The Evolution of Scientific Approaches to the Economics of Automotive Retailing

The current reality of the automotive industry is characterized by a fundamental transformation in approaches to organizing sales processes, driven by large-scale digitalization, changing consumer expectations, and the transition from a one-time sale model to long-term service relationships with customers. According to research by Frost & Sullivan, annual spending on digitalization in the global automotive industry will reach $169 billion by 2025, doubling every five years. The economic essence of automotive retailing lies in organizing the exchange of technically complex, high-value, durable goods, where added value is created not only at the point of sale but also at all subsequent stages of interaction with the consumer through financing, maintenance, and service support. A key distinction between automotive retailing and other types of retail is the need to establish long-term economic relationships with customers, driven by the specific nature of the product—its high unit cost, complex operation, and long life cycle. This article examines classical economic theories of trade, from mercantilism to modern economics. It analyzes the evolution of concepts of trade as a process of exchange. It identifies key factors driving the transformation of automotive retail under the influence of digital technologies. It also explores the concepts of "Vehicle-as-a-Service" and "Mobility-as-a-Service" as new forms of organizing trade relations in the automotive industry. It also identifies fundamental differences between the traditional automotive retail model, focused on a one-time sale, and the modern service model, based on building long-term relationships with consumers through a comprehensive digital ecosystem of interactions, including online channels, personalized customer experiences, and after-sales service. A concept for car sales as a service has been developed. It represents a comprehensive ecosystem based not on a one-time transaction, but on long-term relationships with consumers, thereby increasing overall profits. The priority is satisfaction and convenience during the transaction and subsequent interactions using digital technologies. This concept also allows for a distinction between car sales as a service and mobility as a service, as the latter is aimed not at selling a specific car, but at providing mobility on demand through car-sharing and rental services.