Used Car Remarketing

International Conference on Social Sciences (ICSS), September 10-13, 2009, Izmir, Turkey

15 Pages Posted: 19 Jul 2009

See all articles by Bora Selce Duvan

Bora Selce Duvan

Renault Turkey

Selcen Ozturkcan

Department of Marketing, School of Business and Economics, Linnaeus University

Date Written: July 1, 2009

Abstract

Car manufacturers and dealers have tended to exclude used cars from their businesses thinking that the focus of dealers’ sales efforts should be on new cars, which carry higher price tags targeting wealthier buyers. Dealers and original equipment manufacturers (OEMs) have been aiming to push the new car inventory to the market with applicable incentives. However, used cars have started to add more to dealers’ bottom lines than sales of higher-status new cars. Improved quality and reliability of used cars have initiated a devoted customer base. As a result, manufacturers started to consider the crucial role of used vehicle management in improving residual values, new car sales and manufacturer brand equity.

This study investigates the used car business, particularly in the United States, Europe and Turkey. The purpose of the study is to uncover the main drives of the used vehicle business and applicable competition means for OEMs (Manufacturers) and dealers.

Keywords: Used cars, second hand cars, re-marketing

JEL Classification: M31

Suggested Citation

Duvan, Bora Selce and Ozturkcan, Selcen, Used Car Remarketing (July 1, 2009). International Conference on Social Sciences (ICSS), September 10-13, 2009, Izmir, Turkey. Available at SSRN: https://ssrn.com/abstract=1435184

Bora Selce Duvan

Renault Turkey ( email )

Cakmak Mah. Balkan Cad. No:49
Umraniye
Istanbul, 34770
Turkey

Selcen Ozturkcan (Contact Author)

Department of Marketing, School of Business and Economics, Linnaeus University ( email )

Kalmar, SE-391 82
Sweden
+46 (48) 049-7189 (Phone)

HOME PAGE: http://lnu.se/en/staff/selcen.ozturkcan/

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