I 摘要 随着年轻购车群体的增多和居民消费意识的变化，汽车融资租赁进入到行业 发展黄金期。2017 年以来，互联网行业中较具规模的百度、腾讯、京东、阿里 巴巴等首批企业开始在汽车租赁行业中布局，一些如弹个车、瓜子二手车等新生 企业，也都加入了到激烈的竞争行列中。汽车融资租赁有望成为一项重要创新， 成为汽车业和汽车金融业新型动力导向，但在汽车融资租赁快速兴起之初，也存 在企业监管、信用体系不健全等问题。 本文以贵阳城市居民为调查对象，从消费者的角度调查了该市居民的汽车融 资租赁认知情况、租赁意向、影响其购买意愿的相关因素、首选购车方案等。以 喜相逢汽车融资租赁公司为分析对象，对其经营业务的开展流程、现有客户资源、 运营状况和发展中存在的问题等通过调查问卷的形式对公司的客户群体进行相 关调查，收集可靠的相关数据信息，并运用相关性、聚类、多类逻辑回归等多种 方法进行分析后，发现居民对汽车融资租赁模式的总体理解不深，但购买汽车融 资租赁的意向较为明显，相关影响因素主要有文化程度、上一年的购车意向、相 关购买经验、月租金和租赁年限等。结合调查结果分析针对全国的汽车融资租赁 企业提出相关建议，首先要增加宣传方式，如网络广告方式、有如雨后春笋一般 扩散的新媒体互推方式；然后制定出多种购车方案、辅助方案，以满足中青年消 费群体的不同购车需求，深入二、三线城市的汽车销售市场，拓展中低端市场并 与大型汽车企业合作拓展客户资源市场；并要建议汽车融资租赁公司将自身的优 势充分发挥出来，在销售前期、中期和后期做好服务，确保服务质量；最后汽车 融资租赁企业应积极推动行业相关法律法规的完善，同时制定相关的行业标准， 向有经验的相关互联网平台企业取经，学习风险管控技术，借鉴其成功经验，为 汽车融资租赁业务的完善运行提供坚实可靠的保障。从这四方面做出改进，以期 能为汽车融资租赁业的业务发展提供有益参考，推出的新产品能更紧密地迎合城 市居民的购车需求，取得双赢效果。 关键词：汽车融资租赁；贵阳；购车需求；拓展客户Abstract II Abstract With the increase of young car buyers and changes in residents' consumption awareness, car rental has entered a golden period of industry development. Since 2017, the first batch of enterprises in the Internet industry such as Baidu, Tencent, JD and Alibaba have begun to lay out in the car rental industry, and some new companies such as Tangeche and Guazi second-hand cars have also joined the fierce competition Ranks. Automobile finance leasing is expected to become an important innovation and become a new driving force for the automobile industry and the auto finance industry. However, at the beginning of the rapid rise of automobile finance leasing, there were also problems such as legal supervision and unsound credit system. This article takes Guiyang urban residents as the object of investigation, and surveys the city's residents' awareness of car financing lease, purchase intention, related factors affecting their purchase, and preferred car purchase plan from the perspective of consumers. Taking Xixiangfeng Auto Finance and Leasing Company as the research object, through in-depth investigation to understand the business process of the company's business development, existing customer resources, operating conditions and development problems, the customer group collects reliable relevant data information, and through the form of questionnaires The company's customers conducted relevant surveys, and finally used correlation, clustering, multi-class logistic regression and other methods for analysis. It was found that residents did not have a deep understanding of the car finance leasing model, but the intention to purchase car finance leasing was more obvious The relevant influencing factors mainly include education level, car purchase intention of the previous year, relevant purchase experience, monthly rent and lease term. Combined with the analysis of the survey results, relevant suggestions are made for the national car financing leasing. First, we must increase publicity methods, such as onlineAbstract III advertising methods, and new media mutual promotion methods that spread quickly and widely; and then formulate a variety of car purchase programs and auxiliary programs to meet China’s The different car buying needs of young consumer groups, penetrate into the car sales market in second, third and fourth tier cities, expand the low-end market and cooperate with large auto companies to expand the customer resource market; and it is recommended that car finance leasing companies give full play to their own advantages Come out, provide good service in the early, middle and late sales period to ensure the quality of service; Finally, auto financing leasing companies should cooperate with relevant management departments and financial institutions, cooperate with the Banking and Insurance Regulatory Commission to improve relevant policies, learn risk management and control technology from Internet platform companies, and learn from Its successful experience provides a solid and reliable guarantee for the perfect operation of the automobile finance leasing business. Improvements are made in these four areas, with a view to providing a useful reference for the business development of the auto financial leasing industry. The new products launched can more closely cater to the car purchase needs of Guiyang urban residents and achieve a win-win effect. Keywords: Automobile finance leasing; Guiyang; car purchase demand; expanding customers目录 IV 目录 摘要...................................................................................................................... I Abstract................................................................................................................ II 第一章 绪论..........................................................................................................1 第一节 研究背景..........................................................................................1 第二节 研究意义..........................................................................................2 一、理论意义........................................................................................2 二、现实意义........................................................................................2 第三节 论文框架..........................................................................................3 一、研究内容........................................................................................3 二、研究方法........................................................................................3 三、技术路线........................................................................................5 第二章 理论基础..................................................................................................6 第一节 相关概念理论................................................................................6 一、融资租赁的相关概念....................................................................6 二、汽车融资租赁相关概念................................................................7 第二节 国内外研究综述............................................................................8 一、汽车融资租赁研究........................................................................8 二、融资租赁意愿及其影响因素研究................................................9 三、汽车融资租赁意愿研究..............................................................10 第三章 汽车融资租赁意愿研究指标体系及模型............................................12 第一节 影响居民租赁意愿的指标体系构建..........................................12 一、居民个人特征指标......................................................................12 二、居民决策背景指标......................................................................12 三、融资租赁特征指标......................................................................13 第二节 汽车融资租赁意愿模型的确定....................................................13 第三节 汽车融资租赁意愿的研究假设…………………………………16 第四章 调查方法与问卷设计............................................................................17 第一节 调查方法......................................................................................