From product to total solution: an enriched channel perspective
Faculty of Applied Economics
Antwerp :UA, 2005
Research paper / UA, Faculty of Applied Economics ; 2005:29
University of Antwerp
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 suppliers channel management. This article develops propositions concerning the influence of a total solutions strategy on a companys channel management, rooted on an extensive literature review and case-based research in the Belgian industrial market.