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Car Buying - US - February 2013

“The aging of one of the country’s largest generations, Baby Boomers, will have a lasting impact on the automotive market, especially because Millennials and Generation X are not taking to automobiles or the open road in as great as numbers as Boomers did. The silver lining here is that Boomers are not their father's generation. They expect to continue driving long into their later years. The challenge here is for automakers to develop models that cater to the specific needs of this aging population, without alienating them or younger cohorts.”

– Colin Bird, Automotive Analyst

Some questions answered in this report include:

 •    How should manufacturers and dealers address the impact on the car-buying landscape of aging Baby Boomers?
•    How can dealerships change to improve their poor perception among car buyers?

 

This report explores the car buying market in the U.S. It provides insight into the external and internal factors affecting sales, marketing and promotional campaigns, and industry innovations. Segmentation data and analysis cover three segments: new vehicle sales (new passenger car vs. light truck sales), used or pre-owned vehicles, and certified pre-owned (CPO) vehicles. In 2012, sales of new, used and CPO vehicles increased for the third consecutive year, with approximately 55 million vehicles sold. More modest gains are expected in the foreseeable future, due to looser consumer credit requirements and more consistently predicable residual values.

Major themes throughout this report include: the release of pent-up demand, consumer’s high anxiety towards the car shopping process, and disdain among consumers as it pertains to the current business format of automotive distribution. This report analyses and examines how automakers, car dealerships, and affiliated mediums could take advantage of this pent-up demand. It also discusses which types of websites car buyers visit and if consumers plan to stay loyal to their current car dealerships and automakers.

For the purposes of this report, Mintel has used the following definitions:

Car buying” is defined as the act, or the intended act, of the consumer to purchase a new, used non-certified, or certified per-owned used car. For the purposes of this report, a “new” car will mean any new vehicle which has never been titled or registered and that has been driven less than 7,500 miles before first-title. A “used” or pre-owned, non-certified car is any vehicle that has been previously owned and titled by at least one prior owner; the car must be operational, any car sold as scrap or for its parts and not as an operating vehicle is not considered used or pre-owned. A “certified pre-owned” car is any well maintained, late-model, used vehicle which has been inspected and refurbished by its original manufacturer or dealer; certified pre-owned vehicles typically include warranties, and other additional benefits typically bestowed only to new cars, but this isn’t necessarily required.

Car,” as defined for the purposes of this report, covers any of the following vehicles that are bought through retail channels and are intended for non-commercial use: subcompact-, compact-, mid-, or full-sized sedans, hatchbacks, or convertibles; compact-, mid-, or full-sized truck-based SUVs; compact-, mid- or full-sized car-based crossovers; minivans or MPVs; compact-, mid-, or full-sized pickup trucks or vans; any type of hybrid electric, electric, or alternatively fueled vehicle; any type of luxury vehicle; any type of classic car; or any variation above, so long as it’s for non-commercial use. Large trucks and recreational vehicles are not covered, regardless of use type. This report also does not cover private, or by-owner, vehicle purchases or sales, regardless of vehicle, or use type.

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Table of contents

  1. Scope and Themes

    • What you need to know
      • Definition
        • Data sources
          • Sales data
            • Consumer survey data
              • Advertising creative
                • Abbreviations and terms
                  • Abbreviations
                    • Terms
                    • Executive Summary

