An empirical examination of automobile lease vs finance motivational processes.

Philip J. Trocchia, Sharon E. Beatty

Research output: Contribution to journalArticlepeer-review

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 languageAmerican English
JournalDefault journal
StatePublished - Jan 1 2003

Keywords

  • Consumers
  • Financing
  • Leasing
  • Marketing
  • Motivation
  • Motor industry

Disciplines

  • Business
  • Marketing

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