More than 70% of consumers purchased a car for reasons based on need rather than want, according to an “Shopper Frame of Mind” survey. Among events triggering “need-to-buy” situations are accidents and breakdowns involving previously owned vehicles; lifestyle changes such as parenthood; new commutes to work; a new driver in the family and a new job. The study polled more than 1,500 recent vehicle purchasers. Supplementing that was a survey of over ...

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