An empirical examination of automobile lease vs finance motivational processes.

SelectedWorks Author Profiles:

Philip J. Trocchia

Document Type


Publication Date


Date Issued

January 2003

Date Available

May 2013




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.


Abstract only. Full-text article is available only through licensed access provided by the publisher. Published in Journal of Consumer Marketing 20 (1), 28-43. DOI: 10.1108/07363760310456937 Members of the USF System may access the full-text of the article through the authenticated link provided.




Emerald Group Publishing Limited

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.