The goal of this research was to conduct an in-depth investigation to provide a better understanding of how intermediaries facilitate drivers of customer value. Results from in depth interviews in the Italian heating industry revealed those value creating drivers as perceived by the facilitators. Managerial and theoretical implications are provided as well as areas for future research.
Value drivers for intermediaries in the business to business context: an exploratory study
RUSSO, IVAN;CONFENTE, Ilenia
2012-01-01
Abstract
The goal of this research was to conduct an in-depth investigation to provide a better understanding of how intermediaries facilitate drivers of customer value. Results from in depth interviews in the Italian heating industry revealed those value creating drivers as perceived by the facilitators. Managerial and theoretical implications are provided as well as areas for future research.
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