This paper examines the properties of the perfect Bayesian Nash equilibrium or equilibria in a model where the new car market coexists with the lemon market which has adverse selection problems. Under such a setting, it is shown that the price of a new car will be affected indirectly by the problems of adverse selection in the lemon market.

Esse trabalho teve por objetivo analisar as mudanças que estão ocorrendo nos canais de distribuição de carros novos no Brasil, especificamente no que concerne à constituição de novos formatos de negócio no varejo de automóveis novos e à relação com as montadoras. O sistema de distribuição de carros novos baseado em redes de revendedores exclusivos e independentes de cada marca/montadora que integra em um só lugar as funções de vendas de carros novos, vendas de carros usados, distribuição de pecas de reposição, assistência técnica e reparo e financiamento entrou na pauta da indústria automotiva na última década, devido ao aumento da concorrência e à ineficiência do sistema em atender as expectativas dos consumidores em termos de qualidade de serviços e preços. No Brasil, várias discussões sobre uma reestruturação das redes de distribuição e do formato de negócio da revenda estão em andamento desde o início dos anos 2000. Este estudo, realizado através de entrevistas e de um survey em concessionárias, levantou que as concessionárias estão terceirizando parte dos seus serviços de assistência técnica e reparo e obtendo ganhos em termos de rapidez, qualidade dos serviços e redução de custos, bem como adotando algumas novas práticas de gestão e tecnologias da informação. Apurou-se também que montadoras estão aumentando o controle sobre a produção de serviços das concessionárias através de exigências de padronização de lojas e processos de atendimento. / The objective of this work is to analyze the changes that are occurring in the distribution channels of new cars in Brazil, more specifically concerning the constitution of new retailing business format and its relation with the car manufactures. The distribution system based on exclusive and independent franchise dealership of each brand/manufacturer that integrates in the same place the functions of new cars sales, used cars sales, spare parts supply, services and financing, has being taken into consideration in the automobile industry since the last decade. This was due to the increase in competition and the inefficiency of the system to match the expectations of the consumer in terms of quality of services and prices. In Brazil several discussions about distribution network restructuring and retailing business form are being carried out since the beginning of 2000. This study, made through interviews and survey in car retailers, has found out that the dealers are outsourcing part of their support and repair services and with that procedure gaining in quality of services, time and cost reduction as well as adopting new managing practices and new technological information. Also it has been found out that the car manufactures are increasing the control on services production of the dealers through the requirement of standardization of the shops and sales and services processes.

Esse trabalho teve por objetivo analisar as mudanças que estão ocorrendo nos canais de distribuição de carros novos no Brasil, especificamente no que concerne à constituição de novos formatos de negócio no varejo de automóveis novos e à relação com as montadoras. O sistema de distribuição de carros novos baseado em redes de revendedores exclusivos e independentes de cada marca/montadora que integra em um só lugar as funções de vendas de carros novos, vendas de carros usados, distribuição de pecas de reposição, assistência técnica e reparo e financiamento entrou na pauta da indústria automotiva na última década, devido ao aumento da concorrência e à ineficiência do sistema em atender as expectativas dos consumidores em termos de qualidade de serviços e preços. No Brasil, várias discussões sobre uma reestruturação das redes de distribuição e do formato de negócio da revenda estão em andamento desde o início dos anos 2000. Este estudo, realizado através de entrevistas e de um survey em concessionárias, levantou que as concessionárias estão terceirizando parte dos seus serviços de assistência técnica e reparo e obtendo ganhos em termos de rapidez, qualidade dos serviços e redução de custos, bem como adotando algumas novas práticas de gestão e tecnologias da informação. Apurou-se também que montadoras estão aumentando o controle sobre a produção de serviços das concessionárias através de exigências de padronização de lojas e processos de atendimento. / The objective of this work is to analyze the changes that are occurring in the distribution channels of new cars in Brazil, more specifically concerning the constitution of new retailing business format and its relation with the car manufactures. The distribution system based on exclusive and independent franchise dealership of each brand/manufacturer that integrates in the same place the functions of new cars sales, used cars sales, spare parts supply, services and financing, has being taken into consideration in the automobile industry since the last decade. This was due to the increase in competition and the inefficiency of the system to match the expectations of the consumer in terms of quality of services and prices. In Brazil several discussions about distribution network restructuring and retailing business form are being carried out since the beginning of 2000. This study, made through interviews and survey in car retailers, has found out that the dealers are outsourcing part of their support and repair services and with that procedure gaining in quality of services, time and cost reduction as well as adopting new managing practices and new technological information. Also it has been found out that the car manufactures are increasing the control on services production of the dealers through the requirement of standardization of the shops and sales and services processes.

