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A Fuzzy Multi Criteria Decision Making Model Approach For Ranking Automobile Dealership Selection Criteria

Year 2017, Volume: 5 Issue: 4, 730 - 746, 01.01.2017

Abstract

This article aims to sort important key factors in the selection of automobile dealers that make sense for automobile dealers to preferences on dealer’s attributes that make consumer decision-making which easier will be identified by applying a fuzzy multi criteria decision making model. At the evaluation procedure, the F-AHP was applied to determine the relative weights of evaluation criteria. Managers should be able to strive for alignment within corporate branding by tracking the character of the supply-chain relationship and monitoring for discrepancies between corporate and dealer perspectives. The results will subject to the propositions being tested, make an important contribution in terms of confirming the impact of strategic collaboration, brand and dealer image, and distribution channels

References

  • Akdeniz M.B., Gonzalez-Padron T., and Calantone R.J. (2010). An integrated marketing capability benchmarking approach to dealer performance through parametric and nonparametric analyses, Industrial Marketing Management, 39: 150–160.
  • Ambler, T. and Barrow S. (1996). The employer brand. The Journal of Brand Management 4: (3) 185–206.
  • Anderson J.C. and Narus J.A. (1990). A model of distributor firm and manufacturer firm working relationships. Journal of Marketing, 54: 42–58.
  • Anisimova T. and Mavondo F. (2014). Aligning Company and Dealer Perspectives in Corporate
  • Baker J., Parasuraman A., Grewal D., and Voss G.B. (2002). The Influence of Multiple Store Environment Cues on Perceived Merchandise Value and Patronage Intentions. Journal of Marketing, 99: (2) 120–141.
  • Blattberg R.C. and Neslin S.A. (1990). Sales Promotion, Concepts, Methods and Strategies. Englewood Cliffs, New Jersey: Prentice Hall.
  • Bolton R.N. and Lemon K.N. (1999). A Dynamic Model of Consumers Usage of Services: Usage as An Antecedent and Consequence of Satisfaction. Journal of Marketing Research, 36: (2) 171– 186.
  • Bolton R.N., Lemon K.N., and Verhoef P.C. (2004). The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research. Journal of the Academy of Marketing Science, 32: (3) 271–293.
  • Buckley J.J. (1985). Fuzzy Hierarchical Analysis, Fuzzy sets and systems, 17: (3) 233-247.
  • Chaudhuri A. and Holbrook M.B. (2001). The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty. Journal of Marketing, 65: (2) 81–93.
  • Chiu Y.C., Chen H.C., Shyu J.Z.and Tzeng G.H. (2006). Marketing strategy based on customer behavior for the LCD-TV. International Journal of Decision Making, 7: 2 143-165.
  • Cowley E. and Mitchell A.A. (2003). The moderating effect of product knowledge on the learning and organization of product information. Journal of Consumer Research, 30: (3) 443-454.
  • Davies, G. and Miles L. (1998). Reputation management: Theory versus practice. Corporate Reputation Review, 2: (1) 16–28.
  • Davies, G. and Chun R. (2002). Gaps between the internal and external perceptions of the corporate brand. Corporate Reputation Review, 5: (3) 144–158.
  • Graham, J. L. (1986). The problem-solving approach to negotiation in industrial marketing. Journal of Business Research, 14 (6), 549–566.
  • Grewal D., Baker J., Levy M. and Glenn B.V. (2003). The Effects of Wait Expectations and Store Atmosphere Evaluations on Patronage Intentions in Service-Intensive Retail Stores. Journal of Retailing, 79: (4) 259–268.
  • Hozairi, A., (2015). Selection of creative industry sector ICT suitable developed in Pesantren using fuzzy – AHP. Journal of Theoretical and Applied Information Technology, 82 (1): 131-136.
  • Jenatabadi, H. S., Babashamsi, P., Yusoff, N. I. M., (2016). The Combination of a Fuzzy Analytical Hierarchy Process and the Taguchi Method to Evaluate the Malaysian Users’ Willingness to Pay for Public Transportation. Symmetry 8(9): 90; doi:10.3390/sym8090090
  • Kumar, N., Scheer, L.K. and Steenkamp, J.E.M. (1995). The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32: 348–56.
  • Larzelere, R.E. and Huston, T.L. (1980). The dyadic trust scale: towards understanding interpersonal trust in close relationship. Journal of Marriage and the Family 42: 595–604.
  • Leek S. and Christodoulides G. (2011). A literature review and future agenda for B2B branding: Challenges of branding in a B2B context. Industrial Marketing Management, 40: (6) 830–837.
  • Leek S. and Christodoulides G. (2012). A framework of brand value in B2B markets: The contributing role of functional and emotional components. Industrial Marketing Management, 41: (1) 106–111.
  • Lloyd S. (2004). The driving force. Business Review Weekly (July 1–7): 62–64.
  • Hatch M. and Schultz M. (2003). Bringing the corporation into corporate branding. European Journal of Marketing 37: (7/8) 1041–1064. Hibbard, J. D., Kumar, N., and Stern, L. W. (2001). Examining the impact of destructive acts in marketing channel relationships. Journal of Marketing Research, 38, 45–61
