Why Gen Z Prefers to Buy Cars Offline (And Why It's a Good Idea)

Buying a car is a big decision, and one that many people prefer to make in person. That’s especially true for Gen Z, the generation born between 1997 and 2012, who are more reluctant to buy cars online than any other age group. According to a recent survey by Cox Automotive, only 9% of Gen Z car buyers said they would buy a car online, compared to 16% of millennials, 13% of Gen X, and 11% of baby boomers.

“Buying a Car” by Danny Choo is licensed under CC BY-SA 2.0

What makes Gen Z so hesitant to shop for cars on the internet? And why might that be a smart move? Here are some possible reasons and benefits of buying cars offline.

Gen Z values personal interaction and trust.

Gen Z is often stereotyped as being glued to their screens and social media, but they also crave authentic and meaningful connections with others. They want to interact with people who share their values and understand their needs. That’s why they prefer to buy cars from dealers or salespeople who can offer them personalized service and advice, rather than from a website or an app. They also want to trust the seller and the product, and that’s easier to do when they can see and touch the car in real life, and ask questions face-to-face.

Gen Z wants to test drive and inspect the car before buying.

Buying a car online may seem convenient and fast, but it also comes with some risks and uncertainties. You can’t really tell how a car performs or feels until you drive it yourself, and you can’t spot any potential defects or damages until you inspect it closely. Gen Z car buyers are aware of these drawbacks, and they don’t want to rely on photos, videos, or reviews to make such a big purchase. They want to test drive and inspect the car themselves, and make sure it meets their expectations and standards.

Gen Z likes to negotiate and haggle.

Gen Z is a savvy and frugal generation, who grew up during the Great Recession and the COVID-19 pandemic. They know how to budget and save money, and they also know how to negotiate and haggle for a better deal. Buying a car online often means accepting a fixed price, or paying extra fees and charges that are not transparent or negotiable. Gen Z car buyers don’t like that. They prefer to buy cars offline, where they can negotiate directly with the seller, and get discounts, incentives, or perks that suit their needs and preferences.

“Maybe I’ll Buy a New Car Tomorrow She Thought” by Thomas Hawk is licensed under CC BY-NC 2.0

en Z enjoys the car buying experience.

For many people, buying a car is not just a transaction, but an experience. It’s a milestone, a celebration, a memory. Gen Z car buyers are no different. They enjoy the thrill and excitement of shopping for cars, browsing different models and features, comparing prices and options, and making the final decision. They also like to share their car buying experience with their friends and family, and get their feedback and opinions. Buying a car online may be more convenient, but it also takes away some of the fun and joy of the process.

Cars are one of the few purchases Gen Z is reluctant to make online, and that’s not necessarily a bad thing. Buying cars offline has many advantages, such as personal interaction, trust, test drive, inspection, negotiation, and enjoyment. Gen Z car buyers are smart and savvy, and they know what they want and how to get it. They are not afraid to shop for cars in person, and they may end up with a better deal and a better car.