Abstract
Relying on distribution channels and distributors is a common way for manufacturers to reach their business customers, in global markets. This study suggests that servitization may have certain implications on manufacturers' global distribution, because the offering and nature of business relationships change in servitization. This study identifies the central factors affecting global distribution of servitizing manufacturers. Then, for example, division of sales and service provision tasks between the manufacturer and its distributors as well as ensuring sufficient distributor competence levels regarding complex solutions and solution sales, become important. As a result, manufacturers may include servitization-related capabilities as distributor selection criteria.
| Original language | English |
|---|---|
| Title of host publication | Program and Book of Abstracts P&OM 2016 |
| Editors | Jose A. D. Machuca, Gerald Reiner, Roberto Cespon, Cesar Ortega, Martha Gomez, Jose Acevedo |
| Publisher | Department of Industrial Engineering, Universidad Tecnologica de la Habana |
| Publication date | 2016 |
| ISBN (Print) | 978-959-261-532-8 |
| Publication status | Published - 2016 |
| MoE publication type | A4 Article in conference proceedings |
| Event | 2016 5th World Conference on Production and Operations Management (P&OM) - Havana International Conference Center, Havana, Cuba Duration: 06.09.2016 → 10.09.2016 Conference number: 5 |
Keywords
- 512 Business and Management
- distribution
- servitization
- manufacturer