Title: From electric cars to energy-efficient houses - the automotive retail sector at the crossroads

Authors: Heike Proff; Gregor Szybisty; Thomas M. Fojcik

Addresses: Lehrstuhl für Allgemeine Betriebswirtschaftslehre & Internationales Automobilmanagement, University of Duisburg-Essen, Lotharstr. 1, MF, 4, OG, Germany ' Lehrstuhl für Allgemeine Betriebswirtschaftslehre & Internationales Automobilmanagement, University of Duisburg-Essen, Lotharstr. 1, MF, 4, OG, Germany ' Ipsos GmbH, Papenkamp 2-5, 23879, Mölln, Germany

Abstract: The already low profitability in the automotive retail will drop still further with the increasing market share of electric mobility. New sources of profit therefore have to be developed. While the manufacturers are already reviewing options for new retail systems beyond the traditional car retail, many car dealers are passive and pursuing a 'wait and see' policy. It is therefore important, particularly for multi-brand dealers, to develop new service innovations for electric mobility and to develop new business models for it. The review of the literature, the own survey of 30 multi-brand dealers as well as of their largest single-brand dealers and creative workshops with (potential) customers about possible service innovations in automotive retail show a set of potential service innovations for electric mobility. Due to low profitability, automotive dealers need a quick positive profit impact from service innovations for electric mobility. 'e-fleet management' and especially 'brokerage of energy self-sufficient houses' appear particularly suited to them.

Keywords: perceived value; acceptance; willingness to pay; new mobility services; automotive retail; business models.

DOI: 10.1504/IJATM.2019.098514

International Journal of Automotive Technology and Management, 2019 Vol.19 No.1/2, pp.55 - 73

Received: 29 Mar 2018
Accepted: 16 Oct 2018
Published online: 25 Mar 2019 *

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