Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive Sector
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Data de Publicação: | 2013 |
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Tipo de documento: | Artigo |
Idioma: | por |
Título da fonte: | Teoria e Prática em Administração |
Texto Completo: | https://periodicos.ufpb.br/index.php/tpa/article/view/12273 |
Resumo: | The Brazilian auto industry has shown strong growth in recent years and this behavior is also observed in related industries, including automotive accessories industry. For these segments, the choice of intermediaries is so important, that can determine the success or failure of a marketing strategy. The aim of this study is to identify the relevant attributes of the intermediary customer decision make. According to theoretical models, the intermediary client's decision process is based on three factors: product characteristics, alternative suppliers and situational characteristics. We conducted a survey with shops and dealerships of automotive accessories across the country, aiming at assessing the relevant attributes in the decision making process of intermediary customers. Based on factor analysis, seven constructs were identified: manufacturer’s commercial attributes, manufacturer’s marketing efforts, manufacturer's technical attributes, characteristics of the dealer; relationship attributes, product characteristics and information source. We conclude that the intermediary assign great importance to relations with both the supplier and the vendor and are also influenced by the support and partnership offered by the manufacturer. |
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Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive SectorComportamento de Compra do Cliente Intermediário: Uma Análise no Setor de Acessórios AutomotivosThe Brazilian auto industry has shown strong growth in recent years and this behavior is also observed in related industries, including automotive accessories industry. For these segments, the choice of intermediaries is so important, that can determine the success or failure of a marketing strategy. The aim of this study is to identify the relevant attributes of the intermediary customer decision make. According to theoretical models, the intermediary client's decision process is based on three factors: product characteristics, alternative suppliers and situational characteristics. We conducted a survey with shops and dealerships of automotive accessories across the country, aiming at assessing the relevant attributes in the decision making process of intermediary customers. Based on factor analysis, seven constructs were identified: manufacturer’s commercial attributes, manufacturer’s marketing efforts, manufacturer's technical attributes, characteristics of the dealer; relationship attributes, product characteristics and information source. We conclude that the intermediary assign great importance to relations with both the supplier and the vendor and are also influenced by the support and partnership offered by the manufacturer.A indústria automobilística brasileira tem apresentado vigoroso crescimento nos últimos anos e esse comportamento também é observado em setores correlatos, incluindo a indústria de acessórios automotivos. Para esses segmentos, a escolha dos intermediários é tão importante, que pode determinar o sucesso ou insucesso de uma estratégia de marketing. O objetivo deste estudo é identificar os atributos relevantes do processo de compra do cliente intermediário. Segundo os modelos teóricos, o processo decisório do cliente intermediário baseia-se em 3 fatores: exigências de mercadoria; alternativas de fornecedores e características situacionais. Foi realizada uma survey com compradores de lojas de acessórios automotivos e concessionárias em todo o território nacional, visando à avaliação dos atributos relevantes no processo decisório dos clientes intermediários. Com base em análise fatorial, 7 construtos foram identificados: atributos comerciais do fabricante; esforços de marketing dos fabricantes; atributos técnicos do fabricante; características do revendedor; atributos de relacionamento; características do produto e fonte de informação. Concluiu-se que os intermediários do setor de peças e acessórios automotivos atribuem muita importância ao relacionamento tanto com o fornecedor quanto com o vendedor e também são influenciados pelo apoio e parcerias oferecidos pelo fabricante.Universidade Federal da Paraíba2013-02-05info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionAvaliado por Paresapplication/pdfhttps://periodicos.ufpb.br/index.php/tpa/article/view/1227310.21714/2238-104X2012v2i1-12273Theory