QUESTION POSED ON: 31 January 2007 What are the major differences between business-to-business (B2B) and business-to-consumer (B2C) models of consumer loyalty?
>
EXPERT RESPONSE
The focus must be on the value proposition, which is the combination of rational (functional) elements of performance and emotional (trust and relationship) elements of performance. So, except for the specific supplier decision criteria, which varies from situation to situation, there is more similarities than differences between B2C and B2B in what drives customer loyalty behavior.
Search and Browse the Expert Answer Center Search and browse more than 25,000 question and
answer pairs from more than 250 TechTarget industry experts.
TechTarget provides enterprise IT professionals with the information they need to perform their jobs - from developing strategy, to making cost-effective IT purchase decisions and managing their organizations' IT projects - with its network of technology-specific Web sites, events and magazines.