Skip to Main content Skip to Navigation
Reports

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

Abstract : 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.
Document type :
Reports
Complete list of metadatas

https://hal-hec.archives-ouvertes.fr/hal-00593868
Contributor : Antoine Haldemann <>
Submitted on : Tuesday, May 17, 2011 - 7:48:34 PM
Last modification on : Friday, September 16, 2016 - 3:21:28 PM

Identifiers

  • HAL Id : hal-00593868, version 1

Collections

Citation

Raphaelle Lambert-Pandraud, Gilles Laurent. Age-induced Decision Shrinkage, Another Avenue to Repeat Purchase: the Example of New Automobiles. 2011. ⟨hal-00593868⟩

Share

Metrics

Record views

108