Industrial distributors: Can they survive in the new economy? |
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Authors: | Susan Mudambi [Author Vitae] Raj Aggarwal [Author Vitae] |
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Institution: | a Fox School of Business and Management, Temple University, 1810 North 13th Street, Philadelphia, PA 19122, USA b Graduate School of Management, BSA 434, Kent State University, Kent, OH 44242, USA |
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Abstract: | As e-commerce evolves and gains power in the business-to-business (B2B) marketplace, what lies ahead for the industrial distributor? The fundamental issue from the distributor's point of view is how to compete more effectively and profitably, given the changing business environment of the new economy. This paper reviews the literature on the distributor's role and relationships and introduces a conceptual model of distributor viability. The model identifies sources of value that distributors offer to manufacturers and customers, including customer relationship management (CRM), production and operations management (POM), and knowledge management (KM). The paper explores the managerial implications of distributor relationships and sources of value. This provides the foundation for better understanding of the viability of industrial distributors in the new economy. |
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Keywords: | E-commerce B2B marketing Industrial distribution CRM Customer relationship management |
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