Numerous software companies are adopting value-based decision making. However, what does value mean for key stakeholders making decisions? How do different stakeholder groups understand value? Without an explicit understanding of what value means, decisions are subject to ambiguity and vagueness, which are likely to bias them. This case study provides an in-depth analysis of key stakeholders’ value propositions when selecting features for a large telecommunications company's software-intensive product. Stakeholders’ value propositions were elicited via interviews, which were analyzed using Grounded Theory coding techniques (open and selective coding). Thirty-six value propositions were identified and classified into six dimensions: customer value, market competitiveness, economic value/profitability, cost efficiency, technology & architecture, and company strategy. Our results show that although propositions in the customer value dimension were those mentioned the most, the concept of value for feature selection encompasses a wide range of value propositions. Moreover, stakeholder groups focused on different and complementary value dimensions, calling to the importance of involving all key stakeholders in the decision making process. Although our results are particularly relevant to companies similar to the one described herein, they aim to generate a learning process on value-based feature selection for practitioners and researchers in general.

中文翻译：

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关键利益相关者对软件密集型产品特征选择的价值主张：工业案例研究

许多软件公司正在采用基于价值的决策。然而，价值对于关键利益相关者的决策意味着什么？不同的利益相关者群体如何理解价值？如果对价值的含义没有明确的理解，决策就会变得模棱两可和含糊不清，这可能会使他们产生偏见。本案例研究深入分析了关键利益相关者在为大型电信公司的软件密集型产品选择功能时的价值主张。利益相关者的价值主张是通过访谈得出的，并使用扎根理论编码技术（开放和选择性编码）进行分析。确定了 36 个价值主张，并将其分为六个维度：客户价值、市场竞争力、经济价值/盈利能力、成本效率、技术和 架构和公司战略。我们的结果表明，尽管客户价值维度中的主张被提及最多，但特征选择的价值概念包含广泛的价值主张。此外，利益相关者群体关注不同和互补的价值维度，呼吁让所有关键利益相关者参与决策过程的重要性。尽管我们的结果与与本文所述的公司类似的公司特别相关，但它们的目标是为一般的从业者和研究人员生成基于价值的特征选择的学习过程。此外，利益相关者群体关注不同和互补的价值维度，呼吁让所有关键利益相关者参与决策过程的重要性。尽管我们的结果与与本文所述的公司类似的公司特别相关，但它们的目标是为一般的从业者和研究人员生成基于价值的特征选择的学习过程。此外，利益相关者群体关注不同和互补的价值维度，呼吁让所有关键利益相关者参与决策过程的重要性。尽管我们的结果与与本文所述的公司类似的公司特别相关，但它们的目标是为一般的从业者和研究人员生成基于价值的特征选择的学习过程。