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Paper info: The combination of products and services in business networks: a research in aerospace industry

Title


The combination of products and services in business networks: a research in aerospace industry

Authors


FABIANA FERREIRA
Faculdade Metropolitana da Grande Fortaleza
Brazil
FABIANA FERREIRA and João F Proença

Place of Publication


The paper was published at the 28th IMP-conference in Rome, Italy in 2012.

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Abstract


This paper contributes to the discussion about the combination of products and services in business-to-business networks. The aim of the paper is to describe how services are provided by manufacturing firms of complex engineering products. The paper presents a case study research about Embraer, a Brazilian company that is the fourth major aircraft manufacturer in the world. First, the paper describes the nature of producer-user interactions of Embraer and its partnerships in the network. Then, the paper presents a framework of interrelated dimensions consisting as Embraer’s Business Model, around the combination of products and services in order to attend customer needs. The data were collected through interviews with Embraer`s managers and managers of Azul Airline, a customer firm of Embraer. Secondary material, as technical publications, was also analysed. The research shows an illustration of a web of multiple business-to-business relationships for the provision of products (mainly aircraft) through and with a continuous and “multifaceted” service provision. The case shows some evidences of business model’s dimensions for manufacturing firm providing the combination of products and services in aerospace industry. The case contributes to the discussion about extending the role of services in business-to-business networks.