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Customer Value Chain Analysis

Customer Value Chain Analysis

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Published by Prashant

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Published by: Prashant on May 13, 2011
Copyright:Attribution Non-commercial

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12/13/2011

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Customer Value Chain Analysis
 
Value
‡
Customer Value = End Result benefit (B) Price(P)
‡
Or
‡
V=B-P
‡
-Lanning & Philips
 
‡
Value is quantification of what the customerwill get minus what the customer has to pay.
‡
Benefits= desirable consequences or specificadvantages sought from an offering by acustomer to satisfy a need.
‡
Purchasing decision is a trade off.

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