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This paper aims to understand the needs of chemical companies' customers and their customers' customers (chemical Industry value chain). Buyer values are explored around the following themes: (1) Price/Cost, (2) Reliability, (3) Product Quality/Performance, (4) Innovation, (5) Sustainability and (6) Sales relationships. The paper allows the author to understand how well chemical companies and other value chain participants understand and are meeting the needs of their customers.
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