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.
|Title of host publication||Research highlights in safety and security|
|Place of Publication||Espoo|
|Publisher||VTT Technical Research Centre of Finland|
|Publication status||Published - 2013|
|MoE publication type||Not Eligible|
|Series||VTT Research Highlights|
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