Coopetition as a way to reinterpret distribution relationships with emerging automotive dealer groups Online publication date: Fri, 17-Jul-2009
by Giancarlo Nadin
International Journal of Automotive Technology and Management (IJATM), Vol. 9, No. 3, 2009
Abstract: Auto makers should gain their dealers' trust to build collaboration and be stronger in market battles. This is far more compelling if it is seen in the light of the emergence of new distribution operators such as dealer groups. This paper explores this domain to understand how the relationship can be optimised. The major findings of a research, made with 250 Italian authorised dealers, let us conclude that dealer groups need customised approaches from their suppliers. We sustain the hypothesis that the relationship with dealer groups is a dynamic equilibrium based on the co-existence of coercive and collaborative strategies.
Online publication date: Fri, 17-Jul-2009
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Automotive Technology and Management (IJATM):
Login with your Inderscience username and password:
Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.
If you still need assistance, please email firstname.lastname@example.org