                        • The market
                          • Figure 1: U.S. unit sales of new vs. used vehicles, 2007-12
                        • Market factors
                          • Release of pent-up demand creates short-term boost in new car sales
                            • Figure 2: Total new vehicles sold, new cars vs. light trucks, 2007-12
                          • Aging US car parc will impact sales of new and used cars
                            • Figure 3: Average age of cars, light trucks and total light vehicles, 1995-2011
                          • Total U.S. new car dealership network grows for first time in seven years
                            • Figure 4: Number of dealerships selling new cars, 2003-12
                          • Key player
                            • Top 10 automakers account for 92% of 2012 new vehicle sales
                              • Figure 5: Largest automotive original equipment manufacturers in the U.S., by new car market share, 2012
                            • CPO sales seen as important profit center for dealers and carmakers
                              • Figure 6: Largest automotive certified pre-owned retailers in the U.S., by CPO market share, 2012
                            • The consumer
                              • The average shopper expects to spend five and a half weeks shopping
                                • Figure 7: How much time expected to spend shopping for car, November 2012
                              • New car shoppers and used car shoppers expect to visit different online resources
                                • Figure 8: Online sources expected to visit while car buying, by new/used (non-CPO)/CPO vehicle ownership, November 2012
                              • One in five Millennials expects to use a smartphone or tablet app the next time they shop for a car
                                • Figure 9: Online sources expected to use while car buying, by generation, November 2012
                              • Two thirds of respondents say car buying is “stressful”
                                • Figure 10: Car buying habits and sentiments, November 2012
                              • Minorities more interested in car dealers aesthetic and convenience features
                                • Figure 11: Importance of selected dealership attributes and services, by race/Hispanic origin, November 2012
                              • What we think
                              • Issues in the Market

                                  • Aging Baby Boomer population will change the car buying landscape
                                    • Car dealerships almost universally distained by car buyers
                                    • Insights and Opportunities

                                      • Community car sharing could foster incremental sales for dealers and automakers
                                        • Lessons from emerging economies and making car purchase an exercise in credit building
                                        • Trend Application

                                            • Trend: Totophobia
                                              • Trend: Experience is All
                                                • 2015 Trends
                                                  • Access Anything, Anywhere
                                                  • Market Size

                                                    • Key points
                                                      • U.S. vehicle sales reach 14.5 million units, the highest volumes since 2007
                                                          • Figure 12: U.S. unit sales of new cars and light trucks, 2007-12
                                                      • Market Segmentation

                                                        • Key points
                                                          • New cars vs. trucks
                                                            • Passenger cars make up majority of light vehicle sales for first time since 2009
                                                              • Figure 13: U.S. unit sales of new cars vs. light trucks, 2007-12
                                                            • Slow growth of crossovers and full-size pickup trucks diminish role of light trucks
                                                              • Figure 14: U.S. unit sales of new light trucks, 2007-12
                                                            • Passenger car sales see strong gains as more buyers flock to midsize and compact cars
                                                              • Figure 15: U.S. unit sales of new cars, 2007-12
                                                            • New vs. used
                                                              • New cars increase as a proportion of market as tight used car market creates pricing pressure
                                                                • Figure 16: U.S. unit sales of new vs. used vehicles, 2007-12
                                                                • Figure 17: U.S. average vehicle selling price, 2006-11
                                                              • CPO sales seen as important profit generator for dealers and carmakers
                                                                • Figure 18: U.S. unit sales of CPO vehicles, 2007-12
                                                            • Market Drivers

                                                              • Key points
                                                                • Improving macroeconomic conditions to positively impact auto sales
                                                                  • Figure 19: Average credit score of new vs. used car buyers, 2007-12
                                                                  • Figure 20: University of Michigan Consumer Sentiment, 2007-13
                                                                  • Figure 21: Housing Starts vs. Light truck sales, 2000-12
                                                                • Market uncertainty fuels pent-up demand
                                                                  • Aging U.S. car parc provides challenges for new car sales growth
                                                                    • Figure 22: Average age of cars, light trucks and total light vehicles, 1995-2011
                                                                  • Cash for Clunkers tightens supply of used vehicles
                                                                    • Increased product cadence will boost new car demand
                                                                      • Figure 23: Average new car showroom age and replacement rate, 2007-16
                                                                    • Higher taxes may impede short term growth of consumer spending
                                                                    • Competitive Context

