Research Seminar: Value-Based Selling

As part of the Driving Competitiveness through Servitization project we are very happy to have Dr. Pekka Töytäri from Aalto University visiting us next week.

Wednesday, March 14, 2018 - 11:00 to 12:00

As part of this visit, Pekka will give a research presentation at the Department of Operations Management on Wednesday 14th March from 11-12 in Solbjerg Plads, D4.20 based on his recent work on value-based pricing and selling.

The presentation will be based on his recent publications in Industrial Marketing Management and Journal of Business Research journal. For further information, please follow the links below:

- Töytäri, P., Rajala, R., & Alejandro, T. B. (2015). Organizational and institutional barriers to value-based pricing in industrial relationships. Industrial Marketing Management, 47, 53-64. Link:

- Töytäri, P., & Rajala, R. (2015). Value-based selling: An organizational capability perspective. Industrial Marketing Management, 45, 101-112. Link:

- Töytäri, P., Keränen, J., & Rajala, R. (2017). Barriers to implementing value-based pricing in industrial markets: A micro-foundations perspective. Journal of Business Research, 76, 237-246. Link:

We hope that you are able to join us for the seminar. Please register at:

Dr. Pekka Töytäri is a post-doctoral researcher and Research Program Manager at Aalto University, Department of Industrial Engineering and Management. Töytäri holds a PhD in industrial management. His recent research is focused on value-based exchange in industrial markets, including customer value, service-based value creation, value-based selling and sales management, as well as business model innovation and business ecosystem level effects of value-based strategies. His academic work has appeared in distinguished journals such as Journal of Product Innovation Management, Industrial Marketing Management, and Journal of Business Research

Photo Credit: Scanpix


The page was last edited by: Department of Operations Management // 03/08/2018