Analyzing exchanges through the use of value equations
Keith Blois
(Fellow in Industrial Marketing, Templeton College, University of Oxford, Oxford, UK)
1319
Abstract
Firms enter into exchanges so that they can create value for themselves as well as their customers. Day's concept of customer value equations is reviewed and the concept of supplier value equations is introduced. Then the manner in which these two types of value equation can be used to identify opportunities for enhancing supplier and customer value is demonstrated.
Keywords
Citation
Blois, K. (2004), "Analyzing exchanges through the use of value equations", Journal of Business & Industrial Marketing, Vol. 19 No. 4, pp. 250-257. https://doi.org/10.1108/08858620410540982
Publisher
:Emerald Group Publishing Limited
Copyright © 2004, Emerald Group Publishing Limited