Impact of margins and condition systems in OEM-dealer relationship : analysis of the margin system to deduct implications for a bonus model to steer dealer purchse loyalty in the automotive spare parts business / von Christina Stocker
VerfasserStocker, Christina
Begutachter / BegutachterinSihn, Wilfried
UmfangVI, 101 Bl. : graph. Darst.
HochschulschriftWien, Techn. Univ., Master Thesis, 2012
URNurn:nbn:at:at-ubtuw:1-45818 Persistent Identifier (URN)
 Das Werk ist frei verfügbar
Impact of margins and condition systems in OEM-dealer relationship [0.73 mb]
Zusammenfassung (Englisch)

Purpose of the master thesis is the description and analysis of the role of the dealer margin and bonus system as one of the central steering instruments of the manufacturer - dealer relationship, with reference to the actual legislative framework regarding automotive distribution and on the basis of a comprehensive study of the automotive aftermarket and description of automotive distribution channels. On the basis of the researched data and findings, conclusions are drawn how to design and improve a bonus and margin system regarding a more efficient and result-oriented and loyalty building bonus model in the automotive spare parts business. The practical implementation is shown on the basis of a management process. The master thesis is based on a comprehensive literature study in combination with an analysis of practical approaches to gather valid and actual data. Internet sources and research studies were used as well.