Abstract
This research study explores the growing phenomenon of consumption without ownership by addressing individuals' motivations for leasing, rather than financing, products. A two-phase study was conducted in the retail automotive industry in order to ascertain motives for consumer leasing. It was found that while all hypothesized motives were predictors of the lease/finance decision (including desire for gratification and desire for social approval), two variables - desire for variety and desire for simplified maintenance - emerged as the best predictors of whether an individual chooses to lease or finance his/her motor vehicle. Implications for marketers and academicians are discussed.
Original language | American English |
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Journal | Default journal |
State | Published - Jan 1 2003 |
Keywords
- Consumers
- Financing
- Leasing
- Marketing
- Motivation
- Motor industry
Disciplines
- Business
- Marketing