Abstract

This study investigates whether a visible signal of physical decay – specifically, the lack of front teeth – may represent an antecedent of a deterioration of the elderly consumers’ buying behaviour. To this end, the study compares the purchase decision-making process, shopping motivations, emotional states arising from the shopping experience, and materialistic tendency of elderly consumers missing their front teeth with those of elderly consumers who do not display this lack. Findings reveal that the former consumers are likely to engage in unplanned purchases, pursue erratic goals, experience high levels of arousal when shopping, and are more materialist than the latter ones. Furthermore, the same consumers reported that the quality and quantity of their consumptions decreased since they lost their front teeth. Such results derive from the negative social perception of physical deterioration and call for marketing approaches aimed at improving these consumers’ quality of life.

Autore Pugliese

• Guido Gianluigi

Tutti gli autori

• Guido G. , Pino G. , Prete M. I. , Bruno I.

Titolo volume/Rivista

JOURNAL OF RESEARCH FOR CONSUMERS

Anno di pubblicazione

2015

ISSN

1444-6359

ISBN

Non Disponibile

Numero di citazioni Wos

Nessuna citazione

Ultimo Aggiornamento Citazioni

Non Disponibile

Numero di citazioni Scopus

Non Disponibile

Ultimo Aggiornamento Citazioni

Non Disponibile

Settori ERC

Non Disponibile

Codici ASJC

Non Disponibile