Supplier-perceived customer value in security services

Mervi Murtonen

Research output: Chapter in Book/Report/Conference proceedingChapter or book articleProfessional

Abstract

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.
Original languageEnglish
Title of host publicationResearch highlights in safety and security
Place of PublicationEspoo
PublisherVTT Technical Research Centre of Finland
Pages120-121
ISBN (Electronic)978-951-38-8130-6
ISBN (Print)978-951-38-8129-0
Publication statusPublished - 2013
MoE publication typeNot Eligible

Publication series

SeriesVTT Research Highlights
Number10
ISSN2242-1173

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