Service Portfolio Extensions and Sales Incentives: An Examination of Financial Value-Added Services Provided by Logistics Service Providers

@inproceedings{Wetzel2019ServicePE,
  title={Service Portfolio Extensions and Sales Incentives: An Examination of Financial Value-Added Services Provided by Logistics Service Providers},
  author={Philipp Wetzel and Erik Hofmann},
  year={2019}
}
Logistics service providers (LSPs) can add value to their clients by providing financial value-added services (FVAS). However, LSPs might encounter challenges when offering such FVAS, as the latter demand a different set of competencies that affect sales teams’ qualifications and motivation. Against this background, we explore how LSPs’ sales teams can be incentivised to support service portfolio extensions in the form of FVAS. The research methodology applied in this study follows a… CONTINUE READING