• Dr Deepthi Sankar

Purchase intention is the willingness of a customer to buy a product. This is influenced by attitudes, product and dealer related factors, subjective norms and perceived behavioural control. Realising the importance of these factors in formulating the marketing strategies of a product, the present research is undertaken to study the influence of these factors on the purchase intention of consumers of pre owned cars in Kerala. This study examines the purchasing intention towards pre owned cars using the Theory of Planned Behaviour because this model takes into account these factors and its impact on purchase intention. The specific objectives are a) To study the relationship between product related factors and consumer attitude towards the purchase intention of pre owned cars b) To study the relationship between dealer related factors and consumer attitude towards the purchase intention of pre owned cars c) To analyse the relationship between consumers’ attitude and purchase intention d) To analyse the relationship between subjective norms and purchase intention and e) To analyse the relationship between perceived behavioural control and purchase intention. The study is confined to consumers who own and use pre owned cars purchased from authorised dealers in Kerala. The study was based on field research and made use of both primary and secondary data. Primary data were collected from 300 respondents distributed in five districts of Kerala. The data collected for the study was analysed using PLS. The study found that product related factors plays a vital role in shaping attitude of consumers towards pre owned cars which in turn influence the purchase intention. Purchase intention of pre owned car consumers are significantly influenced by the subjective norms and perceived behavioural control. This study would help marketers to understand the purchase intention of pre owned car consumers and formulate the marketing strategies accordingly.

Pre Owned Cars, Purchase Intention, Consumer, Attitude

"Factors Affecting Purchase Intention towards Pre Owned Cars", International Journal of Emerging Technologies and Innovative Research (www.jetir.org), ISSN:2349-5162, Vol.6, Issue 2, page no.490-508, February-2019, Available :http://www.jetir.org/papers/JETIR1902267.pdf

"Factors Affecting Purchase Intention towards Pre Owned Cars", International Journal of Emerging Technologies and Innovative Research (www.jetir.org | UGC and issn Approved), ISSN:2349-5162, Vol.6, Issue 2, page no. pp490-508, February-2019, Available at : http://www.jetir.org/papers/JETIR1902267.pdf