                                                                      • Key points
                                                                        • Declines in vehicle use
                                                                            • Figure 24: Consumer vehicle miles traveled, all U.S. roads and streets, 1998-2012
                                                                          • Increased urbanization cuts into automobile dependency
                                                                            • Figure 25: Most often form of transit used for work commute, by type of metro area, 2009
                                                                            • Figure 26: Attitudes to transportation by type of commuter, 2009
                                                                          • Car sharing a potential disruptive force to automobile ownership
                                                                            • Figure 27: Car use, by trip purpose, average distance and time, 2009
                                                                        • Leading Manufacturers

                                                                          • Key points
                                                                            • Manufacturer overview
                                                                              • Top 10 automakers account for 92% of 2012 vehicle sales and 93.4% of the new car dealers
                                                                                  • Figure 28: Largest automotive original equipment manufacturers in the U.S., by new car market share, 2012
                                                                                • A note on the manufacturer and dealers relationship
                                                                                  • Manufacturer profiles
                                                                                    • General Motors Company
                                                                                      • Overview
                                                                                        • Sales and market share
                                                                                          • Service, parts and CPO programs
                                                                                            • Innovation
                                                                                              • Captive lending
                                                                                                • Ford Motor Company
                                                                                                  • Overview
                                                                                                    • Sales and market share
                                                                                                      • Service, parts and CPO programs
                                                                                                        • Captive lending
                                                                                                          • Toyota Motor Sales USA, Inc.
                                                                                                            • Overview
                                                                                                              • Sales and market share
                                                                                                                • Service, parts and CPO programs
                                                                                                                  • Captive financing
                                                                                                                    • Environmentalism
                                                                                                                      • Chrysler Group, LLC
                                                                                                                        • Overview
                                                                                                                          • Sales and market share
                                                                                                                            • Service, parts and CPO programs
                                                                                                                              • Captive lending
                                                                                                                                • American Honda Motor Co. Inc.
                                                                                                                                  • Overview
                                                                                                                                    • Sales and market share
                                                                                                                                      • Service, parts and CPO programs
                                                                                                                                        • Commitment to American jobs
                                                                                                                                          • Captive lending
                                                                                                                                            • Nissan North America Inc.
                                                                                                                                              • Overview
                                                                                                                                                • Sales, service and market share
                                                                                                                                                  • Captive lending
                                                                                                                                                  • Car Dealerships

                                                                                                                                                    • Key points
                                                                                                                                                      • Dealership overview
                                                                                                                                                        • Auto retailing is a highly competitive and fragmented market
                                                                                                                                                          • Figure 29: Top 20 dealership groups in the U.S., by total number of new vehicles sold, 2012
                                                                                                                                                        • Total U.S. new car dealership network grows for first time since 2005
                                                                                                                                                          • Figure 30: Number of dealerships selling new cars, 2003-12
                                                                                                                                                        • Major dealership profiles
                                                                                                                                                          • CarMax
                                                                                                                                                            • AutoNation
                                                                                                                                                              • Sonic Automotive
                                                                                                                                                              • Automotive Websites

                                                                                                                                                                • Key points
                                                                                                                                                                  • Automotive websites overview
                                                                                                                                                                    • Vast majority expect to use the internet next time they shop for a car
                                                                                                                                                                      • Figure 31: Online sources expected to visit while car buying, by gender, November 2012
                                                                                                                                                                    • One in five say internet is an important resource for deciding what car to purchase or lease
                                                                                                                                                                      • Figure 32: Sources of information used when buying a vehicle—purchased new, by education, April 2011-June 2012
                                                                                                                                                                    • Third-party websites provide consumers a unified location for local new/used car inventory
                                                                                                                                                                      • Figure 33: New & Used vehicle buyers time spent online, by type of website, 2011
                                                                                                                                                                      • Figure 34: Top 8 car buying websites, by unique visitors a month, May 2011-April 2012
                                                                                                                                                                    • Major automotive website profiles
                                                                                                                                                                      • AutoTrader.com
                                                                                                                                                                        • Cars.com
                                                                                                                                                                          • Edmunds.com
                                                                                                                                                                          • Innovations and Innovators

