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Many companies’ motivation to implement an enterprise system (ES) is the improvement of the core process. For the distribution companies, the adoption of information technologies can open new selling channels. In this article we aim to synthesize the possible benefits of the ESs. In order to do this, we will analyse the benefits reported by a set of distribution companies after adopting ESs. We will address the benefits from the point of view of the ES’s vendors. We will use as a research methodology the case study. One of the contributions of our paper will be the development of a theoretical framework for the analysis of the benefits.

Many companies' motivation to implement an enterprise system (ES) is the improvement of the core process. For the distribution companies, the adoption of information technologies can open new selling channels. In this article we aim to synthesize the possible benefits of the ESs. In order to do this, we will analyse the benefits reported by a set of distribution companies after adopting ESs. We will address the benefits from the point of view of the ES's vendors. We will use as a research methodology the case study. One of the contributions of our paper will be the development of a theoretical framework for the analysis of the benefits. [ABSTRACT FROM AUTHOR]