Paper info: Functions of Middlemen in Distribution Networks
Title
Functions of Middlemen in Distribution Networks
Authors
Kajsa Hulthén
Chalmers University of Technology
Sweden
Robert Olsson
Chalmers University of Technology
Sweden
Place of Publication
The paper was published at the 27th IMP-conference in Glasgow, Scotland in 2011.
Download
 | Download paper (264.1 kb) |
Abstract
ABSTRACT
This study deals with so called middlemen or intermediaries and the functions they perform
with regard to various counterparts. There is a special interest in exploring a ‘middleman’s’
functions with regard to its counterparts in terms of suppliers and customers, and how these functions
are developed and changed over time. This is illustrated through a single case study which presents a
middleman in the mobile telephone industry and how they take on very different functions
towards diverse counterparts such as customers, suppliers and other partners
Keywords
Distribution, Industrial Network Approach, Functions, Middlemen
This study deals with so called middlemen or intermediaries and the functions they perform
with regard to various counterparts. There is a special interest in exploring a ‘middleman’s’
functions with regard to its counterparts in terms of suppliers and customers, and how these functions
are developed and changed over time. This is illustrated through a single case study which presents a
middleman in the mobile telephone industry and how they take on very different functions
towards diverse counterparts such as customers, suppliers and other partners
Keywords
Distribution, Industrial Network Approach, Functions, Middlemen