                                                                                                                                                                            • Tred.com aims to take the hassles out of test-driving
                                                                                                                                                                              • Figure 35: tred.com online teaser, January 2013
                                                                                                                                                                            • CarWOO! helps truncate the car buying process through reverse dealer auctioning
                                                                                                                                                                              • Figure 36: CarWOO!’s homepage, January 2013
                                                                                                                                                                            • Lincoln adds a personal touch through complimentary concierge service
                                                                                                                                                                            • Marketing Strategies

                                                                                                                                                                              • Key points
                                                                                                                                                                                • Strategy: Use racing-, shooter-video games to promote vehicle launches
                                                                                                                                                                                  • Figure 37: 2014 Chevrolet Corvette C7 in Gran Turismo 5
                                                                                                                                                                                  • Figure 38: Jeep Tough Game, TV ad, November 2012
                                                                                                                                                                                • Strategy: Use crowdsourcing to explore and develop unique vehicle features
                                                                                                                                                                                  • Figure 39: Dodge Dart Registry
                                                                                                                                                                                  • Figure 40: Dodge how to change buying cars forever, TV ad, January 2013
                                                                                                                                                                                • Strategy: Add a “human face” to automotive regional ads
                                                                                                                                                                                  • Figure 41: Chevy Under the Blue Arch
                                                                                                                                                                                  • Figure 42: Chevy Under the Blue Arch Truck Month, TV ad, November 2012
                                                                                                                                                                                • Strategy: Use visually interesting special effects to highlight new styling direction
                                                                                                                                                                                  • Figure 43: Toyota Avalon New Formula, TV ad, January 2013
                                                                                                                                                                                • Strategy: Emphasize a passion for cars as an expertise in car buying
                                                                                                                                                                                  • Figure 44: edmunds.com ask the car people, TV ad, July 2012
                                                                                                                                                                                • Strategy: Show new car shoppers that you’re listening to their complaints
                                                                                                                                                                                  • Figure 45: Toyota RAV4 wish granted, TV ad, January, 2013
                                                                                                                                                                              • Vehicle ownership and spend

                                                                                                                                                                                • Key points
                                                                                                                                                                                  • Midsize cars and SUVs/CUVs most popular vehicle segments
                                                                                                                                                                                    • Figure 46: Vehicle ownership, type of vehicle by new, used, leased, or CPO, November 2012
                                                                                                                                                                                    • Figure 47: Vehicle ownership, type of vehicle, by age, November 2012
                                                                                                                                                                                  • Household ownership dominated by Chevrolet, Ford, Toyota, and Honda, but regional variances are prevalent
                                                                                                                                                                                    • Figure 48: Make of vehicle owned in household, domestic vs. foreign, by region, April 2011-June 2012
                                                                                                                                                                                  • Average car purchase at $19,000
                                                                                                                                                                                    • Figure 49: Amount spent on vehicle purchase – Most recently acquired, by age, April 2011-June 2012
                                                                                                                                                                                  • The average household owns about two cars
                                                                                                                                                                                    • Figure 50: Number of vehicles owned in the household, by household income, April 2011-June 2012
                                                                                                                                                                                    • Figure 51: Number of vehicles owned in the household, by household size, April 2011-June 2012
                                                                                                                                                                                  • Nearly a quarter of respondents expect to shop for a car within the next year
                                                                                                                                                                                    • Figure 52: When will next vehicle be bought, by whether the most recently acquired vehicle in household is owned or leased, April 2011-June 2012
                                                                                                                                                                                    • Figure 53: Expectations of major breakdown in the next 12 months, by whether the most recently acquired vehicle in household is owned or leased, April 2011-June 2012
                                                                                                                                                                                • Attitudes towards haggling for a car

                                                                                                                                                                                  • Key points
                                                                                                                                                                                    • Younger households see greater benefit from haggling with dealership
                                                                                                                                                                                      • Figure 54: Attitudes towards haggling on price for a car, by age, November 2012
                                                                                                                                                                                    • Necessity for haggling falls as income rises
                                                                                                                                                                                      • Figure 55: Attitudes towards haggling on price for a car, by household income, November 2012
                                                                                                                                                                                    • Larger households, and households with young children see haggling as necessary and beneficial
                                                                                                                                                                                      • Figure 56: Attitudes towards haggling on price for a car, by number of people in household, November 2012
                                                                                                                                                                                      • Figure 57: Attitudes towards haggling on price for a car, by presence of children in household, November 2012
                                                                                                                                                                                  • Time expected to spend shopping for car

