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[{"key": "dc.contributor.advisor", "value": "Uusitalo, Outi", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Tiainen, Petra", "language": "", "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2023-06-16T06:35:15Z", "language": null, "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2023-06-16T06:35:15Z", "language": null, "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2023", "language": "", "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/87853", "language": null, "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Paine digitalisaatioon haastaa personoituja ratkaisuja tarjoavia B2B-yrityksi\u00e4. Vaikka yh\u00e4 useampi B2B-asiakas suosii ostamista verkossa, hybridiratkaisuita tarjoavien B2B-yritysten katsotaan yh\u00e4 olevan digitaalisen siirtym\u00e4n heikoimpia\nmenestyji\u00e4. B2B-yritykset ovat vastanneet digitalisaation aiheuttamaan asiakask\u00e4ytt\u00e4ytymisen muutokseen siirtym\u00e4ll\u00e4 kohti arvopohjaista myynti\u00e4. Asiakkaiden ollessa aiempaa tietoisempia vaihtoehdoista, yritykset pyrkiv\u00e4t\nsyvent\u00e4m\u00e4\u00e4n yhteisty\u00f6t\u00e4 luomalla uusia arvolupauksia ja ratkaisuja yhdess\u00e4 asiakkaan kanssa. Huolimatta digitalisaation ja arvopohjaisen myynnin vastakkainasettelusta, digitalisaation on todettu my\u00f6s hy\u00f6dytt\u00e4v\u00e4n arvopohjaista myynti\u00e4 tietyiss\u00e4 vaiheissa myyntiprosessia.\n\nB2B-myynnin digitalisaatiota ja sen vaikutuksia arvonluonnille k\u00e4sittelev\u00e4 tutkimus on pitk\u00e4\u00e4n keskittynyt myyj\u00e4organisaatioiden n\u00e4k\u00f6kulmaan. T\u00e4m\u00e4 tutkimus vastaa tutkimusaukkoon tuomalla esiin asiakasn\u00e4k\u00f6kulman. Tutkimuksen tarkoituksena on selvitt\u00e4\u00e4, kuinka digitaaliset toimenpiteet arvopohjaisessa myynniss\u00e4 vaikuttavat B2B-asiakkaan arvonluontiin. Tavoitteena on tunnistaa, miss\u00e4 konteksteissa myyntiprosessin eri vaiheiden digitalisoinnilla on positiivinen tai negatiivinen vaikutus arvonluontiin, sek\u00e4 millainen rooli digitaalisilla teknologioilla on n\u00e4iss\u00e4 tilanteissa. \n\nTulosten perusteella digitalisaatiolla on positiivinen vaikutus asiakkaan arvonluontiin silloin, kun sen rooli on toimia tukena, vaihtoehtona tai kanavana ihmisten v\u00e4liselle vuorovaikutukselle. Erityisesti alustavan asiakasymm\u00e4rryksen kasvattamisessa sek\u00e4 arvoviestinn\u00e4ss\u00e4 digitalisaatiolla oli positiivinen vaikutus arvonluontiin. Sen sijaan syvemm\u00e4n asiakasymm\u00e4rryksen muodostamisessa, ratkaisujen yhteisluonnissa sek\u00e4 asiakassuhteiden hallinnassa ihmisten merkitys korostui, ja n\u00e4iss\u00e4 tilanteissa digitalisaatiolla saattoi olla negatiivinen vaikutus arvonluonnille. Ihmisten vuorovaikutusta\ntukevassa roolissa digitalisaatiolla oli positiivinen vaikutus my\u00f6s ratkaisujen yhteisluonnissa, arvon vahvistamisessa ja asiakassuhteiden hallinnassa.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Increasing pressure on digitalization challenges B2B companies providing personalized solutions. B2B customers increasingly prefer buying online, but at the same time, B2B companies with hybrid solutions are blamed to be the least\nperformed in digital transformation. Value-based selling approach has been a response of B2B companies to the changed customer behaviour caused by digitalization. As customers have become more self-learned, providers are aiming at deepening the collaboration by co-creating new value propositions and integrating resources into new solutions together with the customers. Although its initially confrontational role to digitalization, value-based selling has been also\nshown to benefit from digitalization in certain phases of the selling process.\n\nCurrent research has strongly focused on the selling organization perspective in terms of digitalization and value creation in B2B context. This study responds to the recent call for buying organization perspective by investigating, how digital value-based selling activities impact on the value creation of B2B customers. The purpose of this study is to recognize, in which specific contexts digitizing different phases of the sales process has positive or negative impact on value creation, and what kind of role digital technologies play in these situations.