Customer Value Propositions in Business Markets - Some managers view the customer value proposition as a form of spin that marketers develop for promotional copy -- The prettier the package, the better. But best-practice suppliers concentrate on the one or two points of difference that deliver the greatest value to target customers. When you identify each customer's critical need, and then offer a ...
|Year of Publication:||
|Contributors:||Anderson, James C.; Narus, James A.; Rossum, Wouter van|
|Type of Publication:||Article|
|Title record from database:|| OLC-SSG Economic Sciences|
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