Ocena oczekiwań uczestników kanału dystrybucji w procesie kreowania wartości przez przedsiębiorstwa przemysłowe

The crucial role in the value creation process plays the assessment of industrial buyers' expectations concerning the supply chain management. To provide value expected by customers it is essential to identify and evaluate needs of industrial channel members'. This paper presents market-driven approach of evaluation of industrial buyers' expectations. Furthermore, the paper presents results of market research conducted among intermediaries dealing with Polish producers and customers of flat rolled products.