This paper presents the initial results of an international research project aimed at assisting advanced manufacturers in making decisions about exporting their service offerings to foreign markets. The paper presents a roadmap for progressing towards an Artificial Intelligence-based market information solution.
There is a trend among manufacturing companies to augment their product offering with services due to competitive and economic reasons as well as changing customer demand. However, offering services is often a challenging task for manufacturing companies, as their core capabilities are in the manufacturing business. Therefore, this paper tries to identify which aspects are important to offer excellent industrial services …
Distributors are important export channels for internationally active small and medium sized manufacturers. Effective governance of these channel members is crucial for the manufacturers’ sales and marketing success. Unilateral incentive schemes represent one mechanism to govern distributors. The variety of incentives is noticeable, among them, incentive travel programmes…
