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BRICS Table of Contents Table of Contents 2 Step 4: Drilling Down 3 Step 5: Targeting Your Potential Partner or Acquisition 8 Step 6: Assessing the e-Business Environment 10 References 16 Step 4: Drilling Down Automotive industry in Russia, one of the BRICS nations has been chosen for discussion in this research study.
In order to identify the potential buyers in the automotive industry of Russia it is necessary to gain in depth knowledge about consumer behavior and their needs and wants for the products offered in the country's automotive industry. As a whole the dealerships are considered to be the primary buyers within the automotive industry in Russia. However the pull exerted by the end users is also important. The switching costs for the dealerships is very high mainly because of the fact that in most cases the automotive manufacturing companies have an exclusive contractual agreement with the dealerships. In a way the dealers are actually forced to sell the models and brands as preferred by the consumers. All these factors suggest that dealerships are the primary buyers in the market and they should be targeted in an effective manner to become successful in capturing the market in Russia. Next it is important to identify the target consumers and their specific needs and requirements to result in increased customer satisfaction. According to a research study conducted by Nielsen (2011), the main factors that are considered by the consumers in Russia while buying a car have been shown in the figure - 1. ...
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