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 |
| Publication status | Published - 2016 |
| MoE publication type | A4 Article in a conference publication |
| Event | 5th 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 2016 → 10 Sept 2016 http://pom.cubagrouplanner.com/ |
Conference
| Conference | 5th World Conference on Production and Operations Management, P&OM Havana 2016 |
|---|---|
| Country/Territory | Cuba |
| City | Havana |
| Period | 6/09/16 → 10/09/16 |
| Internet address |
Keywords
- distribution
- servitization
- manufacturer