ABSTRACT
This chapter focuses on research projects that the authors have conducted during 2009–2021, involving dozens of globally operating industrial and information and communications technology (ICT) companies and hundreds of informants in different specialist and managerial positions. Value is considered subjective, contextual, dynamic, and based on the individual evaluators’ past experiences and preferences. The attributes of value have a profound impact on the shared understanding of value. Value has an internal structure. It is often defined as the difference between the customer perceived benefits and sacrifices. The operational benefits primarily relate to the current or future operational performance of a company. Long-term relationships can create partnership-related value. A broad and holistic value conception brings all the relevant dimensions of value into the value preference evaluation. The research on customer’s business processes and business drivers facilitates building effective value propositions.
