Shopping By Proxy: Senior Citizens' Adaptations to Necessary Role Shifts
A critical consideration for retailers in the 21st century must be the impact of the aging of the world's population. The growing number of seniors worldwide, their high levels of discretionary income, and cohort specific wants and needs, make this segment important for marketers
to understand. Emergent concepts in Study One suggest that seniors maintain gender-specific roles (women as shoppers and men as technology guiders to shopping) and that seniors' level of dependence affects their shopping experience and channel choice. Study Two suggests that seniors adapt
to increased dependence by shifting their role specialisation to proxies (proxy decision makers, proxy buyers and/or proxy technology guiders). In addition, we find that situational factors, such as the ease or complexity of the shopping task and the shopping goal, impact channel choice and
use.
Document Type: Research Article
Publication date: 01 July 2006
- From 2022, the home of readable radical research. Focussing on the fields of marketing, branding and customer/consumer behaviour, jcb publishes poems, short stories, opinion pieces and articles with attitude.
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