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Analyzing exchanges through the use of value equations

Keith Blois (Fellow in Industrial Marketing, Templeton College, University of Oxford, Oxford, UK)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 June 2004

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

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited