US Car Purchasing Process Market Report 2025

The majority (72%) of consumers anticipate that tariffs will make vehicles less affordable, highlighting a critical pressure point in the automotive market. Further, 68% are worried that they will overpay for their next vehicle purchase. Tariffs and economic uncertainty are likely to continue reshaping consumer behavior. These affordability and availability challenges further highlight a growing need for transparency and innovative pricing strategies from manufacturers and dealers.

The US automotive market is navigating a dynamic landscape, marked by shifting consumer preferences and emerging technologies. Meanwhile, digital transformation is revolutionizing the car-buying experience, as consumers increasingly blend online research with in-person interactions, favoring a hybrid approach and driving an overall greater comfortability and interest in conducting online vehicle purchases.

However, economic pressures such as inflation, elevated interest rates, and higher vehicle production costs are creating headwinds. These factors are not only driving up prices for new and used cars but are also have to potential to continue to dampen demand for traditional dealership purchases. To mitigate these challenges, the market must continue its pivot towards affordability-focused solutions, including entry-level models and flexible financing options. By addressing concerns about rising costs and building consumer confidence, the automotive industry can adapt to deliver value while navigating today’s complexities. This evolving market demands agility and foresight to remain competitive amidst regulatory changes and economic shifts.

This report looks at the following areas:

• Impact of tariffs on the automotive market and consumer sentiment
• Vehicle ownership and acquisition
• Important consumer research factors and purchasing behavior
• Consumer perceptions of vehicle retailers
• Interest and participation in online car purchasing

Facing cost pressures and evolving needs, the automotive industry drives forward amidst economic and consumer challenges.

Gabe Sanchez, Senior Automotive Analyst

Market Definitions

Mintel defines car purchasing as the act or the intended act of buying a new, used or CPO (certified pre-owned) vehicle.

This Report includes all light vehicles, which includes but is not limited to sedans, coupes, station wagons, pickup trucks, vans, minivans, crossover utility vehicles, and SUVs (sport utility vehicles).

Fleet sales are included in Market Size sales figures, but are excluded from the scope of this Report.

Readers of this Report may also be interested in Mintel’s CPO & Used Vehicles – US, 2025 and Perceptions of Auto Brands – US, 2025 Reports.