Publikation

THE IMPORTANCE OF AUTOMOTIVE SERVICES IN THE DISTRIBUTION BUSINESS AND THEIR CRITICAL FACTORS FOR SUCCESS

Outline:

C. Stadlmann, B. Ehrenstorfer - THE IMPORTANCE OF AUTOMOTIVE SERVICES IN THE DISTRIBUTION BUSINESS AND THEIR CRITICAL FACTORS FOR SUCCESS - International Journal of Sales, Retail and Marketing, Vol. 4, No. 4, 2015, pp. 133-143

Abstract:

In many industries, services are an increasing source of business expansion and offer the chance to enhance customer relationship management, interaction and retention. In the automotive business numerous new services for end-consumers have been discussed in various professional and scientific papers and conferences. However, the importance of service orientation and the concomitant success factors may differ among countries owing to the regional market developments and the performance of the local market automotive leaders. Moreover, many of these services are directly provided through the automotive distribution channel which are mainly the independent or franchise automotive distributors. Therefore, this paper examines the importance of services for car and motorcycle dealers and critical factors for being successful with services through a qualitative study conducted with 20 automotive experts comparing four different geographic areas (Austria/Germany, Poland, Italy and the Czech Republic) in the framework of a European research project.