The Development of the Franchise Distribution System in the U.S. Automobile Industry

Thomas G. Marx

Business History Review, 1985, vol. 59, issue 3, 465-474

Abstract: In this note on the history of automobile distribution methods in the United States, Dr. Marx examines the development of franchised dealerships. He traces the changes in the nature of consumer demand and the growing complexity in relations between manufacturers and their sales force that led to the predominance of the independent dealer franchise in the automobile “distribution channel.”

Date: 1985
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