Tell me which perfume you wear, I'll tell you how old you are: Modeling the Impact of Consumer age on Product choice

Perfumes introduced decades ago continue to compete against recently introduced perfumes. In this high involvement category, using a large survey and a conditional logit model, the authors show that the probability of choosing a long-established perfume, rather than a recently introduced one, increases enormously with consumer age. Furthermore, by comparing three possible underlying mechanisms, they demonstrate that an attachment model based on a consumer’s exposure to a perfume (preferences depend linearly on the length of time the consumer has known the perfume and can be developed at any age) fits better than an innovativeness model (younger people prefer recently introduced perfumes) or a nostalgia model (preferences are developed only during an early “sensitive period” of life). The authors draw managerial and research implications from their findings.Consumer choice; elderly; older consumer; age; perfume; nostalgia; innovativeness; attachment; conditional logit

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.age; consumer behavior; purchase process; brand loyalty; cautiousness

Aging and consumer decision making

Peer Reviewedhttp://deepblue.lib.umich.edu/bitstream/2027.42/90138/1/j.1749-6632.2011.06390.x.pd

Cognition, Persuasion and Decision Making in Older Consumers

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 decisionPeer Reviewedhttp://deepblue.lib.umich.edu/bitstream/2027.42/47045/1/11002_2005_Article_5903.pd

Le rachat de la marque précédente par les consommateurs âgés : une synthèse des recherches en marketing, en psychologie sociale et cognitive, et en gérontologie

International audienceCet article contribue à pallier l'absence de recherches sur le rachat de la marque précédente par les consommateurs âgés. Deux courants de recherche sont synthétisés et mis en relation : celui sur les antécédents psychologiques de l'achat répété et de la fidélité à la marque en marketing, celui sur l'influence de l'âge sur ces antécédents en psychologie cognitive, en psychologie sociale et en gérontologie. Cette revue suggère que certains traits psychologiques des personnes âgées, tels que l'usage d'heuristiques et la prudence dans la décision, expliquent leur comportement de rachat

Age-induced Decision Shrinkage, Another Avenue to Repeat Purchase: the Example of New Automobiles

Cahier de Recherche du Groupe HEC Paris, n° 748/2002The 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

Investigating Brand Verbal Fluency: When known brands do not come to mind

International audienc

Investigating Brand Verbal Fluency: When known brands do not come to mind

International audienc