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Cognition, Persuasion and Decision Making in Older Consumers

Author

Listed:
  • Gilles Laurent

    (HEC Paris - Recherche - Hors Laboratoire - HEC Paris - Ecole des Hautes Etudes Commerciales)

  • Carolyn Yoon

    (Stephen M. Ross School of Business - University of Michigan [Ann Arbor] - University of Michigan System)

  • Helene H. Fung

    (CUHK - The Chinese University of Hong Kong [Hong Kong])

  • Richard Gonzalez

    (University of Michigan [Ann Arbor] - University of Michigan System)

  • Angela H. Gutchess

    (University of Michigan [Ann Arbor] - University of Michigan System)

  • Trey Hedden

    (Stanford University)

  • Raphaelle Lambert-Pandraud

    (ESCP-EAP - ESCP-EAP - Ecole Supérieure de Commerce de Paris)

  • Mara Mather

    (UC Santa Cruz - University of California [Santa Cruz] - UC - University of California)

  • Denise C. Park

    (UIUC - University of Illinois at Urbana-Champaign [Urbana] - University of Illinois System)

  • Ellen Peters

    (University of Oregon [Eugene])

  • Ian Skurnik

    (University of Toronto)

Abstract

Older adults constitute a rapidly growing demographic segment, but relatively little is known about them within consumer contexts: how they process information, respond to persuasive messages, and make decisions. We discuss extant findings from consumer behavior and related disciplines (e.g., cognitive psychology, neuroscience, social psychology, gerontology) as they pertain to the effects of aging on consumer memory, persuasion and decision

Suggested Citation

  • Gilles Laurent & Carolyn Yoon & Helene H. Fung & Richard Gonzalez & Angela H. Gutchess & Trey Hedden & Raphaelle Lambert-Pandraud & Mara Mather & Denise C. Park & Ellen Peters & Ian Skurnik, 2005. "Cognition, Persuasion and Decision Making in Older Consumers," Post-Print hal-00818685, HAL.
    • Handle: RePEc:hal:journl:hal-00818685
    DOI: 10.1007/s11002-005-5903-3
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    Citations

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    Cited by:

    1. Olivier Mesly & Hareesh Mavoori & Nicolas Huck, 2023. "The Role of Financial Spinning, Learning, and Predation in Market Failure," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 14(1), pages 517-543, March.
    2. Kuppelwieser, Volker G., 2016. "Towards the use of chronological age in research – A cautionary comment," Journal of Retailing and Consumer Services, Elsevier, vol. 33(C), pages 17-22.
    3. Olivier Mesly & David W. Shanafelt & Nicolas Huck & François‐Éric Racicot, 2020. "From wheel of fortune to wheel of misfortune: Financial crises, cycles, and consumer predation," Journal of Consumer Affairs, Wiley Blackwell, vol. 54(4), pages 1195-1212, December.
    4. Olivier Mesly & David W. Shanafelt & Nicolas Huck, 2021. "Dysfunctional Markets: A Spray of Prey Perspective," Journal of Economic Issues, Taylor & Francis Journals, vol. 55(3), pages 797-819, July.
    5. Angell, Robert J. & Megicks, Phil & Memery, Juliet & Heffernan, Troy W., 2014. "Older shopper types from store image factors," Journal of Retailing and Consumer Services, Elsevier, vol. 21(2), pages 192-202.
    6. Charlotte Gaston-Breton & Priya Raghubir, 2013. "Opposing effects of sociodemographic variables on price knowledge," Marketing Letters, Springer, vol. 24(1), pages 29-42, March.
    7. Haenlein, Michael, 2013. "Social interactions in customer churn decisions: The impact of relationship directionality," International Journal of Research in Marketing, Elsevier, vol. 30(3), pages 236-248.
    8. Lynn Gregory, 2014. "Fundraising and the Elderly: A Content Analysis," Journal of Consumer Policy, Springer, vol. 37(1), pages 5-25, March.
    9. Amatulli, Cesare & Guido, Gianluigi & Nataraajan, Rajan, 2015. "Luxury purchasing among older consumers: exploring inferences about cognitive Age, status, and style motivations," Journal of Business Research, Elsevier, vol. 68(9), pages 1945-1952.
    10. Denis Guiot & Benny Barak & Stephen Gould & Keun Lee & Yong Zhang, 2006. "L'Age Subjectif Par Dela Les Frontieres : Une Etude Cross Culturelle Dans Le Secteur De La Mode Vestimentaire," Post-Print halshs-00169081, HAL.
    11. Torgeir Aleti & Bernardo Figueiredo & Diane M. Martin & Mike Reid, 2023. "Socialisation Agents’ Use(fulness) for Older Consumers Learning ICT," IJERPH, MDPI, vol. 20(3), pages 1-11, January.
    12. Yan chao Shi & Un-Kon Lee, 2021. "The Impact of Restaurant Recommendation Information and Recommendation Agent in the Tourism Website on the Satisfaction, Continuous Usage, and Destination Visit Intention," SAGE Open, , vol. 11(4), pages 21582440211, November.
    13. Pino, Giovanni & Amatulli, Cesare & Nataraajan, Rajan & De Angelis, Matteo & Peluso, Alessandro M. & Guido, Gianluigi, 2020. "Product touch in the real and digital world: How do consumers react?," Journal of Business Research, Elsevier, vol. 112(C), pages 492-501.
    14. Kuppelwieser, Volker G. & Sarstedt, Marko & Tuzovic, Sven, 2014. "The role of context and motivation variables in mobile commerce usage — A further perspective on Chong (2013)," Technological Forecasting and Social Change, Elsevier, vol. 88(C), pages 156-161.

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