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Industrial Intermediaries’ Role in the Manufacturing Industry: A case study on a Swedish industrial intermediary
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Entrepreneurship and innovation.
2014 (English)Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

This thesis investigates what kind of added value an industrial intermediary need to contribute  with in order to survive in a competitive business landscape. The author has conducted a case study on an industrial intermediary in order to understand what drives its value-adding success. The study applied and elaborated on Mudambi and Aggarwal’s (2001) distributor model on value-adding sources. The empirical foundation is based on multiple interviews with European and Swedish manufacturing firms, several industry experts and an examination of two successful intermediaries. The interviews enabled the author to identify value-adding factors that an industrial intermediary needs to contribute with in order to be successful in the future. The result yielded an understanding of the industrial distributors’ role in the future. Consistent with previous literature, the research showed that the main value-adding aspects were knowledge, network, service, and strong relationships. Moreover, in order to benefit from these value-adding factors, the industrial agent needs to communicate and protect its value-adding sources. By doing this, the agent can contribute to its customers and suppliers with cost savings and business growth and survive in the future.

Place, publisher, year, edition, pages
2014. , 80 p.
Keyword [en]
Industrial intermediaries, agents, distributors, transaction costs, Swedish manufacturing industry, added value, customer relationship management, production and operations management, knowledge management, value- adding factors
National Category
Economics and Business
URN: urn:nbn:se:kth:diva-160625OAI: diva2:790588
Available from: 2015-03-03 Created: 2015-02-25 Last updated: 2015-03-03Bibliographically approved

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