Publication Type

Journal Article

Publication Date

5-2007

Abstract

Past research demonstrates that the majority of older adults (60 years and older) perform resource-demanding tasks better in the morning than in the afternoon or evening. The authors ask whether this time-of-day effect also impacts persuasion processes performed under relatively high involvement. The data show that the attitudes of older adults are more strongly affected by an easy-to-process criterion, picturerelatedness, at their non-optimal time of day (afternoon) and by a more-difficult-to-process criterion, argument strength, at their optimal time of day (morning). In contrast, the attitudes of younger adults are affected primarily by argument strength at both their optimal (afternoon) and non-optimal (morning) times of day. Process-level evidence that accords with these results is provided. The results accentuate the need for matching marketing communications to the processing styles and abilities of older adults.

Discipline

Marketing

Research Areas

Marketing

Publication

Psychology and Marketing

Volume

24

Issue

5

First Page

475

Last Page

495

ISSN

0742-6046

Identifier

10.1002/mar.20169

Publisher

Wiley

Additional URL

http://dx.doi.org/10.1002/mar.20169

Included in

Marketing Commons

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