Servitization of manufacturers and global distribution

Taru Hakanen, Anna Aminoff

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

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 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 - Havana International Conference Cente, Havana, Cuba
Duration: 6 Sep 201610 Sep 2016
Conference number: 5

Conference

Conference5th World Conference on Production and Operations Management
Abbreviated titleP&OM
CountryCuba
CityHavana
Period6/09/1610/09/16

Fingerprint

Service economy
Distributor
Factors
Service provision
Business relationships
Global market
Selection criteria
Distribution channels

Keywords

  • distribution
  • servitization
  • manufacturer

Cite this

Hakanen, T., & Aminoff, A. (2016). Servitization of manufacturers and global distribution. In J. A. D. Machuca, G. Reiner, R. Cespon, C. Ortega, M. Gomez, & J. Acevedo (Eds.), Program and Book of Abstracts P&OM 2016
Hakanen, Taru ; Aminoff, Anna. / Servitization of manufacturers and global distribution. Program and Book of Abstracts P&OM 2016. editor / Jose A. D. Machuca ; Gerald Reiner ; Roberto Cespon ; Cesar Ortega ; Martha Gomez ; Jose Acevedo. 2016.
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Hakanen, T & Aminoff, A 2016, Servitization of manufacturers and global distribution. in JAD Machuca, G Reiner, R Cespon, C Ortega, M Gomez & J Acevedo (eds), Program and Book of Abstracts P&OM 2016. 5th World Conference on Production and Operations Management, Havana, Cuba, 6/09/16.

Servitization of manufacturers and global distribution. / Hakanen, Taru; Aminoff, Anna.

Program and Book of Abstracts P&OM 2016. ed. / Jose A. D. Machuca; Gerald Reiner; Roberto Cespon; Cesar Ortega; Martha Gomez; Jose Acevedo. 2016.

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

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AU - Aminoff, Anna

PY - 2016

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N2 - 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.

AB - 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.

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A2 - Machuca, Jose A. D.

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A2 - Ortega, Cesar

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Hakanen T, Aminoff A. Servitization of manufacturers and global distribution. In Machuca JAD, Reiner G, Cespon R, Ortega C, Gomez M, Acevedo J, editors, Program and Book of Abstracts P&OM 2016. 2016