Servitization of manufacturers and global distribution

Taru Hakanen, Anna Aminoff

Forskningsoutput: Kapitel i bok/rapport/konferenshandlingKonferensbidragVetenskapligPeer review

Sammanfattning

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.
OriginalspråkEngelska
Titel på gästpublikationProgram and Book of Abstracts P&OM 2016
RedaktörerJose A. D. Machuca, Gerald Reiner, Roberto Cespon, Cesar Ortega, Martha Gomez, Jose Acevedo
FörlagDepartment of Industrial Engineering, Universidad Tecnologica de la Habana
Utgivningsdatum2016
ISBN (tryckt)978-959-261-532-8
StatusPublicerad - 2016
MoE-publikationstypA4 Artikel i en konferenspublikation
Evenemang2016 5th World Conference on Production and Operations Management (P&OM) - Havana International Conference Center, Havana, Kuba
Varaktighet: 06.09.201610.09.2016
Konferensnummer: 5

Nyckelord

  • 512 Företagsekonomi

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