<p>A buyer of a new car is often offered a various selection of warranties. A warranty can e.g. exist in the form of an extended new car warranty. However, some manufacturers demand that the car has to be serviced by an authorised repairer for the validity of an extended warranty. In the thesis I analyse whether such a contractual term is incompatible with today’s legislation and I argue for when such a term is to be seen as unfair. Contractual terms can, according to Swedish legislation, be forbidden if they are unfair to consumers or to the competitors of the one who states the terms. The term stipulating that a car has to be serviced by an authorised repairer for the continued validity of an extended warranty must also be investigated bearing in mind the block exemption for the car sector, regulation nr 1400/2002. Further, some comparison with Swedish and foreign practise within the subject is made. Briefly, my conclusion is that terms stipulating that a car has to be serviced by an authorised repairer for the continued validity of an extended warranty should be forbidden. The term has a negative effect on the competition within the after-sales market since independent repairers are not given the same possibilities to enter into competition. Furthermore, the term is unfair to the consumers since an independent repairer by means of regulation nr 1400/2002 has the same possibilities and rights to acquire with an authorised repairer equivalent knowledge of how to service a car. Owing to this, the service must be regarded as being of the same quality if performed by an independent repairer.</p>

A buyer of a new car is often offered a various selection of warranties. A warranty can e.g. exist in the form of an extended new car warranty. However, some manufacturers demand that the car has to be serviced by an authorised repairer for the validity of an extended warranty. In the thesis I analyse whether such a contractual term is incompatible with today’s legislation and I argue for when such a term is to be seen as unfair. Contractual terms can, according to Swedish legislation, be forbidden if they are unfair to consumers or to the competitors of the one who states the terms. The term stipulating that a car has to be serviced by an authorised repairer for the continued validity of an extended warranty must also be investigated bearing in mind the block exemption for the car sector, regulation nr 1400/2002. Further, some comparison with Swedish and foreign practise within the subject is made. Briefly, my conclusion is that terms stipulating that a car has to be serviced by an authorised repairer for the continued validity of an extended warranty should be forbidden. The term has a negative effect on the competition within the after-sales market since independent repairers are not given the same possibilities to enter into competition. Furthermore, the term is unfair to the consumers since an independent repairer by means of regulation nr 1400/2002 has the same possibilities and rights to acquire with an authorised repairer equivalent knowledge of how to service a car. Owing to this, the service must be regarded as being of the same quality if performed by an independent repairer.

