvent marketing. Research limitations/implications – The SDL can direct researchers’ and managers’ views towards complex value-generation processes. The SL can analyse this process on a managerial level, to derive customer-centric, service perspective-based opportunities to reinvent marketing. Practical implications – The analysis and principles help marketing break free from offering only value propositions and become an organisation-wide responsibility. Firms must organise service-influenced marketing and create a customer focus among all employees, beyond conventional marketing. Originality/value – A service perspective on business has key managerial implications and enables researchers and managers to find new, customer-centric, service-influenced marketing approaches.

Value proposition test-driving for service innovation: how frontline employees innovate value propositions

2016 ◽  
Vol 26 (3) ◽  
Author(s):  
Maria Åkesson ◽  
Per Skålén ◽  
Bo Edvardsson ◽  
Anna Stålhammar
Keyword(s):  
Design Methodology ◽  
Service Innovation ◽  
Innovation Process ◽  
Frontline Employees ◽  
Value Proposition ◽  
Service Dominant Logic ◽  
Dominant Logic ◽  
Study Approach ◽  
Value Propositions

Purpose This article investigates the role of frontline employees in service innovation from a service-dominant logic perspective. Frontline employees lack a formal innovation obligation. Service innovation is a resource integration process resulting in the creation of new value propositions. Design/methodology/approach A case study of service innovation projects that includes three different businesses in the IT sector and personal interviews with 25 frontline employees. Findings The findings suggest that frontline employees contribute to service innovation by test-driving potential value propositions. Three types of value proposition test-driving have been identified: cognitive, practical, and discursive. The findings suggest interdependencies between the different modes of value proposition test-driving, as well as specific phases of the service innovation process dominated by one form or another. Research limitations/implications Value proposition test-driving offers a fruitful context for managers to involve frontline employees and use their creativity and expertise. The case study approach, however, limits the statistical generalizability of the findings. Originality/value The study is novel in that it (a) introduces the notion of value proposition test-driving for service innovation; (b) provides a systematic empirical analysis of how frontline employees contribute to service innovation by test-driving value propositions; (c) offers a service innovation model informed by the service-dominant logic; and (d) contributes to the service-dominant logic by detailing how service innovation occurs in practice.

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