  • Huber F. and Herrmann A. (2001). Achieving brand and dealer loyalty: the case of the automotive industry. The International Review of Retail, Distribution and Consumer Research, 11: (2) 97- 122.
  • Hsee C.K and Leclerc F. (1998). Will Products Look More Attractive When Presented Separately or Together?, Journal of Consumer Research, 25: (2) 175–186.
  • Miyazaki A.D., Grewal D. and Goodstein R.C. (2005). The Effect of Multiple Extrinsic Cues on Quality Perceptions: A Matter of Consistency. Journal of Consumer Research, 32: (1) 146–153.
  • Mohr, J. and Spekman, R. (1994). Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques. Strategic Management Journal, 15, 135–152.
  • Mudambi, S. (2002). Branding importance in business-to-business markets: Three buyer clusters. Industrial Marketing Management, 31: (6) 525–533.
  • Mullineux, N. (1995). Car Retailing in Europe: Opportunities for the Next Decade. Oxford: Macmillan.
  • Morys Z.P. (2009). An Experimental Investigation of Conflict Response Behaviors and Performance Consequences in Manufacturer-Dealer Relationships: Do Issue Situations and Resolution Strategies Matter? Journal of Marketing Channels, 16: (2) 101-130
  • Narus, J. and B. Donath (2009). Build, fix, or terminate: The distributor’s guide to more profitable supplier relations. Washington, DC: National Association of Wholesaler-Distributors.
  • Nurski L. and Verboven F. (2013). Exclusive dealing as a barrier to entry? Evidence from automobiles. Mimeo.
  • Omar O.E. (1998) Strategic collaboration: a beneficial retail marketing strategy for car manufacturers and dealers, Journal of Strategic Marketing, 6:1, 65-78.
  • Park W.C., Gardner M.P., and Thukral V. K. (1988). Self-perceived knowledge: Some effects on information processing for a choice task. The American Journal of Psychology, 101:(3) 401-424.
  • Rempel, J.K., Holmes, J.G. and Zanna, M.P. (1985) Trust in close relationships. Journal of Personality and Social Psychology, 49: (1) 95–112.
  • Roper, S. and Davies G. (2007). The corporate brand: Dealing with multiple stakeholders. Journal of Marketing Management, 23: (2) 75–90. Roper, S. and Davies G. (2010). Business to business branding: External and internal satisfiers and the role of training quality. European Journal of Marketing 44: (5) 567–590.
  • Rust R.T., Katherine N.L. and Valarie A.Z. (2004). Return on Marketing: Using Customer Equity to Focus Marketing Strategy. Journal of Marketing, 68: (1) 109–127.
  • Satish S.M. and Bharadhwaj S. (2010). Information search behaviour among new car buyers: A two-step cluster analysis. IIMB Management Review, 22: 5-15.
  • Slater S. F. and Narver, J.C. (1995). Market orientation and the learning organization. Journal of Marketing, 59: (3) 63–74.
  • Teece D. J., Pisano G., and Shuen A. (1997). Dynamic capabilities and strategic marketing. Strategic Management Journal, 18: (7) 509–535.
  • Onden, i., Samastı, M., Çancı, M., Eldemir, F., and Aktel, A., (2017). Evaluation and Categorization of the Fishing Ports with a Fuzzy Spatial Multi Criteria Approach: The Case of Turkey. Turkish Journal of Fisheries and Aquatic Sciences 17: 499-508, doi: 10.4194/1303-2712- v17_3_06.
  • Opricovic, S., and Tzeng, G.H. (2003). Defuzzification within a multicriteria decision model. International Journal of Uncertainty. Fuzziness and Knowledge-Based Systems, 11: (5) 635-652. Ozfırat, P. M., Ozfırat, M. K., and Malli, T., (2017). Selection of coal transportation mode from the open pit mine to the thermic power plant using fuzzy analytic hierarchy process. Transport, 1-8, doi:10.3846/16484142.2017.1295278.
  • Verhoef, P.C., Langerak F. and Donkers B. (2007). Understanding brand and dealer retention in the new car market: The moderating role of brand tier. Journal of Retailing 83: 97–113.
  • Zavadskas, E. K., Turskis, Z., and Bagočius, V., (2015) Multi-criteria selection of a deep-water port in the Eastern Baltic Sea. Applied Soft Computing, 26: 180-192.
  • Zeithaml V.A. (1988). Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence. Journal of Marketing, 52: (3) 2–23.
  • Zhao R.H. and Govind R. (1991), Defuzzification of fuzzy intervals, Fuzzy Sets and Systems, 43: 45-55.
  • Zineldin, M. andJonsson P. (2000). An examination of the main factors affecting trust/commitment in supplier/dealer relationships: An empirical study of Swedish wood industry. The TQM Magazine, 12: (4) 245–265.
  • Xie, J., Song, X. M., and Stringfellow, A. (1998). Interfunctional conflict, conflict resolution styles, and new product success: A four-culture comparison. Management Science, 44 (12), S192–S206.
  • Xiong Y., Yan W., Fernandes K., Xiong Z.K., and Guo N. (2012). Bricks vs. Clicks: The impact of manufacturer encroachment with a dealer leasing and selling of durable goods, European Journal of Operational Research, 217: 75–83.
  • Wu, W.Y., Chaig, C.Y. Wu, Y.J. and Tu H.J. (2004). The influencing factors of commitment and business integration on supply chain. Industrial Management and Data Systems, 104: (4) 322– 333.

