2013

Murtonen, Mervi

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.