Research On Passenger Car Channel Alliance And Interests Distribution

The paper analyzes the four modes of passenger distribution channels, franchise,automotive market, car supermarket, O2O mode. Currently4S shop model is the most popularfor the manufacturers. So in this paper the benefit distribution model is mainly constructed forthe4S shop.The Strategic Alliance mainly considers of the passenger car market characteristics. Thecar market in the First-tier cities is in the saturation stage. Service becomes the growth pointof corporate profit. Market turns from sellers to buyers. Consumers’ attitudes to car have beenchanged. Passenger car market of the second-tier and third tier cities are in the formativeyears, and sales business is the growth point of corporate profits. It is Marketing3.0stage now,cooperation marketing has been more important. The company should make the consumersbecome the marketing person for its own, to form a competitive advantage. Therefore,companies should consider of the dealers’ profit growth point and give different weight to theevaluation index.In this paper, the distribution model mainly considers of three factors: performance, riskand contribute. Firstly, in terms of performance evaluation using the Delphi method to buildthe performance evaluation system, give full consideration to the purpose of the league aswell as the member’s role in the channel, and O2O mode use case as an evaluation criterion.Use AHP method to determine the weights of each index selection, while determining thebenefits distribution. Secondly, use fishbone diagram to analysis the risk coming fromAlliance and itself and determine the risk index system, reflecting the risk of the manufacturerand the authorized dealers sharing ideas. Use risk fuzzy comprehensive evaluation method todetermine the value of enterprise, while and in order to determine the distribution of benefitsprograms, while determining the benefits distribution. Thirdly, use cost to measure thecontribution by "Shapley value" method. Finally, considering all factors affecting the benefitsdistribution make agreement to determine the weight of heavy. Give the final allocationprogram to promote the development of the alliance.