Abstract
This report describes the results of an exploratory expert interview and a new car dealership employee focus group followed by a two‐wave mail survey of area customers who had recently purchased a new car. Dealership choice factors were the focus of the research. Choice criteria were identified and placed in rank order for various subgroups of the sample. The grouping was done on the basis of sex, marital status, income and education. Differences of note were found among the various segments. A summary of suggested research‐oriented and practical business implications are also provided.
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Lindquist, J.D. (2015). New Dealer Choice: The Buyer Perspective. In: Hawes, J.M., Glisan, G.B. (eds) Proceedings of the 1987 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17052-7_53
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DOI: https://doi.org/10.1007/978-3-319-17052-7_53
Publisher Name: Springer, Cham
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