Partnership marketing: the key to implementing CIM

Abstract

In an effort to improve manufacturing productivity, U.S. corporations have resorted in recent years to automating different functions using new technologies like computer integrated manufacturing or CIM. The implementation of CIM at a manufacturing plant, however, requires the cooperation of three sets of specialis suppliers: computer vendors, control vendors, and system integrators. We find that these three sellers must establish partnerships with one another and jointly market solutions in order to satisfy buyer needs.