| Abstract: | ABSTRACT Only a few empirical research studies about extended service contracts have appeared in the services marketing literature. This study used Chi Square analysis as a methodology to distinguish between buyers and non-buyers of extended service contracts. The findings suggest that while buyers and non-buyers were very similar demographically and psychographically, there were considerable differences in motivation for purchasing or not buying. Of the ten motivation variables, eight were significant at or beyond p < 0.05. Moreover, some ethical implications for professional salespeople marketing these service contracts were discussed. |