Cabines de veículos automotores recém-manufaturados podem ser consideradas críticas quando se avalia a qualidade do ar interno, pois concentrações de compostos orgânicos voláteis encontram-se em níveis mais altos que os ambientes externos. Determinadas substâncias presentes no ar da cabine podem ser prejudiciais ao ser humano em função da sua toxicidade, pricipalmente nos grandes centros urbanos. A avaliação do ar da cabine automotiva se faz necessária. Nesse estudo, foi feita uma avaliação da qualidade do ar interno da cabine de 7 veículos populares recém-manufaturados contendo materiais de acabamento interno iguais. Um total de 46 compostos orgânicos voláteis foi identificado, sendo que 14 deles são compostos carbonílicos e 32 são hidrocarbonetos alifáticos e aromáticos, compostos halogenados e um nitrogenado. Os compostos carbonílicos foram identificados e quantificados por cromatografia a líquido e os outros VOCs apenas identificados por GC-MS. No ar interno da cabine dos veículos estudados, as concentrações médias encontradas para os compostos carbonílicos (&#181;g/m3) em ordem decrescente foram: formaldeído (165,3); acetona (67,5); acetaldeído (56,8); isovaleraldeído (40,8); propionaldeído (21,1); butiraldeído (17,9); crotonaldeído (14,9); hexaldeído (14,9) valeraldeído (9,8); 2.5- dimetilbenzaldeído (9,3); otolualdeído (8,4); p/m tolualdeído (6,8); acroleína (4,2) e benzaldeído (3,8). Com relação aos outros VOCS foram identificados o metilbutano, que apresentou a maior porcentagem de abundância relativa, 8,5%, seguido de outros hidrocarbonetos com abundância relativa entre 5 e 2% , como, 2,7,10-trimetildodecano, 2,2,6-trimetildecano, ciclopentano, 2,3,4-trimetildecano, n-pentano, 3,6-dimetilundecano, 4-metildodecano, 4,6- dimetildodecano, 3,6-dimetildecano e 1,2-dimetilbenzeno. Dois derivados de hidrocarbonetos halogenados também foram encontrados, sendo que o triclorofluormetano foi o majoritário com 5,7%, e um composto nitrogenado, a acetonitrila com 5,4%. Os compostos derivados do benzeno identificados foram: 1,2-dimetilbenzeno, etilbenzeno, metilbenzeno, 1-etil-3- metilbenzeno, 1-etil-3-metilbenzeno e 1,3,5-trimetilbenzeno que perfazem 6,6 % de abundância relativa. O mais abundante entre os aromáticos foi o 1,2-dimetilbenzeno (2,5%). Os resultados experimentais revelaram também a liberação de VOCs pelos materiais de acabamento interno dos veículos automotores recém-manufaturados. / New motor vehicles cabins may be critical when considering the internal air quality, because concentrations of volatile organic compounds are at levels higher than the outdoors. Certain substances present in the cabin air can be harmful to humans according to their toxicity, mainly in the big cities. Assessment of the cabin air becomes necessary. In this study, cabin air quality was assessed and 7 popular new vehicles containing same interior trim materials were evaluated. A total of 46 volatile organic compounds were identified, with 14 of them were carbonylic compounds and 32 are aliphatic and aromatic hydrocarbons, halogenated compounds and a nitrogenated compound. The carbonylic compounds were identified and quantified by the liquid chromatography and other VOCs only identified by GC-MS. Cabin air vehicles studied showed the following average concentrations found for carbonylic compounds ( &#181;g/m3) in a descending order: formaldehyde (165.3), acetone (67.5); acetaldehyde (56.8); Isovaleraldehyde ( 40.8); propionaldehyde (21.1); butyraldehyde (17.9); crotonaldeído (14.9); hexaldeído (14.9) Valeraldehyde (9.8); dimetilbenzaldeído-2.5 (9.3); the - tolualdeído (8.4), p / m - tolualdeído (6.8); acrolein (4.2) and benzaldehyde (3.8). Concerning the other VOCs the following compounds were identified: methylbutane, which had the highest percentage of relative abundance, 8.5%, followed by other hydrocarbons with relative abundance between 5 and 2%, 2,7,10-trimetildodecano, 2.2 ,6- Trimetildecano, ciclopentano, 2,3,4-trimetildecano, n-pentane, 3.6-dimetilundecano, 4- metildodecano, dimetildodecano-4.6, 3.6 and 1.2-dimetildecano-dimetilbenzeno. Two halogenated hydrocarbons were also found, and triclorofluormetano had the biggest relative abundance percentage 5.7%, and a nitrogen compound, the acetonitrile with 5.4%. The benzene compounds identified were: 1.2-dimetilbenzeno, ethylbenzene, methylbenzene, 1- ethyl-3-methyl, ethyl-1-and 3-methyl 1,3,5-trimethylbenzene which comprise 6.6% of relative abundance. 1.2-dimetilbenzeno was the most abundant aromatic compound with relative abundance 2.5%. Results also showed that VOCs were released by studied vehicles interior trim materials.

