Decision making and brand choice by older consumers

Gilles Laurent (), Catherine Cole, Aimee Drolet, Jane Ebert, Angela Gutchess, Raphaelle Lambert-Pandraud, Etienne Mullet (), Michael Norton and Ellen Peters
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Gilles Laurent: HEC Paris - Recherche - Hors Laboratoire - HEC Paris - Ecole des Hautes Etudes Commerciales

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Abstract: Older adults constitute a rapidly growing demographic segment, but stereotypes persist about their consumer behavior. The goal of this review was to develop a more considered understanding of age-associated changes in consumer decision making. Our theoretical model suggests that age-associated changes in cognition, affect, and goals interact to make older consumers' decision-making processes, brand choices, and habits different from those of younger adults. We first review literature on stereotypes about the elderly and then turn to an analysis of age differences in the inputs (cognition, affect, and goals) and the outcomes (decisions, brand choices, and habits) of decision processes.

Keywords: Older consumers; Decision making; Choice (search for similar items in EconPapers)
Date: 2008-12
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Published in Marketing Letters, 2008, 19 (3/4), pp.355-365. ⟨10.1007/s11002-008-9058-x⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00458428

DOI: 10.1007/s11002-008-9058-x

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