Ruth Belk Smith

Store environment and consumer purchase behavior: Mediating role of consumer emotions

This article presents a large-scale cross-sectional field study of the effect of store environment on consumer emotions and the resulting influence on aspects of consumer behavior with actual shopping behavior used as an example. Cast into a stimulus–organism–response framework, the results suggest that a consumers emotions can be a mediating factor in the purchase process. In this study, we identify and explore how store environment and emotional states may influence various dimensions of purchase behavior. This research confirms that although cognitive factors may largely account for store selection and for most planned purchases within the store, the environment in the store and the emotional state of consumers may be important determinants of purchase behavior. This research has many pragmatic applications, because pleasure was associated with the amount of money spent and affinity for the store, whereas arousal was associated with money spent in the store, time spent in the store, and the number of items purchased in the store.

Marketing to the Older Consumer: A Handbook of Information for Strategy Development

Overview The Older Consumer Market Characteristics of Older Consumers Aging and Age-Related Changes Understanding Changes in Late Life The Older Consumer as an Information Processor Lifestyles Mass Media Use Expenditure and Consumption Patterns Shopping Behavior Product Acquisition and Consumption Vulnerability and Dis/Satisfaction Conclusions and Recommendations

Older consumers’ orientations toward age-based marketing stimuli

The increasing size of the aged population is becoming important to marketers interested in developing marketing programs, policymakers interested in the effects of marketing activities on the well-being of older adults, and researchers who wish to understand this segment as consumers. This research presents theoretical foundations useful in understanding older adults as consumers and, based on these foundations, a model is developed and tested to help learn about antecedents and processes that affect the way older adults respond to marketing offerings targeted at them.

The Influence of Model Age or Older Consumers' Reactions to Print Advertising

Abstract Conventional wisdom holds that the elderly consumer does not wish to be stereotyped and portrayed negatively in the media, thus perpetrating the idea among advertisers that younger models be used to appeal to this group. This study explores the concepts of cognitive age and co-orientation, combining the two to help advertisers better understand the intricacies of reaching this lucrative market. Findings are discussed and related to advertising practice.

Some Advertising Influences on the Elderly Consumer: Implications for Theoretical Consideration

Abstract Theoretical perspectives relating to the behavior of the elderly in general and their communication behavior in particular are presented, available empirical research in the area is reviewed and interpreted in the context of these theories, and from these bases hypotheses are derived. Findings suggest that aging and exposure to mass media advertising may affect several aspects of the consumer behavior of the elderly and that certain theoretical frameworks may be useful for future research in the area. Implications of the study findings are discussed.