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    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

    Accepted author manuscript, 214 KB, PDF document

    Available under license: CC BY-NC-ND: Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License

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Performance-based contracting in business markets

Research output: Contribution to Journal/Magazine › Journal article › peer-review

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Performance-based contracting in business markets. / Essig, Michael; Glas, Andreas ; Selviaridis, Konstantinos et al.
In: Industrial Marketing Management, Vol. 59, 11.2016, p. 5-11.

Research output: Contribution to Journal/Magazine › Journal article › peer-review

Harvard

Essig, M, Glas, A, Selviaridis, K & Roehrich, J 2016, 'Performance-based contracting in business markets', Industrial Marketing Management, vol. 59, pp. 5-11. https://doi.org/10.1016/j.indmarman.2016.10.007

APA

Essig, M., Glas, A., Selviaridis, K., & Roehrich, J. (2016). Performance-based contracting in business markets. Industrial Marketing Management, 59, 5-11. https://doi.org/10.1016/j.indmarman.2016.10.007

Vancouver

Essig M, Glas A, Selviaridis K, Roehrich J. Performance-based contracting in business markets. Industrial Marketing Management. 2016 Nov;59:5-11. Epub 2016 Oct 11. doi: 10.1016/j.indmarman.2016.10.007

Author

Essig, Michael ; Glas, Andreas ; Selviaridis, Konstantinos et al. / Performance-based contracting in business markets. In: Industrial Marketing Management. 2016 ; Vol. 59. pp. 5-11.

Bibtex

@article{68782d17ac274e079192dfd3b45bb025,
title = "Performance-based contracting in business markets",
abstract = "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.",
keywords = "Performance-based contracting, Contracts, Servitization, Relationships, Integrated solutions, Procuring complex performance",
author = "Michael Essig and Andreas Glas and Konstantinos Selviaridis and Jens Roehrich",
note = "This is the author{\textquoteright}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",
year = "2016",
month = nov,
doi = "10.1016/j.indmarman.2016.10.007",
language = "English",
volume = "59",
pages = "5--11",
journal = "Industrial Marketing Management",
issn = "0019-8501",
publisher = "Elsevier Inc.",

}

RIS

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 -