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

    Keywords

    • distribution
    • servitization
    • manufacturer

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  • 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