Cabines de veículos automotores recém-manufaturados podem ser consideradas críticas quando se avalia a qualidade do ar interno, pois concentrações de compostos orgânicos voláteis encontram-se em níveis mais altos que os ambientes externos. Determinadas substâncias presentes no ar da cabine podem ser prejudiciais ao ser humano em função da sua toxicidade, pricipalmente nos grandes centros urbanos. A avaliação do ar da cabine automotiva se faz necessária. Nesse estudo, foi feita uma avaliação da qualidade do ar interno da cabine de 7 veículos populares recém-manufaturados contendo materiais de acabamento interno iguais. Um total de 46 compostos orgânicos voláteis foi identificado, sendo que 14 deles são compostos carbonílicos e 32 são hidrocarbonetos alifáticos e aromáticos, compostos halogenados e um nitrogenado. Os compostos carbonílicos foram identificados e quantificados por cromatografia a líquido e os outros VOCs apenas identificados por GC-MS. No ar interno da cabine dos veículos estudados, as concentrações médias encontradas para os compostos carbonílicos (&#181;g/m3) em ordem decrescente foram: formaldeído (165,3); acetona (67,5); acetaldeído (56,8); isovaleraldeído (40,8); propionaldeído (21,1); butiraldeído (17,9); crotonaldeído (14,9); hexaldeído (14,9) valeraldeído (9,8); 2.5- dimetilbenzaldeído (9,3); otolualdeído (8,4); p/m tolualdeído (6,8); acroleína (4,2) e benzaldeído (3,8). Com relação aos outros VOCS foram identificados o metilbutano, que apresentou a maior porcentagem de abundância relativa, 8,5%, seguido de outros hidrocarbonetos com abundância relativa entre 5 e 2% , como, 2,7,10-trimetildodecano, 2,2,6-trimetildecano, ciclopentano, 2,3,4-trimetildecano, n-pentano, 3,6-dimetilundecano, 4-metildodecano, 4,6- dimetildodecano, 3,6-dimetildecano e 1,2-dimetilbenzeno. Dois derivados de hidrocarbonetos halogenados também foram encontrados, sendo que o triclorofluormetano foi o majoritário com 5,7%, e um composto nitrogenado, a acetonitrila com 5,4%. Os compostos derivados do benzeno identificados foram: 1,2-dimetilbenzeno, etilbenzeno, metilbenzeno, 1-etil-3- metilbenzeno, 1-etil-3-metilbenzeno e 1,3,5-trimetilbenzeno que perfazem 6,6 % de abundância relativa. O mais abundante entre os aromáticos foi o 1,2-dimetilbenzeno (2,5%). Os resultados experimentais revelaram também a liberação de VOCs pelos materiais de acabamento interno dos veículos automotores recém-manufaturados. / New motor vehicles cabins may be critical when considering the internal air quality, because concentrations of volatile organic compounds are at levels higher than the outdoors. Certain substances present in the cabin air can be harmful to humans according to their toxicity, mainly in the big cities. Assessment of the cabin air becomes necessary. In this study, cabin air quality was assessed and 7 popular new vehicles containing same interior trim materials were evaluated. A total of 46 volatile organic compounds were identified, with 14 of them were carbonylic compounds and 32 are aliphatic and aromatic hydrocarbons, halogenated compounds and a nitrogenated compound. The carbonylic compounds were identified and quantified by the liquid chromatography and other VOCs only identified by GC-MS. Cabin air vehicles studied showed the following average concentrations found for carbonylic compounds ( &#181;g/m3) in a descending order: formaldehyde (165.3), acetone (67.5); acetaldehyde (56.8); Isovaleraldehyde ( 40.8); propionaldehyde (21.1); butyraldehyde (17.9); crotonaldeído (14.9); hexaldeído (14.9) Valeraldehyde (9.8); dimetilbenzaldeído-2.5 (9.3); the - tolualdeído (8.4), p / m - tolualdeído (6.8); acrolein (4.2) and benzaldehyde (3.8). Concerning the other VOCs the following compounds were identified: methylbutane, which had the highest percentage of relative abundance, 8.5%, followed by other hydrocarbons with relative abundance between 5 and 2%, 2,7,10-trimetildodecano, 2.2 ,6- Trimetildecano, ciclopentano, 2,3,4-trimetildecano, n-pentane, 3.6-dimetilundecano, 4- metildodecano, dimetildodecano-4.6, 3.6 and 1.2-dimetildecano-dimetilbenzeno. Two halogenated hydrocarbons were also found, and triclorofluormetano had the biggest relative abundance percentage 5.7%, and a nitrogen compound, the acetonitrile with 5.4%. The benzene compounds identified were: 1.2-dimetilbenzeno, ethylbenzene, methylbenzene, 1- ethyl-3-methyl, ethyl-1-and 3-methyl 1,3,5-trimethylbenzene which comprise 6.6% of relative abundance. 1.2-dimetilbenzeno was the most abundant aromatic compound with relative abundance 2.5%. Results also showed that VOCs were released by studied vehicles interior trim materials.

Purpose: The purpose of the paper is to find solutions to increase the purchase intention of HIP’s and encourage Generation Z to influence todays’ customers to buy online as well as to purchase in future online when they become relevant customers in the new-car market, and to enable car manufacturers to use the potential of increased margins and sales, of online shopping in the car industry. Design/Methodology/Approach: The structure was followed by a deductive approach. Moreover, a quantitative approach was applied in the form of a questionnaire based on 5 hypotheses with 200 valid responses. The programs for the analysis are AMOS-SEM. Findings: Evidence has shown a positive relationship between variables in the hypotheses.The attitude and subjective norms, affected by behavioral beliefs and normative beliefs, of Generation Z affected the purchase intention of Generation Z, towards online purchase of HIP’s, positively and enabled them to act as influencers. Research Contributions/Limitations: The contribution highlights that, Generation Z as influencers of today and the future customer, could change consumer behavior towards online purchase of HIP’s, which help car manufacturers improve their online sales and grow their business. The research is limited to 200 people that are representative for Generation Z. Practical Implications: The results contribute important insights of selling HIP's online to Generation Z. Furthermore, the implications are developed to decrease the perceived risk of buying cars online. Value: The study about Generation Z, as influencers of today and future customers for online purchase of HIP's and specifically cars, indicated that there is a lack of scientific studies on this specific field. Therefore, the value of the study is based on new findings to help car manufacturers create a better experience for customers and increase their online sales on the new-car market. Keywords: E-commerce, Customer Experience In Online Shopping, Generation Z, Consumer Behavior Toward Online Shopping, High Involvement Products, New-Car Market

