Profiling values in a B2B context

Andreas Bauer, Björn Bloching, Kai Howaldt and Alan Mitchell

Chapter 4 in Moment of Truth, 2006, pp 59-65 from Palgrave Macmillan

Abstract: Abstract In Chapter 3 we introduced the logic and methodology of values profiling, and most of the examples we gave came from consumer markets. It may not seem obvious but the same basic approach applies equally well to business-to-business (B2B) marketing. The number and type of values demonstrated may be different, but a values-based approach still works.

Keywords: Consumer Market; Performance Quadrant; Business Market; Service Competence; Ownership Cost (search for similar items in EconPapers)
Date: 2006
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-20388-4_4

Ordering information: This item can be ordered from
http://www.palgrave.com/9780230203884

DOI: 10.1057/9780230203884_4

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().