Cognition, Persuasion and Decision Making in Older Consumers |
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Authors: | Carolyn Yoon Gilles Laurent Helene H Fung Richard Gonzalez Angela H Gutchess Trey Hedden Raphaëlle Lambert-Pandraud Mara Mather Denise C Park Ellen Peters Ian Skurnik |
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Institution: | (1) Stephen M. Ross School of Business, University of Michigan, Ann Arbor, MI, 48109-1234;(2) Carrefour Chair, HEC School of Management, Paris, France;(3) The Chinese University of Hong Kong, Hong Kong;(4) University of Michigan, Michigan;(5) Stanford University, Stanford;(6) ESCP-EAP European School of Management and Negocia, Paris;(7) University of California, Santa Cruz, California;(8) University of Illinois, Urbana-Champaign;(9) University of Oregon, Oregon;(10) University of Toronto, 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
The first two authors co-chaired the workshop at the Choice Symposium and made major and equal contributions to this article.
The remaining authors were participants in the workshop. They also contributed to this article and are listed in alphabetical
order. We wish to thank the editor and Cathy Cole for their helpful comments on the paper. The article, including a more complete
list of references, was shortened to meet the page-length constraints of the special issue. The longer version is available
upon request from the senior authors. |
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Keywords: | older consumers aging cognition persuasion decision making |
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