Paper info

Using Value Equations to Analyse Exchanges in Business to Business Markets

Keith Blois

The paper was published at the 17th IMP-conference in Oslo, Norway in 2001.

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