\n\nThe results show that digitalization is likely to positively impact on customer\u2019s value creation, when its role is supportive, optional or a channel to the interaction between humans. The usage of digital technologies supported customer\u2019s value creation especially in gaining an initial customer understanding and in value communication. Instead, in gaining an in-depth customer understanding, in solution co-creation and in relationship management, the role of human input and interpersonal relationships were emphasized, and digitalization had negative impacts on the value creation in several situations. In a supportive role, digital technologies had a positive impact on value creation also in the phases of solution co-creation, value confirmation and relationship management.", "language": "en", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by Paivi Vuorio (paelvuor@jyu.fi) on 2023-06-16T06:35:15Z\nNo. of bitstreams: 0", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2023-06-16T06:35:15Z (GMT). No. of bitstreams: 0\n Previous issue date: 2023", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "78", "language": "", "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.language.iso", "value": "eng", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": null, "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "value-based selling", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "Value creation through digital value-based selling activities", "language": "", "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-202306163908", "language": "", "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", "language": "en", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4 University School of Business and Economics", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4n yliopiston kauppakorkeakoulu", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Taloustieteet", "language": "fi", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Business and Economics", "language": "en", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Markkinointi", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Marketing", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "yvv.contractresearch.collaborator", "value": "business", "language": "", "element": "contractresearch", "qualifier": "collaborator", "schema": "yvv"}, {"key": "yvv.contractresearch.funding", "value": "0", "language": "", "element": "contractresearch", "qualifier": "funding", "schema": "yvv"}, {"key": "yvv.contractresearch.initiative", "value": "student", "language": "", "element": "contractresearch", "qualifier": "initiative", "schema": "yvv"}, {"key": "dc.type.coar", "value": "http://purl.org/coar/resource_type/c_bdcc", "language": null, "element": "type", "qualifier": "coar", "schema": "dc"}, {"key": "dc.rights.copyright", "value": "\u00a9 The Author(s)", "language": null, "element": "rights", "qualifier": "copyright", "schema": "dc"}, {"key": "dc.rights.accesslevel", "value": "openAccess", "language": null, "element": "rights", "qualifier": "accesslevel", "schema": "dc"}, {"key": "dc.type.publication", "value": "masterThesis", "language": null, "element": "type", "qualifier": "publication", "schema": "dc"}, {"key": "dc.subject.oppiainekoodi", "value": "20423", "language": "", "element": "subject", "qualifier": "oppiainekoodi", "schema": "dc"}, {"key": "dc.subject.yso", "value": "arvo (ominaisuudet)", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "vuorovaikutus", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "yritysmyynti", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "tehdasteollisuus", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "arvonluonti", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "digitalisaatio", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "asiakkaat", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "myynti", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "asiakasl\u00e4ht\u00f6isyys", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "asiakkuus", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "asiakkuudenhallinta", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "myyntity\u00f6", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "asiakaskokemus", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "markkinointi", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "value (properties)", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "interaction", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "business-to-business commerce", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "manufacturing industry", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "value creation", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "digitalisation", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "customers", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "sale", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "customer orientation", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "customership", "language": null, "element": "subject", "qualifier": "yso", 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