INNOVATIVE & CREATIVE FINANCING · EFFECT ON SALES IN THE TRUCK INDUSTRY: A DISSERTATION
This study assessed the effects on sales in the market for medium-duty and heavy-duty trucks in the EU of creative financing solutions and innovations in financing made available to buyers of these trucks by truck manufacturers and distributors. Two research questions were investigated, as follows:
What type of creative financing program, innovation in financing, or combination of multiple solutions lead to increased sales in the EU market for medium-duty and heavy-duty trucks?
To what extent and in what direction do the sales of manufacturers and distributors of medium-duty and heavy-duty trucks in the EU who offer creative financing solutions differ from the sales of manufacturers and distributors of medium-duty and heavy-duty trucks in the EU who offer creative financing solutions who do not offer creative financing solutions?
Null hypotheses were tested in relation to each research question investigated. The null versions of hypotheses were as follows:
There is no relationship between variations in sales growth, as reflected in market share, of companies in the medium-duty and heavy-duty truck industry in the EU and the type of financing programs offered to customers.
There is no relationship between variations in sales growth, as reflected in market share, of companies in the medium-duty and heavy-duty truck industry in the EU and the extent to which companies offer creative financing solutions to customers.
In each instance, the null hypotheses were rejected and, by inference, alternative hypotheses were accepted. The conclusions drawn were as follows:
Manufacturers and distributors of medium-duty and heavy-duty trucks and busses in the European market that do not develop and offer an array of creative financing options to customers will lose market share to those manufacturers and distributors who do offer an array...