Question

Toyota Motor Corporation took extraordinary care in developing the channel and selecting the dealers for its Lexus luxury cars. The attention to detail in setting up the channel for the Lexus is reminiscent of the kind of care Toyota gives to the building of its cars. In fact, standards for the dealerships cover such minute details as setting specifications for doorknob designs and the grade of rice paper for sohji screens used to decorate the dealerships. It would seem that everything had been so carefully planned that the Lexus dealerships should virtually run themselves. Comment on this situation in terms of the need for channel management and the motivation of channel members.


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  • CreatedJuly 14, 2015
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