Computer assisted sales processes in automotive retailing

Paul Taylor‐West · Jim Saker

7 citations0/0 files storedInternational Journal of Retail & Distribution Management

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Digital Innovation in Industries Consumer Retail Behavior Studies Corporate Governance and Management

Abstract

Purpose – The purpose of this paper is to report on research into the introduction of computer assisted sales processes (CASP) to a retail automotive sales environment. This research specifically aims to examine the effectiveness and implications for automotive dealers, their staff and customers.

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References

1989Focus Groups: A Practical Guide for Applied Research 1993Questionnaire Design, Interviewing and Attitude Measurement 1977Marketing Research: Methodological Foundations 2000Technology Readiness Index (Tri)2003The Good Research Guide 2002An Empirical Examination of Individual Traits as Antecedents to Computer Anxiety and Computer Self-Efficacy1 2003Knowledge‐enabled customer relationship management: integrating customer relationship management and knowledge management concepts[1]2009The Role of Leaders in Internal Marketing

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