Reflections on Vargo and Lusch's systems perspective

Sheth, Jagdish N.

doi:10.1016/j.indmarman.2010.03.004

Cited by 6 publications

(1 citation statement)

References 4 publications

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“…Whereas the vast majority of the BtoB value literature is focused on the firm as the unit of analysis, for networking events, the individual is the prime focus of attention and measurement and reflects the debate on the similarities and differences between value creation in BtoB and BtoC (Sheth, 2011). In order to achieve our objective, we aimed to improve the scope of our data by obtaining insights from respondents that were highly experienced and from the two major stakeholders in events namely, providers and attendees (Richards, 2009).…”

Section: Methodsmentioning

confidence: 99%

Why should I attend? The value of business networking events

Mitchell

Schlegelmilch

Mone

2016

Industrial Marketing Management

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Despite an increasing variety of technological means enabling business people to exchange information without ever meeting in person, the events industry continues to grow. To help to understand why this is, a study was conducted based on 35 in-depth interviews with attendees and event organizers. The findings highlight the main types of value individuals extracted and identify the implications for measurement practice for what, where, how and when to assess value. These insights can help in determining the ROI of networking events for businesses.

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Section: Methodsmentioning

confidence: 99%