Research has mostly focused on producers, leaving intermediaries (e.g., distributors, wholesalers) poorly understood. We thus investigate how incumbent intermediaries respond to digital technological disruptions that disintermediate their distribution and sales. We conduct an inductive study of Sonepar, a major distributor of electrical parts, and its adaptation to digital technologies (2012–2022). Our contribution advances a two- phase process model made of (1) Systems Adaptation and Business Model Change, and (2) High-End Servitization – underpinning the transition from a traditional ‘Offline Strategy’ to a new ‘Hybrid Digital-Driven Strategy.’ Theoretical and practical implications are discussed.
Servitization of supply chain intermediaries: exploring the impact of technological disruptions in the electrical distribution industry
Andrea Vinelli
2023
Abstract
Research has mostly focused on producers, leaving intermediaries (e.g., distributors, wholesalers) poorly understood. We thus investigate how incumbent intermediaries respond to digital technological disruptions that disintermediate their distribution and sales. We conduct an inductive study of Sonepar, a major distributor of electrical parts, and its adaptation to digital technologies (2012–2022). Our contribution advances a two- phase process model made of (1) Systems Adaptation and Business Model Change, and (2) High-End Servitization – underpinning the transition from a traditional ‘Offline Strategy’ to a new ‘Hybrid Digital-Driven Strategy.’ Theoretical and practical implications are discussed.Pubblicazioni consigliate
I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
