Faculty Publications


A typology of motor vehicle consumers using motives for leasing versus financing.

SelectedWorks Author Profiles:

Philip J. Trocchia

Document Type


Publication Date


Date Issued

January 2006

Date Available

May 2013




Previous consumer research suggests that individuals who finance high-cost items tend to differ from those who lease the same items. Some differences are economic, such as income and wealth, while other dissimilarities involve non-economic issues such as personal preferences. We employ non-hierarchical cluster analysis to create consumer segments of motor vehicle lessees and financers based on motives for leasing versus financing and demographics. Five segments were uncovered. Lessees predominate in two categories: budget gourmets and automotive hedonists. Another two categories, utility seekers and basic transportation seekers, are mainly comprised of financers. The final group, mature luxury seekers, consists of a roughly equal mix of lessees and financers. Differences between the segments are addressed here, along with a discussion of findings and implications.


Abstract only. Full-text article is available only through licensed access provided by the publisher. Published in Journal of Consumer Behaviour, 5 (4), 304-316. DOI: 10.1002/cb.182 Members of the USF System may access the full-text of the article through the authenticated link provided.




John Wiley & Sons, Inc.

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.