                                                                                                                                                                                    • Key points
                                                                                                                                                                                      • Women expect to spend more time shopping for their next vehicle
                                                                                                                                                                                        • Figure 58: Length of time expected to spend shopping for car, by gender, November 2012
                                                                                                                                                                                      • Higher income householders spend the longest time shopping for a car
                                                                                                                                                                                        • Figure 59: Length of time expected to spend shopping for car, by household income, November 2012
                                                                                                                                                                                      • Younger and middle-aged respondents expect to spend the longest time shopping for their next car
                                                                                                                                                                                        • Figure 60: Length of time expected to spend shopping for car, by age, November 2012
                                                                                                                                                                                    • Online car shopping resources expected to visit

                                                                                                                                                                                      • Key points
                                                                                                                                                                                        • Grouping classification
                                                                                                                                                                                          • Average consumer expects to visit three types of online resources the next time they car shop
                                                                                                                                                                                            • Figure 61: Online sources expected to visit while car buying, by new/used/CPO vehicle ownership, November 2012
                                                                                                                                                                                          • More men than women plan to visit a classified ad website when they car shop
                                                                                                                                                                                            • Figure 62: Online sources expected to visit while car buying, by gender, November 2012
                                                                                                                                                                                          • Car manufacturer and dealer websites more likely visited by those with higher incomes
                                                                                                                                                                                            • Figure 63: Online sources expected to visit while car buying, by household income, November 2012
                                                                                                                                                                                          • Single person households visit more types of online resources
                                                                                                                                                                                            • Figure 64: Online sources expected to visit while car buying, by marital/relationship status, November 2012
                                                                                                                                                                                          • One in five Millennials expect to use a smartphone or tablet app the next time they shop for a car
                                                                                                                                                                                            • Figure 65: Online sources expected to visit while car buying, by generation, November 2012
                                                                                                                                                                                          • People who take longer to shop for a car more likely to visit auto sites
                                                                                                                                                                                            • Figure 66: Online sources expected to visit while car buying, by length of time expected to spend shopping for car, November 2012
                                                                                                                                                                                        • Dealership Features and Accommodations

                                                                                                                                                                                          • Key points
                                                                                                                                                                                            • Younger consumers more interested in convenience features from car dealers
                                                                                                                                                                                              • Figure 67: Importance of selected dealership attributes and services, by gender, November 2012
                                                                                                                                                                                              • Figure 68: Importance of selected dealership attributes and services, by gender and age, November 2012
                                                                                                                                                                                            • Top earners looking for exclusivity and style from car dealers
                                                                                                                                                                                              • Figure 69: Importance of selected dealership attributes and services, by household income, November 2012
                                                                                                                                                                                            • Swing and WWII Generation more interested in dealers that are integral members of area community
                                                                                                                                                                                              • Figure 70: Importance of selected dealership attributes and services, by generation, November 2012
                                                                                                                                                                                            • New car owners expected to be more loyal than used car owners
                                                                                                                                                                                              • Figure 71: Importance of selected dealership attributes and services, by vehicle ownership, November 2012
                                                                                                                                                                                          • Car buying habits and sentiments

                                                                                                                                                                                            • Key points
                                                                                                                                                                                              • Grouping classification
                                                                                                                                                                                                • Most women say buying a car is “stressful”
                                                                                                                                                                                                  • Figure 72: Car buying habits and sentiments, by gender, November 2012
                                                                                                                                                                                                • Millennials see importance in researching not just vehicle models but car dealerships
                                                                                                                                                                                                  • Figure 73: Car buying habits and sentiments, by generation, November 2012
                                                                                                                                                                                              • Impact of Race and Hispanic Origin

