Customer Value in Business Markets. 0. Customer Value. Benefits. Sacrifices. Core Benefits. Add-on Benefits. Acquisition Costs. Processing Costs. Usage Costs.
Source: Adapted with modifications from Ajay Menon, Christian Homburg and Nikolas Beutin, “Understanding Customer Value in Business-to-Business Relationships,” Journal of Business-to-Business Marketing 12, No. 2 (2005), pp. 1-33.