Rights statement: 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
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Final published version
Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
}
TY - JOUR
T1 - Performance-based contracting in business markets
AU - Essig, Michael
AU - Glas, Andreas
AU - Selviaridis, Konstantinos
AU - Roehrich, Jens
N1 - 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
PY - 2016/11
Y1 - 2016/11
N2 - 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.
AB - 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.
KW - Performance-based contracting
KW - Contracts
KW - Servitization
KW - Relationships
KW - Integrated solutions
KW - Procuring complex performance
U2 - 10.1016/j.indmarman.2016.10.007
DO - 10.1016/j.indmarman.2016.10.007
M3 - Journal article
VL - 59
SP - 5
EP - 11
JO - Industrial Marketing Management
JF - Industrial Marketing Management
SN - 0019-8501
ER -