and Practice in Administration - TPA; Vol. 2 No. 1 (2012): Jan/Jun; 86-113Teoria e Prática em Administração; v. 2 n. 1 (2012): Jan/Jun; 86-1132238-104Xreponame:Teoria e Prática em Administraçãoinstname:Universidade Federal da Paraíba (UFPB)instacron:UFPBporhttps://periodicos.ufpb.br/index.php/tpa/article/view/12273/8533Mesquita, José Marcos Carvalho dePagnan, Luciana Gomesinfo:eu-repo/semantics/openAccess2020-08-24T13:59:34Zoai:periodicos.ufpb.br:article/12273Revistahttps://periodicos.ufpb.br/index.php/tpaPUBhttps://periodicos.ufpb.br/index.php/tpa/oaipjacome@sti.ufpb.br || tpa@ccsa.ufpb.br || marcelodesouzabispo@gmail.com || periodicos.ufpb@gmail.com2238-104X2238-104Xopendoar:2020-08-24T13:59:34Teoria e Prática em Administração - Universidade Federal da Paraíba (UFPB)false |
dc.title.none.fl_str_mv |
Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive Sector Comportamento de Compra do Cliente Intermediário: Uma Análise no Setor de Acessórios Automotivos |
title |
Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive Sector |
spellingShingle |
Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive Sector Mesquita, José Marcos Carvalho de |
title_short |
Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive Sector |
title_full |
Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive Sector |
title_fullStr |
Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive Sector |
title_full_unstemmed |
Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive Sector |
title_sort |
Intermediary Customer Decision Make: an Analysis of Accessories’ Automotive Sector |
author |
Mesquita, José Marcos Carvalho de |
author_facet |
Mesquita, José Marcos Carvalho de Pagnan, Luciana Gomes |
author_role |
author |
author2 |
Pagnan, Luciana Gomes |
author2_role |
author |
dc.contributor.author.fl_str_mv |
Mesquita, José Marcos Carvalho de Pagnan, Luciana Gomes |
description |
The Brazilian auto industry has shown strong growth in recent years and this behavior is also observed in related industries, including automotive accessories industry. For these segments, the choice of intermediaries is so important, that can determine the success or failure of a marketing strategy. The aim of this study is to identify the relevant attributes of the intermediary customer decision make. According to theoretical models, the intermediary client's decision process is based on three factors: product characteristics, alternative suppliers and situational characteristics. We conducted a survey with shops and dealerships of automotive accessories across the country, aiming at assessing the relevant attributes in the decision making process of intermediary customers. Based on factor analysis, seven constructs were identified: manufacturer’s commercial attributes, manufacturer’s marketing efforts, manufacturer's technical attributes, characteristics of the dealer; relationship attributes, product characteristics and information source. We conclude that the intermediary assign great importance to relations with both the supplier and the vendor and are also influenced by the support and partnership offered by the manufacturer. |
publishDate |
2013 |
dc.date.none.fl_str_mv |
2013-02-05 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Avaliado por Pares |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
https://periodicos.ufpb.br/index.php/tpa/article/view/12273 10.21714/2238-104X2012v2i1-12273 |
url |
https://periodicos.ufpb.br/index.php/tpa/article/view/12273 |
identifier_str_mv |
10.21714/2238-104X2012v2i1-12273 |
dc.language.iso.fl_str_mv |
por |
language |
por |
dc.relation.none.fl_str_mv |
https://periodicos.ufpb.br/index.php/tpa/article/view/12273/8533 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Universidade Federal da Paraíba |
publisher.none.fl_str_mv |
Universidade Federal da Paraíba |
dc.source.none.fl_str_mv |
Theory and Practice in Administration - TPA; Vol. 2 No. 1 (2012): Jan/Jun; 86-113 Teoria e Prática em Administração; v. 2 n. 1 (2012): Jan/Jun; 86-113 2238-104X reponame:Teoria e Prática em Administração instname:Universidade Federal da Paraíba (UFPB) instacron:UFPB |
instname_str |
Universidade Federal da Paraíba (UFPB) |
instacron_str |
UFPB |
institution |
UFPB |
reponame_str |
Teoria e Prática em Administração |
collection |
Teoria e Prática em Administração |
repository.name.fl_str_mv |
Teoria e Prática em Administração - Universidade Federal da Paraíba (UFPB) |
repository.mail.fl_str_mv |
pjacome@sti.ufpb.br || tpa@ccsa.ufpb.br || marcelodesouzabispo@gmail.com || periodicos.ufpb@gmail.com |
_version_ |
1799712000849215488 |