“Self-Fulfilling Prophecies” – the Impact of Age Stereotypes and Patronizing Speech on Consumers’ Cognitive Performance

Expectations generated by stereotypes can be self-fulfilling prophecies. Gerontologists have found that elderly exposed to positive age stereotypes perform significantly better than those exposed to negative age stereotypes on cognitive measures. Two experiments show that age stereotypes can also have an impact on cognitive performance in typical consumer decision-making contexts.


Andrea Groeppel-Klein, Helfgen Jennifer, and Spilski Anja (2015) ,"“Self-Fulfilling Prophecies” – the Impact of Age Stereotypes and Patronizing Speech on Consumers’ Cognitive Performance", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl , Carolyn Yoon, and , Duluth, MN : Association for Consumer Research, Pages: 545-545.


Andrea Groeppel-Klein, Saarland University
Helfgen Jennifer, Saarland University
Spilski Anja, Saarland University


NA - Advances in Consumer Research Volume 43 | 2015

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