SEARCH BEHAVIOUR OF FRENCH AND ENGLISH CANADIANS IN AUTOMOBILE PURCHASE

Abstract

To determine whether French and English Canadians had different information search patterns prior to automobile purchase, 210 buyers of 1983 and 1984 Ford and Toyota automobiles in two Ontario and two Quebec cities were surveyed. We hypothesised the English‐Canadian car buyers prefer printed sources of information, while French‐Canadian buyers prefer personal sources, consider fewer alternatives, devote less time to the search process, and generally search less extensively for a new car than do English Canadians. Three of the five hypotheses were supported. Compared to their English counterparts, French Canadians evaluated ten per cent fewer alternative car makes, spent 30 per cent fewer days in the search process, took 67 per cent fewer test drives, and scored eight per cent lower on a measure of overall depth of search. As the French search pattern perhaps entails a greater risk, marketers in Quebec may need to provide better warranties and after‐sales service than in Ontario.

Citation

Muller, T.E. and Bolger, C. (1985), "SEARCH BEHAVIOUR OF FRENCH AND ENGLISH CANADIANS IN AUTOMOBILE PURCHASE", International Marketing Review, Vol. 2 No. 4, pp. 21-30. https://doi.org/10.1108/eb008288