Age-induced decision shrinkage, another avenue to repeat purchase: the example of new automobiles
The literature from psychology and gerontology suggests that older persons have reduced cognitive abilities, and an increased risk aversion. On this basis, we predict that their decision process will be shrunk, in three manners: a smaller consideration set, a focus on the previous brand (leading to repeat purchases), a privileged status given to other ancient brands. In a survey approach, we test these predictions on a large sample of recent buyers of new automobiles. The results confirm the prediction: A shrinkage of the decision process appears after sixty, and is markedly stronger after seventy-five, two limits suggested by the literature.
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| Length: | 57 pages |
| Date of creation: | 01 Feb 2002 |
| Date of revision: | |
| Handle: | RePEc:ebg:heccah:0748 |
| Contact details of provider: | Postal: HEC Paris, 78351 Jouy-en-Josas cedex, France Web page: http://www.hec.fr/ More information through EDIRC
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References listed on IDEAS
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