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After - Sales Service and Pricing as Determinants on Consumer Buying Decision in Automotive Industry Case Study: Porsche Kosova

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  • Gent Abdullahu
  • Ejup Fejza

Abstract

The automotive industry is considered one of the most positive industries in global technological development. Various manufacturers have built and developed automobiles not only to improve the transportation system but also to encourage environmental protection to the full automation of the transportation system. Kosovo doesn’t have any production in automotive industry, but the trading of vehicles is growing every day more and more, where the buying decision is mostly taken by the price of the vehicle and after-sales services. Thus, the aim of this study is to analyze the role of after-sales services and pricing as determinants on consumer buying decision. For this purpose, we analyzed data gathered from Porsche Kosova sh.p.k., own internal research in Kosovo with 5870 customers over the years 2008-2019. Results show that beside pricing and after-sales services, there are other determinants which affect buyer decision making such are performance, life style, image and so on.

Suggested Citation

  • Gent Abdullahu & Ejup Fejza, 2020. "After - Sales Service and Pricing as Determinants on Consumer Buying Decision in Automotive Industry Case Study: Porsche Kosova," Academic Journal of Interdisciplinary Studies, Richtmann Publishing Ltd, vol. 9, March.
    • Handle: RePEc:bjz:ajisjr:1874
    DOI: https://doi.org/10.36941/ajis-2020-0021
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    References listed on IDEAS

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    1. K. Sudhir, 2001. "Competitive Pricing Behavior in the Auto Market: A Structural Analysis," Marketing Science, INFORMS, vol. 20(1), pages 42-60, January.
    2. Peter Wells, 2010. "The Tata Nano, the global 'value' segment and the implications for the traditional automotive industry regions," Cambridge Journal of Regions, Economy and Society, Cambridge Political Economy Society, vol. 3(3), pages 443-457.
    3. K. Sudhir, 2001. "Competitive Pricing Behavior in the US Auto Market: A Structural Analysis," Yale School of Management Working Papers ysm228, Yale School of Management.
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