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Auto-By-Tel and General Motors: David and Goliath

Author: Dutta, Soumitra ; De Meyer, Arnoud ; Kunduri, SudhaINSEAD Area: Technology and Operations ManagementPublisher: Fontainebleau : INSEAD, 1998.Language: EnglishDescription: 19 p.Type of document: INSEAD CaseAbstract: Starting in 1995, the Internet has been flooded by auto retail outlets like Auto-By-Tel (ABT) who are offering on-line automobile retailing services to customers. This case describes the metamorphosis that the automotive retailing industry is undergoing, since the birth of these services and the utilization of the Internet as an effective distribution channel.Pedagogical Objectives: The case can be used to discuss the following objectives: - The implications of the Internet on industry structures and processes; - The evolving role of intermediaries given ongoing developments in cyberspace; - Restructuring of industry processes and management of change in automotive retailing; - Improved service in the retail sector, using creative and innovative applications of information technology.
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INSEAD Case Doriot Library
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INSEAD Case Tanoto Library
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The case can be used to discuss the following objectives: - The implications of the Internet on industry structures and processes; - The evolving role of intermediaries given ongoing developments in cyberspace; - Restructuring of industry processes and management of change in automotive retailing; - Improved service in the retail sector, using creative and innovative applications of information technology.

Starting in 1995, the Internet has been flooded by auto retail outlets like Auto-By-Tel (ABT) who are offering on-line automobile retailing services to customers. This case describes the metamorphosis that the automotive retailing industry is undergoing, since the birth of these services and the utilization of the Internet as an effective distribution channel.

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