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

R. Lambert-Pandraud, G. LAURENT, E. Lapersonne

Journal of Marketing

avril 2005, vol. 69, n°2, pp.97-113

Départements : Marketing

ln a large empirical study, the authors find that older consumers, who constitute a large market segment, repurchase a brand more frequently when they buy a new car. Older consumers con si der fewer brands, fewer dealers, and fewer models, and they choose long-established brands more otten. To interpret the results, the authors rely on four age-related theoretical perspectives: biological aging, cognitive decline, socioemotional selectivity, and change aversion.