Digital Marketing Communication and Car Buying: A Study of Potential Deterrents

Abstract

The present study aims to identify the potential deterrents of digital marketing communication while buying a car. Data was collected from 801 respondents from Delhi using area wise proportionate sampling. 75% of the respondents used at least one digital channel of communication while buying a car. There were 25% of the respondents who didn’t use digital channels of communication while buying a car and relied exclusively upon traditional channels of communication. The study analyzed the respondents believing only in traditional channels of communication while buying a car to know the deterrents impeding the usage of digital channels of communication. The study also aimed to identify the distinct customers segments using traditional channels of communication while buying a car. Data was analyzed with the help of chi-square test and cluster analysis. ‘Technicality’ of the medium followed by ‘lack of knowledge and time’ were identified as the major deterrents of digital marketing communication. Two customer segments were identified in the study that made use of only traditional channels of communication while buying a car. First segment comprised of respondents ‘above 40 years of age’ belonging to ‘business’ category. Second segment was composed of respondents in ‘service’ occupational category belonging to ‘26 to 30 years age’ group.