This master thesis includes a comprehensive analysis of the new car sales via the internet. The SLETPE and SWOT analyses were used for the overall analysis of the external and internal environment. The opinion about this new way of selling cars was inspected by marketing research. The current websites of companies are described and assessed, because of the importance for the implementation of e-commerce.

Abstrakt Bakgrund: Bilindustrin står i dagsläget mitt i en omstrukturering av marknaden, där ansvar för produktion av detaljer förflyttas från biltillverkarna till underleverantörerna. Med denna omstrukturering följer högre krav på kvalitetsnivå och kostnadspress som underleverantörerna måste förhålla sig till. Fallföretaget (Företag X) gjorde cirka 2015 en strategiförändring från att enbart tillverka detaljer till reservdelsmarknaden (eftermarknad) till att även producera till nybilsmarknaden (serieproduktion) där målet var att skapa tillväxt och lönsamhet. Efter strategiförändringen har Företag X vuxit snabbt, men samtidigt har lönsamheten sjunkit till att 2018 vara obefintlig. Affärerna som upphandlas uppvisar positiva marginaler, vilket skapar förvirring i företaget om orsakerna bakom de finansiella prestationerna. Någonstans i deras processer sker något som styrningen inte fångar eller förvarnar om.   Syfte: Syftet med studien är att kartlägga strategiförändringen, implementeringen och Företag X:s styrning för att skapa en ökad förståelse för hur styrning kan stödja en strategiförändring från eftermarknad till att även inkludera serieproduktion. Vidare skall studien bidra med rekommendationer för kritiska egenskaper i styrningen som behöver fokuseras på i samband med en strategiförändring. Ett bidrag skapas även genom att avbilda den resa Företag X har genomgått och vilka utmaningar den har bidragit med.   Metod: Studien grundas i en fallstudie på Företag X, där en växling mellan referensramen och den empiriska insamlingen har nyttjats för att möjliggöra en justering av referensramen för att matcha studiens riktning. Genom att använda metoderna kunde vi uppfylla syftet med studien och därmed skapa ett relevant, teoretiskt bidrag till forskningen.   Resultat: Företag X:s styrning fångar inte beslutsrelevant information och därmed skapas en problematik i företaget. De måste förtydliga styrningen utefter de rekommendationer som delges. Vidare är de kritiska egenskaperna som behöver fokuseras på i styrningen: stödjande, signalerande, diagnostiserande, säkerställande, informationsspridande och motivationsskapare. / Abstract Background: The automobile industry is currently experiencing a reconstructuring of the market, where the responsibility of detail production is transferred between the car manufacturers to their subcontractors. The transference of responsibility also includes an increase in demand from the car manufacturers to the subcontractors to deliver higher quality products at a low cost. The case company (Company X) changed their strategy 2015 to include new car manufacturing in their already existing spare-part production with the intention to create growth and profitability. After the strategic change Company X has grown rapidly, but at the same time profitability has decreased and 2018 the profitability was non-existent. The business agreements show positive margins, which creates confusion in the company about is causing the decrease in financial performance. Somewhere in their processes something is happening that the management control systems aren’t capturing or warn about.        Purpose: The purpose of the study is to map the strategy change, implementation and Company X's management control to create an increased understanding of how management control can support a strategy change from only producing spare-parts to also include manufacturing of new cars. Furthermore, the study will contribute with recommendations for critical features of management control that needs to be focused upon during strategic change. A contribution is also created by depicting the journey that Company X has undergone and what challenges it has contributed with.   Method: The study is based on a case study of Company X, where an iteration between the reference frame and the empirical collection took place to enable an adjustment of the reference frame to match the direction of the study. By utilizing the methods, we were able to fulfill the purpose of the study and thereby create a relevant, theoretical contribution to the research.   Conclusion: Company X's management control does not capture decision-relevant information and thus problems are created within the organization. They ought to change their management control in accordance to the recommendations. Furthermore, the critical features that need to be focused on are: supportive, signaling, diagnosing, securing, information spreading and motivation creator.