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

Author

Listed:
  • Gilles Laurent

    (HEC Paris - Recherche - Hors Laboratoire - HEC Paris - Ecole des Hautes Etudes Commerciales)

  • Raphaelle Lambert-Pandraud
  • Eric Lapersonne

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.

Suggested Citation

  • Gilles Laurent & Raphaelle Lambert-Pandraud & Eric Lapersonne, 2005. "Repeat Purchasing of New Automobiles by Older Consumers: Empirical Evidence and Interpretations," Post-Print hal-00458431, HAL.
    • Handle: RePEc:hal:journl:hal-00458431
    DOI: 10.1509/jmkg.69.2.97.60757
    as

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