Otomobil Bayii Seçim Kriterlerini Sıralamak İçin Bulanık Çok Kriterli Karar Verme Modeli Yaklaşımı

Year 2017, Volume: 5 Issue: 4, 730 - 746, 01.01.2017

Abstract

Bu makale, tüketicilerin otomobil satıcılarının seçiminde önemli faktörlerin sıralamasının nasıl olduğunu belirlemeyi amaçlamaktadır böylece otomobil bayileri tüketicilerin ne beklediğini kolaylaştıran satıcının niteliklerine ilişkin tüketici tercihleri bulanık çok kriterli karar verme modeli ile belirlenmektedir. Değerlendirme sürecinde, kriterlerinin göreceli ağırlıklarının belirlenmesi için F-AHP uygulanmıştır. Yöneticiler, tedarik zinciri ilişkisinin karakterini kurumsal ve satıcı perspektifleri arasındaki tutarsızlıkları izleyerek kurumsal markalaşma içinde uyum sağlamaya çalışmaktadır. Sonuç olarak, test edilecek önermelere tabi olarak stratejik işbirliğinin, marka ve bayi imajının ve dağıtım kanallarının etkisinin teyit edilmesi açısından önemli katkıda bulunacaktır

References

  • Akdeniz M.B., Gonzalez-Padron T., and Calantone R.J. (2010). An integrated marketing capability benchmarking approach to dealer performance through parametric and nonparametric analyses, Industrial Marketing Management, 39: 150–160.
  • Ambler, T. and Barrow S. (1996). The employer brand. The Journal of Brand Management 4: (3) 185–206.
  • Anderson J.C. and Narus J.A. (1990). A model of distributor firm and manufacturer firm working relationships. Journal of Marketing, 54: 42–58.
  • Anisimova T. and Mavondo F. (2014). Aligning Company and Dealer Perspectives in Corporate
  • Baker J., Parasuraman A., Grewal D., and Voss G.B. (2002). The Influence of Multiple Store Environment Cues on Perceived Merchandise Value and Patronage Intentions. Journal of Marketing, 99: (2) 120–141.
  • Blattberg R.C. and Neslin S.A. (1990). Sales Promotion, Concepts, Methods and Strategies. Englewood Cliffs, New Jersey: Prentice Hall.
  • Bolton R.N. and Lemon K.N. (1999). A Dynamic Model of Consumers Usage of Services: Usage as An Antecedent and Consequence of Satisfaction. Journal of Marketing Research, 36: (2) 171– 186.
  • Bolton R.N., Lemon K.N., and Verhoef P.C. (2004). The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research. Journal of the Academy of Marketing Science, 32: (3) 271–293.
  • Buckley J.J. (1985). Fuzzy Hierarchical Analysis, Fuzzy sets and systems, 17: (3) 233-247.
  • Chaudhuri A. and Holbrook M.B. (2001). The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty. Journal of Marketing, 65: (2) 81–93.
  • Chiu Y.C., Chen H.C., Shyu J.Z.and Tzeng G.H. (2006). Marketing strategy based on customer behavior for the LCD-TV. International Journal of Decision Making, 7: 2 143-165.
  • Cowley E. and Mitchell A.A. (2003). The moderating effect of product knowledge on the learning and organization of product information. Journal of Consumer Research, 30: (3) 443-454.
  • Davies, G. and Miles L. (1998). Reputation management: Theory versus practice. Corporate Reputation Review, 2: (1) 16–28.
  • Davies, G. and Chun R. (2002). Gaps between the internal and external perceptions of the corporate brand. Corporate Reputation Review, 5: (3) 144–158.
  • Graham, J. L. (1986). The problem-solving approach to negotiation in industrial marketing. Journal of Business Research, 14 (6), 549–566.
  • Grewal D., Baker J., Levy M. and Glenn B.V. (2003). The Effects of Wait Expectations and Store Atmosphere Evaluations on Patronage Intentions in Service-Intensive Retail Stores. Journal of Retailing, 79: (4) 259–268.
  • Hozairi, A., (2015). Selection of creative industry sector ICT suitable developed in Pesantren using fuzzy – AHP. Journal of Theoretical and Applied Information Technology, 82 (1): 131-136.
