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: |
2006
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| Authors: | Anderson, James C. ; Narus, James A. ; Rossum, Wouter van |
| Published in: |
Harvard business review : HBR. - Boston, Mass : Harvard Business School Publ. Corp, ISSN 0017-8012, ZDB-ID 23826. - 2006, p. 90-99
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