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Cognition, Persuasion and Decision Making in Older Consumers

Author

Listed:
  • Carolyn Yoon
  • Gilles Laurent
  • Helene Fung
  • Richard Gonzalez
  • Angela Gutchess
  • Trey Hedden
  • Raphaëlle Lambert-Pandraud
  • Mara Mather
  • Denise Park
  • Ellen Peters
  • Ian Skurnik

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 Copyright Springer Science + Business Media, Inc. 2005

Suggested Citation

  • Carolyn Yoon & Gilles Laurent & Helene Fung & Richard Gonzalez & Angela Gutchess & Trey Hedden & Raphaëlle Lambert-Pandraud & Mara Mather & Denise Park & Ellen Peters & Ian Skurnik, 2005. "Cognition, Persuasion and Decision Making in Older Consumers," Marketing Letters, Springer, vol. 16(3), pages 429-441, December.
    • Handle: RePEc:kap:mktlet:v:16:y:2005:i:3:p:429-441
    DOI: 10.1007/s11002-005-5903-3
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    References listed on IDEAS

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    4. Yoon, Carolyn, 1997. "Age Differences in Consumers' Processing Strategies: An Investigation of Moderating Influences," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(3), pages 329-342, December.
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    2. 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.
    3. Charlotte Gaston-Breton & Priya Raghubir, 2013. "Opposing effects of sociodemographic variables on price knowledge," Marketing Letters, Springer, vol. 24(1), pages 29-42, March.
    4. Lynn Gregory, 2014. "Fundraising and the Elderly: A Content Analysis," Journal of Consumer Policy, Springer, vol. 37(1), pages 5-25, March.
    5. 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.
    6. 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.
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