Gen Z is Reshaping the Auto Industry with AI and Digital-First Expectations
As the first generation of digital natives, Gen Z is entering the car market with a strong preference for personalized, tech-driven experiences—disrupting traditional purchasing and leasing models. According to recent Salesforce research, 74% of Gen Z buyers want AI-powered agents to advise them on the optimal time to buy based on pricing trends, promotions, and incentives. To stay competitive, automotive leaders must adapt their strategies to meet these evolving expectations.
Gen Z Embraces AI for Car Research and Financing
Compared to older generations, Gen Z is far more likely to rely on AI for car shopping:
- 79% of Gen Z want AI agents to recommend the best vehicle for their needs (vs. 58% of baby boomers).
- 68% of Gen Z and 71% of millennials prefer AI-driven financing solutions (vs. 53% of boomers).
- 67% of Gen Z expect AI to automatically schedule maintenance (vs. 39% of boomers).
A Tech-First Approach to Car Buying
Gen Z’s reliance on technology stems from challenges in navigating the traditional car-buying process:
- 39% would delay or cancel a purchase due to difficulty choosing the right car (vs. 21% of boomers).
- 37% hesitate because of uncertainty around price fluctuations (vs. 27% of boomers).
Greater Trust in AI and Demand for Personalization
Gen Z shows significantly higher confidence in AI-driven solutions:
- 71% believe AI will simplify car maintenance (vs. 49% of boomers).
- They are also more informed about automotive tech trends, with 69% familiar with “connected cars” (vs. 39% of boomers) and 71% aware of “software-defined vehicles” (vs. 25%).
Subscription Models and Flexible Ownership
Younger buyers favor innovative payment and ownership options:
- 72% of Gen Z know about mobility-as-a-service (vs. 18% of boomers).
- 40% prefer subscription-based pricing for personalized features like adaptive cruise control or custom safety settings (vs. 21% of boomers).
The Future of Automotive Retail
With Gen Z leading the shift toward AI-powered car buying, maintenance, and flexible ownership models, automakers and dealers must prioritize digital-first solutions, transparent pricing, and hyper-personalized experiences to capture this influential market.
Tectonic is here to help your company deliver on these Gen Z expectations with Salesforce. Contact us today!
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