  • Jenatabadi, H. S., Babashamsi, P., Yusoff, N. I. M., (2016). The Combination of a Fuzzy Analytical Hierarchy Process and the Taguchi Method to Evaluate the Malaysian Users’ Willingness to Pay for Public Transportation. Symmetry 8(9): 90; doi:10.3390/sym8090090
  • Kumar, N., Scheer, L.K. and Steenkamp, J.E.M. (1995). The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32: 348–56.
  • Larzelere, R.E. and Huston, T.L. (1980). The dyadic trust scale: towards understanding interpersonal trust in close relationship. Journal of Marriage and the Family 42: 595–604.
  • Leek S. and Christodoulides G. (2011). A literature review and future agenda for B2B branding: Challenges of branding in a B2B context. Industrial Marketing Management, 40: (6) 830–837.
  • Leek S. and Christodoulides G. (2012). A framework of brand value in B2B markets: The contributing role of functional and emotional components. Industrial Marketing Management, 41: (1) 106–111.
  • Lloyd S. (2004). The driving force. Business Review Weekly (July 1–7): 62–64.
  • Hatch M. and Schultz M. (2003). Bringing the corporation into corporate branding. European Journal of Marketing 37: (7/8) 1041–1064. Hibbard, J. D., Kumar, N., and Stern, L. W. (2001). Examining the impact of destructive acts in marketing channel relationships. Journal of Marketing Research, 38, 45–61
  • Huber F. and Herrmann A. (2001). Achieving brand and dealer loyalty: the case of the automotive industry. The International Review of Retail, Distribution and Consumer Research, 11: (2) 97- 122.
  • Hsee C.K and Leclerc F. (1998). Will Products Look More Attractive When Presented Separately or Together?, Journal of Consumer Research, 25: (2) 175–186.
  • Miyazaki A.D., Grewal D. and Goodstein R.C. (2005). The Effect of Multiple Extrinsic Cues on Quality Perceptions: A Matter of Consistency. Journal of Consumer Research, 32: (1) 146–153.
  • Mohr, J. and Spekman, R. (1994). Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques. Strategic Management Journal, 15, 135–152.
  • Mudambi, S. (2002). Branding importance in business-to-business markets: Three buyer clusters. Industrial Marketing Management, 31: (6) 525–533.
  • Mullineux, N. (1995). Car Retailing in Europe: Opportunities for the Next Decade. Oxford: Macmillan.
  • Morys Z.P. (2009). An Experimental Investigation of Conflict Response Behaviors and Performance Consequences in Manufacturer-Dealer Relationships: Do Issue Situations and Resolution Strategies Matter? Journal of Marketing Channels, 16: (2) 101-130
  • Narus, J. and B. Donath (2009). Build, fix, or terminate: The distributor’s guide to more profitable supplier relations. Washington, DC: National Association of Wholesaler-Distributors.
  • Nurski L. and Verboven F. (2013). Exclusive dealing as a barrier to entry? Evidence from automobiles. Mimeo.
  • Omar O.E. (1998) Strategic collaboration: a beneficial retail marketing strategy for car manufacturers and dealers, Journal of Strategic Marketing, 6:1, 65-78.
  • Park W.C., Gardner M.P., and Thukral V. K. (1988). Self-perceived knowledge: Some effects on information processing for a choice task. The American Journal of Psychology, 101:(3) 401-424.
  • Rempel, J.K., Holmes, J.G. and Zanna, M.P. (1985) Trust in close relationships. Journal of Personality and Social Psychology, 49: (1) 95–112.
  • Roper, S. and Davies G. (2007). The corporate brand: Dealing with multiple stakeholders. Journal of Marketing Management, 23: (2) 75–90. Roper, S. and Davies G. (2010). Business to business branding: External and internal satisfiers and the role of training quality. European Journal of Marketing 44: (5) 567–590.
  • Rust R.T., Katherine N.L. and Valarie A.Z. (2004). Return on Marketing: Using Customer Equity to Focus Marketing Strategy. Journal of Marketing, 68: (1) 109–127.
