Abstract
| Original language | English |
|---|---|
| Title of host publication | Research highlights in safety and security |
| Place of Publication | Espoo |
| Publisher | VTT Technical Research Centre of Finland |
| Pages | 120-121 |
| ISBN (Electronic) | 978-951-38-8130-6 |
| ISBN (Print) | 978-951-38-8129-0 |
| Publication status | Published - 2013 |
| MoE publication type | Not Eligible |
Publication series
| Series | VTT Research Highlights |
|---|---|
| Number | 10 |
| ISSN | 2242-1173 |
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Supplier-perceived customer value in security services. / Murtonen, Mervi.
Research highlights in safety and security. Espoo : VTT Technical Research Centre of Finland, 2013. p. 120-121 (VTT Research Highlights; No. 10).Research output: Chapter in Book/Report/Conference proceeding › Chapter or book article › Professional
TY - CHAP
T1 - Supplier-perceived customer value in security services
AU - Murtonen, Mervi
PY - 2013
Y1 - 2013
N2 - The market for business-to-business security services is broad, yet highly competitive and price-sensitive. Customers tend to perceive security services as of secondary importance to their core business, which can lead to reluctant and reactive service procurement. Under these circumstances increased customer value offers one option for security service providers to differentiate from competitors and raise the profile of their services in the eyes of their customers. The purpose of this research was to explore how security suppliers perceive customer value, and how these perceptions can be used to develop business-to-business security services.
AB - The market for business-to-business security services is broad, yet highly competitive and price-sensitive. Customers tend to perceive security services as of secondary importance to their core business, which can lead to reluctant and reactive service procurement. Under these circumstances increased customer value offers one option for security service providers to differentiate from competitors and raise the profile of their services in the eyes of their customers. The purpose of this research was to explore how security suppliers perceive customer value, and how these perceptions can be used to develop business-to-business security services.
M3 - Chapter or book article
SN - 978-951-38-8129-0
T3 - VTT Research Highlights
SP - 120
EP - 121
BT - Research highlights in safety and security
PB - VTT Technical Research Centre of Finland
CY - Espoo
ER -