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The B2B Elements of Value
What matters to business customers? Subjective concerns often play a surprisingly large role.
The B2B Elements of Value
With 40 distinct kinds of value, B2B managers can identify what matters most to each set of important stakeholders.
Elements of Value® Insights
What do customers want? Bain's Elements of Value® represent the deeper aspirations behind the purchasing decisions of B2B and B2C customers. Our insights explore the ways companies can go beyond price to offer more value.
First published in marzo 2018