Turning Silver Into Gold: the Impact of Situational Influences on the Retail Patronage Behaviors of Senior Citizens

ABSTRACT - Retailers and consumer researchers can benefit from better understanding the retail patronage behaviors of senior citizens because of the size, growth and buying power of the senior segment. This paper, which is rooted in grounded methods, identifies a set of behaviors, which are influenced by Asituation,@ and explains how these behaviors impact seniors’ retail patronage. The paper concludes with suggestions of ways retailers can utilize the findings to better meet the needs of senior shoppers.



Citation:

Deborah Brown McCabe, Lenita Davis, and Jim McCabe (2003) ,"Turning Silver Into Gold: the Impact of Situational Influences on the Retail Patronage Behaviors of Senior Citizens", in E - European Advances in Consumer Research Volume 6, eds. Darach Turley and Stephen Brown, Provo, UT : Association for Consumer Research, Pages: 153.

European Advances in Consumer Research Volume 6, 2003      Page 153

TURNING SILVER INTO GOLD: THE IMPACT OF SITUATIONAL INFLUENCES ON THE RETAIL PATRONAGE BEHAVIORS OF SENIOR CITIZENS

Deborah Brown McCabe, University of Arizona, USA

Lenita Davis, University of Alabama, USA

Jim McCabe, Arizona State University West, USA

ABSTRACT -

Retailers and consumer researchers can benefit from better understanding the retail patronage behaviors of senior citizens because of the size, growth and buying power of the senior segment. This paper, which is rooted in grounded methods, identifies a set of behaviors, which are influenced by "situation," and explains how these behaviors impact seniors’ retail patronage. The paper concludes with suggestions of ways retailers can utilize the findings to better meet the needs of senior shoppers.

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Authors

Deborah Brown McCabe, University of Arizona, USA
Lenita Davis, University of Alabama, USA
Jim McCabe, Arizona State University West, USA



Volume

E - European Advances in Consumer Research Volume 6 | 2003



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