Concepedia

Value Selling

Value Selling is a strategic sales methodology that differentiates itself by focusing on the articulation and delivery of measurable business value to the customer throughout the sales process, rather than emphasizing product features or price.

53

Publications

3.5K

Citations

126

Authors

77

Institutions

Publications per year

2017–2026

24

Variants

Value-based Selling

Parents

Publications

53

Value in business markets: What do we know? Where are we going?

Adam Lindgreen, Finn Wynstra · Industrial Marketing Management · 2005 · 613 citations

, , +12

‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets

Harri Terho, Alexander Haas, Andreas Eggert et al. · Industrial Marketing Management · 2011 · 325 citations

, , +11

Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social selling

Chiara Ancillai, Harri Terho, Silvio Cardinali et al. · Industrial Marketing Management · 2019 · 237 citations

, , +16

Customer Value in Business Markets

Wolfgang Ulaga · Industrial Marketing Management · 2001 · 234 citations

, , +10

How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling

Harri Terho, Andreas Eggert, Alexander Haas et al. · Industrial Marketing Management · 2015 · 176 citations

, , +16

1–5 of 53

Authors

126

  1. HT
    Harri Terho

    University of Turku, Finland

    6 publications · 924 citations

    6

    h-index

  2. WU
    Wolfgang Ulaga

    Paderborn University, Germany

    4 publications · 822 citations

    4

    h-index

  3. AE
    Andreas Eggert

    Paderborn University, Germany

    3 publications · 588 citations

    3

    h-index

  4. AH
    Alexander Haas

    Justus-Liebig-Universität Gießen, Germany

    3 publications · 588 citations

    3

    h-index

  5. HL
    Hanna Luotola

    Åbo Akademi University, Finland

    3 publications · 157 citations

    3

    h-index

1–5 of 126

Institutions

77

  1. University of Turku

    Turku, Finland

    7 h-index

    10 publications

    1.2K citations

  2. Paderborn University

    Paderborn, Germany

    3 h-index

    4 publications

    675 citations

  3. Åbo Akademi University

    Turku, Finland

    3 h-index

    8 publications

    537 citations

  4. Lappeenranta-Lahti University of Technology

    Lappeenranta, Finland

    2 h-index

    2 publications

    63 citations

  5. University of Florida

    Gainesville, United States

    2 h-index

    3 publications

    133 citations

  6. Copenhagen Business School

    Copenhagen, Denmark

    2 h-index

    4 publications

    357 citations

  7. International Institute for Management Development

    Lausanne, Switzerland

    2 h-index

    2 publications

    501 citations

  8. Aalto University

    Espoo, Finland

    2 h-index

    3 publications

    149 citations

1–8 of 77

Venues

  1. Industrial Marketing Management

    15 publications · 2.1K citations

    15

    h-index

  2. Journal of the Academy of Marketing Science

    4 publications · 214 citations

    4

    h-index

  3. Journal of Personal Selling and Sales Management

    JPSSM · 3 publications · 232 citations

    3

    h-index

  4. Journal of Business and Industrial Marketing

    2 publications · 156 citations

    2

    h-index

  5. European Journal of Marketing

    EJM · 2 publications · 41 citations

    2

    h-index

1–5