Title: Main tasks of a dealer's internet activities in new automobile sales

Authors: Hiromi Shioji

Addresses: Kyoto University, Graduate School of Economics, Yoshida-Honmachi, Sakyo-ku, Kyoto 606-8501, Japan

Abstract: This paper clarifies the characteristics of internet automobile sales. In particular, we try to analyse why there is a huge gap between internet Auto Shoppers and internet Auto Buyers has been generated. In conclusion, we can assert that the gap stems from the following three factors: the behaviour of internet Auto Shopper; one-sided blind negotiation for dealers; and the immaturity of Online Buying Service models.

Keywords: automobile industry; car sales; automobile sales; automotive dealers; customer retention; internet sales; marketing; negotiation process; online buying service models; online shopping behaviour; e-purchasing.

DOI: 10.1504/IJATM.2004.006291

International Journal of Automotive Technology and Management, 2004 Vol.4 No.4, pp.384 - 393

Published online: 13 Feb 2005 *

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