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Perceived value in B2B and B2C: A comparative approach and cross-fertilization

Author

Listed:
  • Rémi Mencarelli

    (IREGE - Institut de Recherche en Gestion et en Economie - USMB [Université de Savoie] [Université de Chambéry] - Université Savoie Mont Blanc)

  • Arnaud Riviere

    (CERMAT - Centre d'Études et de Recherche en MAnagement de Touraine - Institut d'Administration des Entreprises (IAE) - Tours)

Abstract

Perceived value is of primary concern for researchers and practitioners in the business-to-business (B2B) and business-to-consumer (B2C) spheres. However, the scientific community's excitement over perceived value, associated with approaches developed in parallel in B2B and B2C, has engendered theoretical confusion about perceived value. To solve these conceptual problems, many researchers developed a unified theoretical framework of value (zoom out approach) at a macro-analytical level. By contrast with this currently mainstream perspective in marketing theory, this article adopts a micro-analytical approach to perceived value (zoom in approach). A comparative approach of literature on value in B2B and B2C leads to cross-fertilization between the two areas, while each retains its own features. This zoom-in approach leads to the proposition of a research agenda and allows us to clarify and to enhance the idea of perceived value in B2B and B2C.

Suggested Citation

  • Rémi Mencarelli & Arnaud Riviere, 2015. "Perceived value in B2B and B2C: A comparative approach and cross-fertilization," Post-Print halshs-01157807, HAL.
    • Handle: RePEc:hal:journl:halshs-01157807
    DOI: 10.1177/1470593114552581
    Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-01157807
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    References listed on IDEAS

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    2. Nwankwo Cosmas Anayochukwu & Kanyangale Macdonald Isaac, 2019. "Market Orientation and Survival of Small and Medium Enterprises in Nigeria," Foundations of Management, Sciendo, vol. 11(1), pages 291-304, January.
    3. Yang Lei & Qiang Zhou & Waiman Cheung & Xiling Cui & Ling Peng, 2023. "Market reaction to the announcement of online sales channel investment in enterprises: Evidence from a relatively stable market environment," Electronic Commerce Research, Springer, vol. 23(2), pages 973-1005, June.

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