KEY FACTORS INFLUENCING PURCHASE INTENTIONS TOWARDS AUTOMOBILES IN PAKISTAN

In this paper the authors identify and investigate the key factors which influence intentions to purchase passenger cars among consumers in Pakistan. A questionnaire was developed to check the significance of these key variables identified from previous studies, especially those conducted in the context of automobile purchasing in Asian countries. Faculty members from universities of two major cities in Pakistan were selected at random as respondents for this study. The findings of the study will be useful to both managers in the auto industry as well as policy makers. It will help managers in the auto industry to gain a better understanding of consumer intentions and identify the factors which influence them. Policy makers in Pakistan’s auto sector would benefit from the insights of this study when developing the long overdue Auto Policy. Analysis of the data collected has revealed that the three key factors identified from studies in other Asian countries are also relevant for Pakistani auto consumers