Authors: Fabiana Ferreira; João F Proença
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.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2012
Conference: Rome, Italy (2012)