                                                                                                                                                                                                • Key points
                                                                                                                                                                                                  • Asian Americans disproportionately buy Japanese makes. Blacks prefer domestic makes
                                                                                                                                                                                                    • Figure 74: Make of vehicle owned in household, domestic vs. foreign, by race/Hispanic origin, April 2011-June 2012
                                                                                                                                                                                                  • Blacks, Asian and Hispanics aged 35+ more likely to purchase vehicles costing $40K-49.9K
                                                                                                                                                                                                    • Figure 75: Amount spent on most recently acquired vehicle, by race/ethnicity and age, April 2011-June 2012
                                                                                                                                                                                                    • Figure 76: Amount spent on most recently acquired vehicle, by Hispanic origin and age, April 2011-June 2012
                                                                                                                                                                                                  • Hispanics and Asians most likely to view haggling as necessary and beneficial
                                                                                                                                                                                                    • Figure 77: Attitudes towards haggling on price for a car, by race/Hispanic origin, November 2012
                                                                                                                                                                                                  • Minorities more interested in convenience features and financing options
                                                                                                                                                                                                    • Figure 78: Importance of selected dealership attributes and services, by race/Hispanic origin, November 2012
                                                                                                                                                                                                  • Hispanic respondents worried about getting “ripped-off” by car dealers
                                                                                                                                                                                                    • Figure 79: Car buying habits and sentiments, by race/Hispanic origin, November 2012
                                                                                                                                                                                                • Cluster Analysis

                                                                                                                                                                                                    • Loyal and Informed
                                                                                                                                                                                                      • Demographics
                                                                                                                                                                                                        • Characteristics
                                                                                                                                                                                                          • Opportunity
                                                                                                                                                                                                            • Frustrated and Lost
                                                                                                                                                                                                              • Demographics
                                                                                                                                                                                                                • Characteristics
                                                                                                                                                                                                                  • Opportunity
                                                                                                                                                                                                                    • Unstressed and Disengaged
                                                                                                                                                                                                                      • Demographics
                                                                                                                                                                                                                        • Characteristics
                                                                                                                                                                                                                          • Opportunity
                                                                                                                                                                                                                            • Environmental and Empowered
                                                                                                                                                                                                                              • Demographics
                                                                                                                                                                                                                                • Characteristics
                                                                                                                                                                                                                                  • Opportunity
                                                                                                                                                                                                                                    • Cluster characteristic pie graph
                                                                                                                                                                                                                                      • Figure 80: Target clusters, November 2012
                                                                                                                                                                                                                                      • Figure 81: How much time expected to spend shopping for car, by target clusters, November 2012
                                                                                                                                                                                                                                      • Figure 82: Online sources expected to visit while car buying, by target clusters, November 2012
                                                                                                                                                                                                                                      • Figure 83: Dealership features and accommodations that consumers want, by target clusters, November 2012
                                                                                                                                                                                                                                      • Figure 84: Car buying habits and sentiments, by target clusters, November 2012
                                                                                                                                                                                                                                    • Cluster demographic tables
                                                                                                                                                                                                                                      • Figure 85: Target clusters, by demographic, November 2012
                                                                                                                                                                                                                                    • Cluster methodology
                                                                                                                                                                                                                                    • Appendix: Other Useful Consumer Tables

