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B2B distributors

Author

Listed:
  • Catherine Pardo

    (EM - EMLyon Business School)

  • Sophie Michel

    (EM Strasbourg - École de Management de Strasbourg = EM Strasbourg Business School - UNISTRA - Université de Strasbourg)

Abstract

This chapter provides an in-depth look at the role, evolution and theoretical perspectives of B2B distributors, along with challenges related to digitalization and sustainability.B2B distributors sell goods to other organizations for resale or business use, are independently owned and take ownership of the products they manage, distinguishing them from brokers or agents. They operate in a ‘middle space', handling both transactional (exchange organization) and logistical (management of physical and information flows) dimensions. The chapter explores their various roles, emphasizing their contribution to value cocreation within the distribution network

Suggested Citation

  • Catherine Pardo & Sophie Michel, 2026. "B2B distributors," Post-Print hal-05603071, HAL.
    • Handle: RePEc:hal:journl:hal-05603071
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