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Marketing

Degrees of Separation and Locus of Control in Services Networks

Dr Judy Zolkiewski, Manchester Business School

13th Jun 2012  02:00 pm - School Building Room 6, Darlington Centre

The role of the distribution channel in high-technology products and services contexts is investigated using an exploratory investigation of the practices of high technology vendors and their partners.  New forms of product service network can be seen to be developing; these can be represented as value-led ecosystems in which value is appropriated in different forms by different actors at different times. These ecosystems exhibit a number of tensions from coopetition and separation of service roles to a potential change in locus of channel coordination from the OEM to the customer. Trust and expert power are found to be the coordinating functions within these ecosystems.