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

2005/03/16 by Raphaëlle Lambert-Pandraud, Gilles Laurent, Eric Lapersonne · 11 citations
Business, Management and Accounting · Psychology · #Consumer Behavior in Brand Consumption and Identification #Consumer Retail Behavior Studies #Aging and Gerontology Research

paper · doi:10.1509/jmkg.69.2.97.60757

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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