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 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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Cite this
Murtonen, M. (2013). Supplier-perceived customer value in security services. In Research highlights in safety and security (pp. 120-121). VTT Technical Research Centre of Finland. VTT Research Highlights, No. 10 http://www.vtt.fi/inf/pdf/researchhighlights/2013/R10.pdf