  • Satish S.M. and Bharadhwaj S. (2010). Information search behaviour among new car buyers: A two-step cluster analysis. IIMB Management Review, 22: 5-15.
  • Slater S. F. and Narver, J.C. (1995). Market orientation and the learning organization. Journal of Marketing, 59: (3) 63–74.
  • Teece D. J., Pisano G., and Shuen A. (1997). Dynamic capabilities and strategic marketing. Strategic Management Journal, 18: (7) 509–535.
  • Onden, i., Samastı, M., Çancı, M., Eldemir, F., and Aktel, A., (2017). Evaluation and Categorization of the Fishing Ports with a Fuzzy Spatial Multi Criteria Approach: The Case of Turkey. Turkish Journal of Fisheries and Aquatic Sciences 17: 499-508, doi: 10.4194/1303-2712- v17_3_06.
  • Opricovic, S., and Tzeng, G.H. (2003). Defuzzification within a multicriteria decision model. International Journal of Uncertainty. Fuzziness and Knowledge-Based Systems, 11: (5) 635-652. Ozfırat, P. M., Ozfırat, M. K., and Malli, T., (2017). Selection of coal transportation mode from the open pit mine to the thermic power plant using fuzzy analytic hierarchy process. Transport, 1-8, doi:10.3846/16484142.2017.1295278.
  • Verhoef, P.C., Langerak F. and Donkers B. (2007). Understanding brand and dealer retention in the new car market: The moderating role of brand tier. Journal of Retailing 83: 97–113.
  • Zavadskas, E. K., Turskis, Z., and Bagočius, V., (2015) Multi-criteria selection of a deep-water port in the Eastern Baltic Sea. Applied Soft Computing, 26: 180-192.
  • Zeithaml V.A. (1988). Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence. Journal of Marketing, 52: (3) 2–23.
  • Zhao R.H. and Govind R. (1991), Defuzzification of fuzzy intervals, Fuzzy Sets and Systems, 43: 45-55.
  • Zineldin, M. andJonsson P. (2000). An examination of the main factors affecting trust/commitment in supplier/dealer relationships: An empirical study of Swedish wood industry. The TQM Magazine, 12: (4) 245–265.
  • Xie, J., Song, X. M., and Stringfellow, A. (1998). Interfunctional conflict, conflict resolution styles, and new product success: A four-culture comparison. Management Science, 44 (12), S192–S206.
  • Xiong Y., Yan W., Fernandes K., Xiong Z.K., and Guo N. (2012). Bricks vs. Clicks: The impact of manufacturer encroachment with a dealer leasing and selling of durable goods, European Journal of Operational Research, 217: 75–83.
  • Wu, W.Y., Chaig, C.Y. Wu, Y.J. and Tu H.J. (2004). The influencing factors of commitment and business integration on supply chain. Industrial Management and Data Systems, 104: (4) 322– 333.
There are 51 citations in total.

Details

Primary Language English
Journal Section Research Article
Authors

Sinan Apak This is me

Çağla Gizem Göğüş This is me

Publication Date January 1, 2017
Published in Issue Year 2017 Volume: 5 Issue: 4

Cite

IEEE S. Apak and Ç. G. Göğüş, “A Fuzzy Multi Criteria Decision Making Model Approach For Ranking Automobile Dealership Selection Criteria”, Researcher, vol. 5, no. 4, pp. 730–746, 2017.

The journal "Researcher: Social Sciences Studies" (RSSS), which started its publication life in 2013, continues its activities under the name of "Researcher" as of August 2020, under Ankara Bilim University.
It is an internationally indexed, nationally refereed, scientific and electronic journal that publishes original research articles aiming to contribute to the fields of Engineering and Science in 2021 and beyond.
The journal is published twice a year, except for special issues.
Candidate articles submitted for publication in the journal can be written in Turkish and English. Articles submitted to the journal must not have been previously published in another journal or sent to another journal for publication.