In current scientific literature very little attention is paid to buying behaviour for functional optional equipment, despite its critical and steadily growing importance for the premium automobile industry.The central goal of this dissertation is thus the development of a theoretical as well as practice-oriented model to explain the buying behaviour for functional optional equipment and the model's validation against actual vehicle purchases. Based on the identified influencing factors, implications and recommended actions for the automobile practice as well as for science will be derived.Withal the problem of structural equational modeling with binary dependent variables is solved using a relatively new PLS-based method by Bodoff/Ho. Furthermore, the AIDEA model is developed integrating "Positive Experiences" as an additional phase to the well-known AIDA model.
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