Using value equations to analyse exchanges

Abstract

The concept of exchange is considered and the insights that this provides are combined with Day’s concept of customer value equations to propose that there is also a need to evaluate the supplier’s value equation. Examples of how both customer and supplier value equations might be used by a supplier to further its understanding of the relationships which it has with customers are discussed.

Citation

Blois, K. (2003), "Using value equations to analyse exchanges", Marketing Intelligence & Planning, Vol. 21 No. 1, pp. 16-22. https://doi.org/10.1108/02634500310458117