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

Gilles Laurent (), Raphaelle Lambert-Pandraud and Eric Lapersonne
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Gilles Laurent: HEC Paris - Recherche - Hors Laboratoire - HEC Paris - Ecole des Hautes Etudes Commerciales

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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.

Keywords: older consumers; repeat purchase; automobiles; cognitive decline; socioemotional selectivity; change aversion (search for similar items in EconPapers)
Date: 2005-04
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Citations: View citations in EconPapers (65)

Published in Journal of Marketing, 2005, 69 (2), pp.97-113. ⟨10.1509/jmkg.69.2.97.60757⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00458431

DOI: 10.1509/jmkg.69.2.97.60757

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