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Preparing for the Digital Value Exchange Economy in B2B. As the B2B sector undergoes its own digital transformation how do manufacturing SMEs integrate the impact it will have on the value proposition of their existing marketing and sales resources?
This thesis investigates how SMEs in the manufacturing sector integrate the impact on the client relationship of digitally transforming their existing marketing and sales resources. It examines how digitised client interfaces can contribute to building incremental value in their client relationship strategy through the categorisation and optimisation of data. The Data Value Efficiency model (DVE) is proposed as an outcome of the research undertaken and contributes to literature on valuedoi:10.25401/cardiffmet.16668310.v1 fatcat:sxvl6id5tfdvvasuhzsn5w2pde