Cognition, Persuasion and Decision Making in Older Consumers

Gilles Laurent, Carolyn Yoon, Helene Fung, Richard Gonzalez, Angela Gutchess, Trey Hedden, Raphaelle Lambert-Pandraud, Mara Mather, Denise Park, Ellen Peters and Ian Skurnik
Additional contact information
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 Fung: CUHK - The Chinese University of Hong Kong [Hong Kong]
Richard Gonzalez: University of Michigan [Ann Arbor] - University of Michigan System
Angela 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 Park: UIUC - University of Illinois at Urbana-Champaign [Urbana] - University of Illinois System
Ellen Peters: University of Oregon [Eugene]
Ian Skurnik: University of Toronto

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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

Keywords: older consumers; aging; cognition; persuasion; decision making (search for similar items in EconPapers)
Date: 2005-12
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Citations: View citations in EconPapers (15)

Published in Marketing Letters, 2005, 16 (3-4), pp.429-441. ⟨10.1007/s11002-005-5903-3⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00818685

DOI: 10.1007/s11002-005-5903-3

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