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The consequences of servitization for the role of the existing channel partners: a case study

Bulten, J.B.J. (2019) The consequences of servitization for the role of the existing channel partners: a case study.

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Abstract:This research investigated if and how the role of the existing channel partners of the focal firm will change within the process from the commissioning phase until the aftercare regarding access control systems when a servitization strategy will be implemented and how these existing channel partners can be engaged in this servitization strategy. Regarding the theoretical contribution of this research, this contextually driven design research found that changes occur in the commissioning – and aftercare phase regarding access controls systems, when a servitization strategy will be implemented. These changes can cause frictions and deformations in relationships between a supplier and its existing channel partners. This research also investigated in what way servitization can cause frictions and deformations in relationships between a supplier and its existing channel partners and in what way these channel partners can anticipate these deformations in order to be engaged in the new servitization strategy. Regarding the practical contribution, the empirical findings in this study provide a new understanding of the consequences of servitization for existing channel partners and the engagement of these existing channel partner within a servitization strategy. The outcome of the study can help the focal company and other firms to better understand what are the consequences of servitization, within certain phases in the product-service delivery process, for the role channel partners. It also contributes to the understanding of engaging existing channel partners in the newly emerged activities.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
Link to this item:http://purl.utwente.nl/essays/79409
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