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Strategic Behaviour and Performance of Internet Use by Second-Hand Spanish Car Dealers



The sale of second-hand vehicles over the Internet is continuously growing not only in European countries but also in the Spanish market. The development of new information technologies allows dealers to extend their services globally, giving customers a wide range of options in the search for information and gathering of resources. Questionnaires submitted to Spanish second-hand car dealers have been used to analyse tendencies, behaviour, resource strategy and performance in the electronic medium. The conclusions reached enable us to show how the differentiation strategy in the Internet channel contributes to a better performance by dealers, with price being a non-relevant variable in the initial stages of the purchase process, only becoming important during the final visit to the actual dealer?s. Furthermore, it is proven that a company?s organizational capabilities predict its commitment to the electronic channel, helping to explain the general performance achieved

Suggested Citation

  • Mu¤oz-Gallego, Pablo A. & Lahuerta Otero, Eva, "undated". "Strategic Behaviour and Performance of Internet Use by Second-Hand Spanish Car Dealers," Working Papers "New Trends on Business Administration". Documentos de Trabajo "Nuevas Tendencias en Dirección de Empresas". 2010-04, Interuniversity Research Master and Doctorate Program (with a quality mention of ANECA) on "Business Economics", Universities of Valladolid, Burgos, Salamanca and León (Spain). Until 2008, Interuniversity Doctorate Program (with a quality mention of ANECA) “New trends in Business Administration”, Universities of Valladolid, Burgos, and Salamanca (Spain). Master en Investigación y Programa de Docto.
  • Handle: RePEc:ntd:wpaper:2010-04

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