Performance-based contracting in business markets

[1]  L. Mattsson.  Systems selling as a strategy on industrial markets , 1973 .

[2]  A. Page,et al.  Product systems marketing , 1983 .

[3]  S. Vandermerwe,et al.  Servitization of business : Adding value by adding services , 1988 .

[4]  K. Eisenhardt.  Agency Theory: An Assessment and Review , 1989 .

[5]  A. Weele,et al.  Purchasing and supply chain management , 1999 .

[6]  Robert D. Behn,et al.  Strategies for Avoiding the Pitfalls of Performance Contracting , 1999 .

[7]  M. Hobday.  The Project-Based Organisation: An ideal form for managing complex products and systems? , 2000 .

[8]  Cam Donaldson,et al.  Performance-Based Contracts and Provider Efficiency , 2000 .

[9]  E. Fehr,et al.  Psychological Foundations of Incentives , 2002 .

[10]  Jay R. Galbraith.  Organizing to Deliver Solutions , 2002 .

[11]  J.Y.F. Wynstra,et al.  Buying Business Services , 2002 .

[12]  Jonathan Levin.  Relational Incentive Contracts , 2003 .

[13]  C. Prahalad,et al.  Co‐creating unique value with customers , 2004 .

[14]  Andrea Prencipe,et al.  The Business of Systems Integration , 2004 .

[15]  A. Davies.  Moving base into high-value integrated solutions: a value stream approach , 2004 .

[16]  S. Balasubramanian,et al.  Creating Growth With Services , 2004 .

[17]  Kyle J. Mayer,et al.  Learning to Contract: Evidence from the Personal Computer Industry , 2004, Organ. Sci..

[18]  Stephen L. Vargo,et al.  Evolving to a New Dominant Logic for Marketing , 2004 .

[19]  Lawrence L. Martin.  Performance-Based Contracting for Human Services , 2005 .

[20]  Michael Essig,et al.  Public–private partnership—Development of long-term relationships in public procurement in Germany , 2005 .

[21]  Van Weele Prof..  Purchasing and supply chain management : analysis, strategy, planning and practice , 2005 .

[22]  A. Davies,et al.  Charting a path toward integrated solutions , 2006 .

[23]  Serguei Netessine,et al.  Performance Contracting in After-Sales Service Supply Chains , 2007, Manag. Sci..

[24]  L. Hooper,et al.  Paying for performance: Uncertainty, asymmetric information and the payment model , 2007 .

[25]  Ajay K. Kohli,et al.  Rethinking Customer Solutions: From Product Bundles to Relational Processes , 2007 .

[26]  Kyle J. Mayer,et al.  Contract design as a firm capability: An integration of learning and transaction cost perspectives , 2007 .

[27]  David A. Hensher,et al.  Transacting under a performance-based contract: The role of negotiation and competitive tendering , 2007 .

[28]  Bernard Cova,et al.  Introduction to the IMM special issue on ‘Project marketing and the marketing of solutions’ A comprehensive approach to project marketing and the marketing of solutions , 2007 .

[29]  Bowen McBeath,et al.  Market-based disparities in foster care outcomes , 2008 .

[30]  Jurong Zheng,et al.  The Dynamics of Contractual and Relational Governance: Evidence From Long-Term Public-Private Procurement Arrangements , 2008 .

[31]  A. Payne,et al.  Managing the co-creation of value , 2008 .

[32]  M. Lewis,et al.  Contracts, Relationships and Integration: Towards a Model of the Procurement of Complex Performance , 2009 .

[33]  A. Weele.  Purchasing and Supply Chain Management: Analysis, Strategy, Planning and Practice , 2009 .

[34]  Johann C.K.H. Riedel,et al.  The PSO triangle: designing product, service and organisation to create value , 2009 .

[35]  W. V. D. Valk,et al.  Buying business services : towards a structured service purchasing process , 2009 .

[36]  Irene C. L. Ng,et al.  Outcome-based contracts as a driver for systems thinking and service-dominant logic in service science: evidence from the defence industry , 2009 .

[37]  A. Davies,et al.  Procuring Complex Performance in Construction: London Heathrow Terminal 5 And a Private Finance Initiative Hospital , 2009 .

[38]  M. Stewart,et al.  Performance-Based Contracting Within a State Substance Abuse Treatment System: A Preliminary Exploration of Differences in Client Access and Client Outcomes , 2011, The Journal of Behavioral Health Services & Research.

