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Repeat Purchasing of New Automobiles by Older Consumers: Empirical Evidence and Interpretations

Abstract : In a large empirical study, the authors find that older consumers, who constitute an important market segment, repurchase a brand more frequently when they buy a new car. Older consumers consider fewer brands, fewer dealers, and fewer models, and they choose long-established brands more often. To interpret the results, the authors rely on four age-related theoretical perspectives: biological aging, cognitive decline, socioemotional selectivity, and change aversion.
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Submitted on : Sunday, February 21, 2010 - 3:23:38 PM
Last modification on : Sunday, April 28, 2013 - 9:51:18 PM

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Gilles Laurent, Raphaelle Lambert-Pandraud, Eric Lapersonne. Repeat Purchasing of New Automobiles by Older Consumers: Empirical Evidence and Interpretations. Journal of Marketing, American Marketing Association, 2005, 69 (2), pp.97-113. ⟨10.1509/jmkg.69.2.97.60757⟩. ⟨hal-00458431⟩

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