Cognitive competence of older consumers

Sorce, Patricia

doi:10.1002/mar.4220120603

Cited by 27 publications

(19 citation statements)

References 29 publications

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“…This finding might be caused by the so-called crystallized abilities (Horn, 1982;Light, 1991). Crystallized abilities reflect the knowledge of a specific problem content as a result of learning and experience and increase over lifetime (Sorce, 1995). Thus, when making a buying decision, older people are likely to focus on their experience-based evaluation of the product's key features (Phillips & Sternthal, 1977).…”

Section: Resultsmentioning

confidence: 99%

Personal characteristics as moderators of the relationship between customer satisfaction and loyalty?an empirical analysis

2000

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Previous empirical research on the relationship between customer satisfaction and loyalty has largely neglected the issue of moderator variables. In a consumer‐durables context the authors analyze the moderating effect of selected personal characteristics on the satisfaction–loyalty link. The empirical findings, which are based on multiple‐group causal analysis, show that the strength of the relationship between customer satisfaction and loyalty is strongly influenced by characteristics of the customer. Specifically, variety seeking, age, and income are found to be important moderators of the satisfaction–loyalty relationship. © 2001 John Wiley & Sons, Inc.

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Section: Resultsmentioning

confidence: 99%

Personal characteristics as moderators of the relationship between customer satisfaction and loyalty?an empirical analysis

2000

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“…Previous researchers have also stressed the highly significant importance of ease of use for older individuals compared to younger users in terms of the acceptance of new technology (Gurtner et al 2014), which is probably due to older users having less experience with technology as a result of declining absorptive capacity (Sorce 1995). The moderation effect of gender is evident between perceived ease of use and intention to use (see Table 5).…”

Section: Structural Equation Modelmentioning

confidence: 90%

3D printing system: an innovation for small-scale manufacturing in home settings? – early adopters of 3D printing systems in China

Wang

Sun

Cobb

et al. 2016

International Journal of Production Research

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This study investigates Chinese consumers' adoption of the innovative 3D printing systems for small-scale manufacturing in home settings. Empirical studies were conducted in a survey with 256 participants. The number of significant determinants that affect an individual's decision to adopt 3D printing systems has been identified by applying a model that integrates the Technology Acceptance Model (TAM) and Innovation Diffusion Theory (IDT). A number of moderation effects of demographic variables (e.g. gender, design background) on the association between motivational variables and participants' adoption have also been analysed with factor analysis, structural equation modelling and hierarchical regression. Our results shed some light on the characteristics of early adopters of home 3D printing systems in China. This study contributes to the early understanding of Chinese consumers' adoption of innovative 3D printing systems.

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“…Older people have a broad set of personal and work experiences and are therefore better able to take a high-level perspective on a range of tasks (Zimprich, Allemand, and Dellenbach, 2009). This pro-vides them with a set of decision-making heuristics, which generally allows for a more effective transformation of autonomy resources into selling outcomes (Sorce, 1995). Such heuristics have been proven to be especially important to perform in retail settings (Sharma and Levy, 1995).…”

Section: Managerial Performance Feedback and Salesperson Agementioning

confidence: 99%

Do Retailers Really Profit from Ambidextrous Managers? The Impact of Frontline Mechanisms on New and Existing Product Selling Performance

Borgh¹,

Schepers²

2014

J of Product Innov Manag

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where he also received his PhD. He previously held a visiting scholar position at the University of Mannheim. His research centers on managing the aftersales service delivery process by means of frontline service employees and channel partners. His work has been published in several journals, AbstractWhen manufacturers introduce a new product to the market, downstream retail partners are faced with inherent trade-offs. Retail sales personnel has to support the new product's introduction with substantial sales efforts, but also sell the existing products in stock, before storage and devaluation costs spin out of control. This study shows how retail sales managers can guide sales personnel's performance of new and existing product selling, respectively. The authors argue that a manager may prioritize selling new products, existing products, or both (i.e., have an ambidextrous selling orientation). Based on data gathered from sales representatives and company databases of a large European consumer electronics retailer, the authors perform a time-lagged partial least squares analysis to empirically test their conceptual model. The authors find that ambidextrous sales managers outperform their singular-oriented counterparts if they properly align their orientation with a frontline management mechanism consisting of task autonomy, performance feedback, and employee age. More specifically, ambidextrous managers promote net profit obtainment if they grant their sales employees task autonomy and give little performance feedback. In addition, a remarkable finding is that more aged sales agents tend to outperform their younger counterparts when working under an ambidextrous manager. The authors discuss the implications of these findings.

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Cognitive competence of older consumers

Cited by 27 publications

References 29 publications

Personal characteristics as moderators of the relationship between customer satisfaction and loyalty?an empirical analysis

Personal characteristics as moderators of the relationship between customer satisfaction and loyalty?an empirical analysis

3D printing system: an innovation for small-scale manufacturing in home settings? – early adopters of 3D printing systems in China

Do Retailers Really Profit from Ambidextrous Managers? The Impact of Frontline Mechanisms on New and Existing Product Selling Performance

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