Information Avoidance in Consumer Choice: Do Avoidance Tendencies and Motives Vary by Age?

Deng, Stephanie L; Nolte, Julia; Löckenhoff, Corinna E.

doi:10.1080/0361073x.2022.2051967

Cited by 7 publications

(4 citation statements)

References 56 publications

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“…When searching for online information, older consumers demonstrated different decisionmaking processes based on products or services. Even though they seek less information and deliberate higher information avoidance in consumer choices than younger adults (Deng et al, 2023), they browsed web content to make decisions for things such as clothes, shoes, or anything that could be defective, then conducted physical/offline purchases. On the contrary, Ageing consumers' usage of content marketing they finished searching for and purchasing services such as flights, lodging, or tickets online.…”

Section: Discussionmentioning

confidence: 99%

Exploring ageing consumers’ usage of content marketing, content typology and online brand advocacy

Bubphapant,

Brandão

2024

EMJB

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PurposeGiven the importance of the growing segmentation of ageing consumers and their increasing interaction with the Internet, digital marketing scholars are becoming more interested in this market. Prior research needs to pay more attention to this market in many contexts of digital marketing. This study aims to provide insights into ageing consumers’ content usage, content typology choices, and online brand advocacy (OBA).Design/methodology/approachSemi-structured interviews were applied, and 16 consumers from Southern Europe aged 55+ were included. The interviews were transcribed and examined following the principles of content analysis.FindingsAccording to the research, older consumers display their usage and concerns regarding online content. They have different decision-making processes depending on whether they are purchasing products or services. Likewise, their choices of content typology vary based on the utilitarian or hedonic product category.Originality/value This study contributes to the literature by providing insights into this growing segmentation and proposing an OBA framework for older consumers related to content marketing. Finally, the study suggests that older consumers are passive online and active offline brand advocates.

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Section: Discussionmentioning

confidence: 99%

Exploring ageing consumers’ usage of content marketing, content typology and online brand advocacy

Bubphapant,

Brandão

2024

EMJB

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“…This study is part of a broader, ongoing program of research that examines age differences in the engagement with decision-relevant information and the decision process as a whole (for an overview, see Löckenhoff, 2018). Among other questions, this research has examined whether younger and older adults differ in the preferential acquisition of information based on its formatting and valence (e.g., Löckenhoff & Carstensen, 2007, 2008; Nolte et al, 2022), the avoidance of both hypothetical and real-world information (e.g., Deng et al, 2022; Nolte et al, 2021), and the construal of information on the basis of one’s feelings (e.g., Nolte & Löckenhoff, 2021).…”

Section: Discussionmentioning

confidence: 99%

“…In a next step, we presented participants with the first half of the default effect task (e.g., the apartment scenario paired with the opt-in condition). Participants then completed a filler task: an information avoidance task not analyzed in the context of the present study (reported in Deng et al, 2022, Study 2). The filler task was followed by the second half of the default effect task (e.g., the vacation scenario paired with the opt-out condition) as well as assessments of participants’ crystallized intelligence, cognitive reflection ability, and numeracy.…”

Section: Methodsmentioning

confidence: 99%

“…Despite these assets and chances to engage in decision-making, older adults demonstrate less effortful involvement in the decision process than other age groups do (for a review, see Löckenhoff, 2018). To illustrate, older adults are more likely to underuse and actively avoid decision-relevant information (Deng et al, 2022; Hertwig et al, 2021; Mata & Nunes, 2010), consider and desire fewer decision options (e.g., Reed et al, 2008; Rydzewska et al, 2018; von Helversen & Mata, 2012), and settle on an option faster (e.g., Meyer et al, 2007; von Helversen & Mata, 2012), often without looking for a second opinion.…”

Section: Default Effectsmentioning

confidence: 99%

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Susceptibility to default effects does not differ by age.

Nolte¹,

Löckenhoff²

2023

Journal of Experimental Psychology: General

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Decision makers are more likely to passively accept than to actively reject preselected default options. Age differences in such "default effects" have not been systematically examined, but prior research reports agerelated variation in several known determinants of default effects suggesting that they may be more common in older as compared to younger adults. To address this question, a representative life span sample (N = 500; M age = 49.90, SD age = 19.34; 51% female, 49% male; 67% non-Hispanic White) responded to a preregistered online study. Participants completed a default effect task comprising two conditions, one requiring opt-out and one requiring opt-in decisions (i.e., 15 vs. 0 preselected features each). Susceptibility to defaults was assessed as the discrepancy between the number of features selected within each condition.In addition, we collected data on known determinants of default effects (i.e., perceived endowment, endorsement, ease, experience making similar choices, importance of the choice, and affective responses to the choice). Finally, we screened demographic background, personality, socioemotional and health status, and cognitive ability. Susceptibility to default effects was evident both at the individual and the group level. Unlike hypothesized, older age did not predict greater susceptibility to defaults, and older adults were less likely to endorse determinants of default effect compliance. Of the covariates assessed, only identifying as non-Hispanic White, greater perceived endorsement, greater perceived ease, and lower perceived importance of making the right choice predicted decision makers' susceptibility to default effects. Thus, our findings suggest that susceptibility to decision defaults does not vary by age.

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Social and cultural influences on older consumers

Sung,

Yoon

2024

Current Opinion in Psychology

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Information Avoidance in Consumer Choice: Do Avoidance Tendencies and Motives Vary by Age?

Cited by 7 publications

References 56 publications

Exploring ageing consumers’ usage of content marketing, content typology and online brand advocacy

Exploring ageing consumers’ usage of content marketing, content typology and online brand advocacy

Susceptibility to default effects does not differ by age.

Social and cultural influences on older consumers

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