The� competitive� nature� of� the� contemporary� \r\n\r\nbusiness� scenario� requires� productivity-driven� \r\n\r\norganizations� to� be� aware� of� the� efficiency� level� of� their� \r\n\r\ndealers.� The� recent� economic� and� financial� crisis� has� \r\n\r\nhighlighted� the� need� for� effective� evaluation� methods� \r\n\r\ngoing� beyond� the� limits� of� traditional� performance� \r\n\r\nassessment� methodologies� in� the� retail� industry.� The� \r\n\r\nautomotive� industry� is� no� exception� to� this� logic.� In� this� \r\n\r\nsector,� traditional� methods� are� often� based� only� on� \r\n\r\nmarket� share� performances,� ignoring� the� key� role� of� \r\n\r\ninput-output� ratios� on� the� overall� productivity� of� the� \r\n\r\nparent� company.� Following� this� lead,� in� this� paper� we� \r\n\r\npropose� a� method� to� evaluate� the� performance� of� \r\n\r\ndealerships� taking� into� account� both� their� market� share� \r\n\r\nperformances� and� their� efficiency.� In� order� to� assess� \r\n\r\ndealership� efficiency� we� use� the� DEA� technique,� and� \r\n\r\napply� the� proposed� methodology� to� a� multinational� \r\n\r\nautomotive� company� considering� its� Italian� dealer� \r\n\r\nnetwork.
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