Abstract
Manufacturing companies (MFRs) are increasingly extending their portfolios with services and data-driven services (DDS) to differentiate themselves from competitors, tap new revenue potential, and gain competitive advantages through digitization and the subsequently generated data. Nonetheless, DDS fail more often than traditional industrial services and products within the first year on the market. Particularly, companies are failing to sell DDS successfully and efficiently with their existing (multi-level) distribution structures. Surprisingly, there is a lack of scientific research addressing this issue. Since there are currently no holistic models for an end-to-end description of distribution-tasks for DDS in the manufacturing industry, this paper contributes to a task-oriented reference model for mapping interactions in the multi-level distribution management. Therefore, a case study research approach is used, to identify and describe the interactions in the multi-level distribution management of DDS, as well as to develop a regulatory framework for MFRs and their multi-level distribution management. This research uses the established theoretical framework of Service-Dominant-Logic to address the co-creation in multi-level distribution management of DDS. As a result, this paper identifies different interaction variants as well as the need for a new management function with 4 main and 14 basic tasks.
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Acknowledgement
The research project that forms the basis for this report is funded through an industry consortium of MFRs. This project is managed by the Institute for Industrial Management (FIR) at RWTH Aachen University and the Center Smart Services (CSS). The authors are responsible for the content of this publication.
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Faulhaber, M., Stich, V., Schuh, G., Holst, L. (2022). Interactions in the Multi-level Distribution Management of Data-Driven Services for Manufacturing Companies. In: Kim, D.Y., von Cieminski, G., Romero, D. (eds) Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action. APMS 2022. IFIP Advances in Information and Communication Technology, vol 664. Springer, Cham. https://doi.org/10.1007/978-3-031-16411-8_33
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