Servitization of manufacturers and global distribution

Taru Hakanen, Anna Aminoff

    Research output: Chapter in Book/Report/Conference proceedingConference article in proceedingsScientificpeer-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
    Publication statusPublished - 2016
    MoE publication typeA4 Article in a conference publication
    Event5th World Conference on Production and Operations Management, P&OM Havana 2016: "Joining P&OM forces worldwide: Present and future of Operations Management" - Havana International Conference Cente, Havana, Cuba
    Duration: 6 Sept 201610 Sept 2016


    Conference5th World Conference on Production and Operations Management, P&OM Havana 2016
    Internet address


    • distribution
    • servitization
    • manufacturer


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