Servitization of manufacturers and global distribution

Taru Hakanen, Anna Aminoff

Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review


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 languageEnglish
Title of host publicationProgram and Book of Abstracts P&OM 2016
EditorsJose A. D. Machuca, Gerald Reiner, Roberto Cespon, Cesar Ortega, Martha Gomez, Jose Acevedo
PublisherDepartment of Industrial Engineering, Universidad Tecnologica de la Habana
Publication date2016
ISBN (Print)978-959-261-532-8
Publication statusPublished - 2016
MoE publication typeA4 Article in conference proceedings
Event2016 5th World Conference on Production and Operations Management (P&OM) - Havana International Conference Center, Havana, Cuba
Duration: 06.09.201610.09.2016
Conference number: 5


  • 512 Business and Management
  • distribution
  • servitization
  • manufacturer


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