FI showroom red and grey logo
MenuMENU
SearchSEARCH

Survey: Car Buyers Prioritize Experience Over Price

Roadster analysts say many American car buyers and lessees are wary of F&I product presentations and frustrated by lengthy, inefficient processes and a lack of transparency in pricing.

August 13, 2019
Survey: Car Buyers Prioritize Experience Over Price

Thirty-one percent of men and 34% of women said grocers provide America’s best customer experience.

Photo by Artem Beliaikin via Pexels

2 min to read


SAN FRANCISCO — A recent survey of 1,000 American consumers undertaken by Roadster and Survata was designed to identify which industries currently provide the best shopping experiences and those that are in need of modernization. Automotive fared poorly, ranking ahead of only the cable industry.

American men and women were asked how often they shop (daily, weekly, twice weekly) and whether they shop online or visit retailers. They reported feelings of loyalty when retailers offer a great customer experience (71%), free shipping (68%), and easy returns (52%).

Ad Loading...

For the auto industry in particular, men (21%) and women (20%) said that dealing with one person from start to finish — along with transparent pricing (22% of men, 20% of women) and having the inventory they are looking for (16% of men, 18% of women) — would improve the shopping experience.

“At Roadster, we’ve always put a premium on creating car-buying and -selling solutions that deliver a great customer experience,” said Andy Moss, CEO of Roadster. “And it’s clear from the results of our study that car shoppers are not only ready for it, but are willing to even pay more to ensure it. We are proud to be at the forefront of change in the industry and to be deploying solutions that will finally make car shopping as easy and as positive as shopping for anything else.”

A slim majority (52%) ranked a positive car-buying experience as more important to them than price. Eighty-five percent of men and 81% of women said they would pay up to 10% more to ensure a fast, transparent, and painless experience, while 15% of men and 19% of women said they would be willing to pay 20% more to ensure a positive customer experience.

More than one-quarter of all car buyers and lessees felt they were upsold on services and products that they did not want (29%), that the process was inefficient and took too much time (28%), and that there was a lack of transparent pricing available (24%). Despite these grievances, 87% of respondents in Roadster’s study stated that they had a positive car-shopping experience.

Among all respondents, men (22%) and women (18%) picked cable as the industry that delivers the worst customer experience, followed by automotive, named the worst by 13% of men and 18% of women. Men said the grocery (31%) and consumer electronics industries (20%) provide the best shopping experience. Women ranked apparel (40%) first, followed by grocery (34%).

Originally posted on Auto Dealer Today

More Showroom

Phot of a dark Kia vehicle interior with steering part of steering wheel and dashboard
Showroomby Hannah MitchellJune 29, 2026

Focus on Vehicle Cabins

The market for interior materials will grow in coming years as automakers look to meet consumer demand while staying competitive with changeups to sourcing and included features.

Read More →
Photo of multiple new SUVs on a car dealership lot
Showroomby Hannah MitchellJune 22, 2026

State Follows Federal Warning on Auto Ads

The Massachusetts attorney general cautioned the state’s automotive dealers to be upfront with the consuming public about their vehicle prices or risk punishment.

Read More →
Map of Europe next to back of EV car.
Showroomby Lauren LawrenceJune 22, 2026

European EV Market Hits Record

Seven out of the top 10 electric vehicles sold so far in 2026 in Europe are by European brands, and automakers are seeing the power train fill up their order books.

Read More →
Ad Loading...
Person pumping gas into car.
Showroomby Lauren LawrenceJune 17, 2026

Used EVs Outpace New

While North American electric-vehicle sales remain down year-over-year, May sales saw a 3% increase from April’s numbers as used EVs led the market.

Read More →
Dodge emblem on orange vehicle
Showroomby Hannah MitchellJune 15, 2026

New Vehicles Down for Most Brands

Healthy May sales cut into inventory as automakers kept a tight reign on supply, though some brands ended the month with excess units on the ground.

Read More →
Photo of the back of an electric Mercedes
Showroomby Hannah MitchellJune 10, 2026

Auto Prices Ride May Moderation

Flat ATPs and asking prices clocked in below long-term averages for the month, though some segments saw significant price gains, reported Cox Automotive.

Read More →
Ad Loading...
Orange Mitsubishi car on grass
Showroomby Lauren LawrenceJune 8, 2026

Mitsubishi Sets Growth Strategy, Structural Transformation

The Japanese automaker aims to 'strengthen products and technologies that embody its brand identity,' focus on its strongest markets and expand value-chain businesses 'that leverage its unique strengths.'

Read More →
inside of car, view of steering wheel with hands on it driving
Showroomby Lauren LawrenceMay 29, 2026

Affordable, Safe Cars for Teen Drivers

Families looking to balance affordability and safety in vehicles for their teen drivers can look to the updated list of recommended vehicles by IIHS and Consumer Reports.

Read More →
Gray-scale photo of a line of Mini cars in a dealership parking lot
Showroomby Hannah MitchellMay 27, 2026

Auto Dealers Feel Better But Not Great

A second-quarter Cox Automotive poll of franchised retailers and independents found better views of the current market after a good spring but anticipation of third-quarter storminess.

Read More →
Ad Loading...
exterior daytime image of Porsche North Miami dealership
Showroomby Lauren LawrenceMay 22, 2026

Holman Opens Porsche Dealership in Miami

The North Miami store features the brand’s signature Destination Porsche design concept, combining contemporary architecture and technology to create what the auto group calls an ultra-luxury experience.

Read More →