B2B distributors

Catherine Pardo () and Sophie Michel
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Catherine Pardo: EM - EMLyon Business School
Sophie Michel: EM Strasbourg - École de Management de Strasbourg = EM Strasbourg Business School - UNISTRA - Université de Strasbourg

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Abstract: This chapter provides an in-depth look at the role, evolution and theoretical perspectives of B2B distributors, along with challenges related to digitalization and sustainability.B2B distributors sell goods to other organizations for resale or business use, are independently owned and take ownership of the products they manage, distinguishing them from brokers or agents. They operate in a ‘middle space', handling both transactional (exchange organization) and logistical (management of physical and information flows) dimensions. The chapter explores their various roles, emphasizing their contribution to value cocreation within the distribution network

Keywords: B2B marketing; distribution (search for similar items in EconPapers)
Date: 2026-12-05
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Published in The Sage Handbook of Industrial Marketing, SAGE Publications, Limited, pp.499 - 515, 2026, 9781036201272

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-05603071

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