[39]  Joe B. Hanna,et al.  EVOLVING A THEORY OF PERFORMANCE-BASED LOGISTICS USING INSIGHTS FROM SERVICE DOMINANT LOGIC , 2010 .

[40]  Douglas D. Gransberg.  Framework for Performance-Based Contractor Prequalification , 2010 .

[41]  Ronald Gleich,et al.  Clarifying the concept of performance‐based contracting in manufacturing industries , 2010 .

[42]  Serguei Netessine,et al.  Contracting for Infrequent Restoration and Recovery of Mission-Critical Systems , 2010, Manag. Sci..

[43]  D. Probert,et al.  Migrating from products to solutions: An exploration of system support in the UK defense industry , 2010 .

[44]  Kyle J. Mayer,et al.  Designing Effective Contracts: Exploring the Influence of Framing and Expectations , 2011 .

[45]  Fabrice Lumineau,et al.  An organizational learning perspective on the contracting process , 2011 .

[46]  Seeing the Person Not the Illness , 2011, The journal of behavioral health services & research.

[47]  Irene C. L. Ng,et al.  The co-production of equipment-based services: an interpersonal approach , 2011 .

[48]  Kostas Selviaridis,et al.  Performance based contracting:state of the art and future directions , 2011 .

[49]  Nigel Caldwell,et al.  Procuring complex performance : studies of innovation in product-service management , 2011 .

[50]  Rajkumar Roy,et al.  Operations strategy for the effective delivery of integrated industrial product‐service offerings , 2011 .

[51]  Alan R. Collins,et al.  An index approach to performance-based payments for water quality. , 2012, Journal of environmental management.

[52]  Andreas H. Glas,et al.  Performance‐based logistics: a portfolio for contracting military supply , 2013 .

[53]  Bruno Meessen,et al.  Studying the link between institutions and health system performance: a framework and an illustration with the analysis of two performance-based financing schemes in Burundi. , 2013, Health policy and planning.

[54]  Michael Essig,et al.  A providers’ perspective on supplier relationships in performance-based contracting , 2013 .

[55]  Irene C. L. Ng,et al.  Outcome-based contracts as new business model : the role of partnership and value-driven relational assets , 2013 .

[56]  Erik Seedhouse,et al.  SpaceX: Making Commercial Spaceflight a Reality , 2013 .

[57]  M. Lewis,et al.  Servitizing Manufacturers: The Importance of Service Complexity and Contractual and Relational Capabilities , 2014 .

[58]  Martin Spring,et al.  Indirect capabilities and complex performance : implications for procurement and operations strategy , 2014 .

[59]  Arvind Malhotra,et al.  The dark side of the sharing economy … and how to lighten it , 2014, Commun. ACM.

[60]  Kostas Selviaridis,et al.  Performance-based contracting in service supply chains: a service provider risk perspective , 2014 .

[61]  N. Caldwell,et al.  Contracting for complex performance in markets of few buyers and sellers: The case of military procurement , 2014 .

[62]  David R. Nowicki,et al.  Service-dominant logic and supply chain management: are we there yet? , 2014 .

[63]  Michael Lewis,et al.  Procuring Complex Performance: Implications for Exchange Governance Complexity , 2014 .

[64]  Erik Vanhatalo,et al.  Performance-based logistics – an illusive panacea or a concept for the future? , 2014 .

[65]  J. Loveland,et al.  Transitioning from product to service-led growth in manufacturing firms: Emergent challenges in selecting and managing the industrial sales force , 2014 .

[66]  A. Davies,et al.  Procuring Complex Performance: The Transition Process in Public Infrastructure , 2014 .

[67]  Holger Schiele,et al.  Purchasing strategy development: A multi-level review , 2015 .

[68]  F. Wynstra,et al.  Service triads: A research agenda for buyer–supplier–customer triads in business services , 2015 .

[69]  Andreas Norrman,et al.  Performance-based contracting for advanced logistics services: Challenges in its adoption, design and management , 2015 .

[70]  Charlotta Windahl,et al.  What Service Transition? Rethinking Established Assumptions About Manufacturers’ Service-Led Growth Strategies , 2015 .

[71]  Finn Wynstra,et al.  Performance-based contracting: a literature review and future research directions , 2015 .

[72]  Saara Brax,et al.  Meta-model of servitization: The integrative profiling approach , 2017 .