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From Product to Total Solution: An Enriched Channel Perspective

Paul Matthyssens and Tine Buyl

No 24172, Research Papers from University of Antwerp, Faculty of Applied Economic Sciences

Abstract: In the last decade, a fundamental phenomenon came to the fore in the business environment: more and more companies are offering total solutions to their customer instead of standardized products or services. Although this trend has already been studied extensively in literature, little has been said about the impact of this phenomenon on the supplier's channel management. This article develops propositions concerning the influence of a total solutions strategy on a company's channel management, rooted on an extensive literature review and case-based research in the Belgian industrial market.

Keywords: Industrial; Organization (search for similar items in EconPapers)
Pages: 42
Date: 2005
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Persistent link: https://EconPapers.repec.org/RePEc:ags:uantrp:24172

DOI: 10.22004/ag.econ.24172

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