                                                                                                                                                                                                                                      • Vehicle ownership
                                                                                                                                                                                                                                        • Figure 86: Vehicle ownership, by household income, November 2012
                                                                                                                                                                                                                                        • Figure 87: Make of vehicle owned in household, domestic vs. foreign, by household income, April 2011-June 2012
                                                                                                                                                                                                                                        • Figure 88: Whether the vehicle in household is owned or leased—Most recently acquired, by race and household income, April 2011-June 2012
                                                                                                                                                                                                                                        • Figure 89: Whether the vehicle in household is owned or leased – Most recently acquired, by Hispanic origin and household income, April 2011-June 2012
                                                                                                                                                                                                                                        • Figure 90: Whether the vehicle in household is owned or leased—Most recently acquired, by education, April 2011-June 2012
                                                                                                                                                                                                                                        • Figure 91: Whether the vehicle in household is owned or leased—Most recently acquired, by region, April 2011-June 2012
                                                                                                                                                                                                                                        • Figure 92: Planned to buy next vehicle new or used, by whether the vehicle in household is owned or leased—Most recently acquired, April 2011-June 2012
                                                                                                                                                                                                                                      • Primary sources of information used when buying a vehicle
                                                                                                                                                                                                                                        • Figure 93: Sources of information used when buying a vehicle—Purchased new, by education, April 2011-June 2012
                                                                                                                                                                                                                                      • Online sources used when car buying
                                                                                                                                                                                                                                        • Figure 94: Online sources expected to visit while car buying, by gender, November 2012
                                                                                                                                                                                                                                        • Figure 95: Online sources expected to visit while car buying, by age, November 2012
                                                                                                                                                                                                                                        • Figure 96: Online sources expected to visit while car buying, by gender and marital status, November 2012
                                                                                                                                                                                                                                        • Figure 97: Online sources expected to visit while car buying, by education, November 2012
                                                                                                                                                                                                                                        • Figure 98: Online sources expected to visit while car buying, by attitudes towards haggling on price for a car, November 2012
                                                                                                                                                                                                                                      • Time expected to spend shopping for car
                                                                                                                                                                                                                                        • Figure 99: How much time expected to spend shopping for car, by education, November 2012
                                                                                                                                                                                                                                      • Attitudes towards haggling for a car
                                                                                                                                                                                                                                        • Figure 100: Attitudes towards haggling on price for a car, by generation, November 2012
                                                                                                                                                                                                                                        • Figure 101: Attitudes towards haggling on price for a car, by vehicle ownership, November 2012
                                                                                                                                                                                                                                      • Attitudes to dealership features and accommodations
                                                                                                                                                                                                                                        • Figure 102: Importance of selected dealership attributes and services, November 2012
                                                                                                                                                                                                                                        • Figure 103: Importance of selected dealership attributes and services, by age, November 2012
                                                                                                                                                                                                                                      • Car buying habits and sentiments
                                                                                                                                                                                                                                        • Figure 104: Car buying habits and sentiments, November 2012
                                                                                                                                                                                                                                        • Figure 105: Car buying habits and sentiments, by age, November 2012
                                                                                                                                                                                                                                        • Figure 106: Car buying habits and sentiments, by household income, November 2012
                                                                                                                                                                                                                                        • Figure 107: Car buying habits and sentiments, by online sources expected to visit while car buying, November 2012
                                                                                                                                                                                                                                        • Figure 108: Car buying habits and sentiments, by online sources expected to visit while car buying, November 2012
                                                                                                                                                                                                                                        • Figure 109: Car buying habits and sentiments, by online sources expected to visit while car buying, November 2012
                                                                                                                                                                                                                                    • Appendix: Trade Associations

                                                                                                                                                                                                                                      Companies Covered

                                                                                                                                                                                                                                      • Audi of America Inc
                                                                                                                                                                                                                                      • BMW of North America, LLC
                                                                                                                                                                                                                                      • Chrysler LLC
                                                                                                                                                                                                                                      • Ford Motor Company
                                                                                                                                                                                                                                      • General Motors Corporation
                                                                                                                                                                                                                                      • Honda Motor Co., Ltd
                                                                                                                                                                                                                                      • Hyundai Motor America
                                                                                                                                                                                                                                      • Kia Motors America, Inc.
                                                                                                                                                                                                                                      • Nissan Motor Co., Ltd.
                                                                                                                                                                                                                                      • Nissan North America, Inc.
                                                                                                                                                                                                                                      • Toyota Motor Corporation
                                                                                                                                                                                                                                      • Volkswagen of America, Inc.

                                                                                                                                                                                                                                      Car Buying - US - February 2013

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