TY - GEN
T1 - Managing distribution channels in the control and instrumentation product market with multi-faceted product lines
AU - Dirker, H. G.
AU - Pretorius, L.
AU - Pretorius, J. H.C.
PY - 2008
Y1 - 2008
N2 - The purpose of this paper is to explore ways in which to model and manage distribution channels in the Control and Instrumentation product market where multi-faceted product lines, technological know-how and the position of the product in its life-cycle play important roles in the manner in which these products are diffused into the market. The focus in this paper is more the South African market although the global context for control and instrumentation products is also considered. The research is exploratory in nature addressing the complexity from a value chain point of view intertwined with product technology. Aims of the paper include the following: to asses the various distribution models available to the control and instrumentation market and to investigate by way of preliminary research case studies and inductive reasoning if these models are realistic and how these models may be adapted to include the value addition per distribution channel for the various types of product lines. These findings are reflected in a case study by assessing the various routes to the market for different type of technology products, e.g. IT (Software), lowtechnology and high-technology (Control and Instrumentation products).
AB - The purpose of this paper is to explore ways in which to model and manage distribution channels in the Control and Instrumentation product market where multi-faceted product lines, technological know-how and the position of the product in its life-cycle play important roles in the manner in which these products are diffused into the market. The focus in this paper is more the South African market although the global context for control and instrumentation products is also considered. The research is exploratory in nature addressing the complexity from a value chain point of view intertwined with product technology. Aims of the paper include the following: to asses the various distribution models available to the control and instrumentation market and to investigate by way of preliminary research case studies and inductive reasoning if these models are realistic and how these models may be adapted to include the value addition per distribution channel for the various types of product lines. These findings are reflected in a case study by assessing the various routes to the market for different type of technology products, e.g. IT (Software), lowtechnology and high-technology (Control and Instrumentation products).
UR - http://www.scopus.com/inward/record.url?scp=52449129628&partnerID=8YFLogxK
U2 - 10.1109/PICMET.2008.4599856
DO - 10.1109/PICMET.2008.4599856
M3 - Conference contribution
AN - SCOPUS:52449129628
SN - 1890843172
SN - 9781890843175
T3 - PICMET: Portland International Center for Management of Engineering and Technology, Proceedings
SP - 2323
EP - 2336
BT - PICMET '08 - 2008 Portland International Center for Management of Engineering and Technology, Proceedings Technology Management for a Sustainable Economy
T2 - 2008 Portland International Center for Management of Engineering and Technology, Technology Management for a Sustainable Economy, PICMET '08
Y2 - 27 July 2008 through 31 July 2008
ER -