Publication Type

PhD Dissertation

Version

publishedVersion

Publication Date

1-2025

Abstract

The Silver Wave and the Technological Wave are leading social changes in the 21st century. Globally, aging populations have become increasingly dependent on technology. Smart health devices, smart home gadgets, and mental health tools can improve older adults' quality of life, enhance health management, and promote social interaction. Smart products, incorporating artificial intelligence (AI), offer enhanced support for older adults, ranging from remote health monitoring to social companionship. The improvement in AI technology, in turn, expands the potential of technological products to address older consumers’ physical and emotional needs. However, most existing studies don't address deeper personality traits such as time perspective, gender, age, or tech literacy. Using the socioemotional selectivity theory, this study examines how time perspective influences the elderly's purchase intentions for technology products. The findings provide theoretical support for companies wishing to develop marketing strategies for the elderly.
The study finds that time perspective profoundly influences goal setting and decision-making among older adults. Specifically, older adults with a limited time perspective are more inclined to choose products that provide psychological comfort or emotional pleasure. In contrast, those with an open-ended time perspective are more likely to purchase technology products that promote body health. In addition, decision-making patterns play an important role in mediating time perspectives and technology purchases. The research indicates that older adults with an open-ended time perspective tend to adopt a rational decision-making pattern, whereas those with a limited time perspective lean towards an emotion-driven decision-making pattern. This emotion-driven purchase decision makes them more likely to choose technology products that promote psychological well-being. Moreover, advertising appeal, as a critical external information source, plays a moderating role between time perspective and purchase intention. Researchers found rational appeals to moderate the impact of a person's time perspective on their purchase intention for body health technology products, while emotional appeals moderate a person's purchase intention for mental health technology products influenced by their time perspective.
This study provides a new perspective for understanding the purchase intention of technology products among older adults. With the accelerating process of global aging and the rapid development of technological products, the consumption needs of the elderly have increasingly become a focal point for the market. In addition to expanding the application of socioemotional selectivity theory, this study aligns with current technological advances and aging society trends. It offers strategic guidance with practical significance for enterprises on how to effectively engage and attract elderly consumers when developing, promoting, and marketing technological products.

Keywords

Older people’ s time perspective, socioemotional selectivity theory, decision-making pattern, advertising appeal, purchase intention of technology products

Degree Awarded

Doctor of Bus Admin (CKGSB)

Discipline

Marketing | Technology and Innovation

Supervisor(s)

CHANG, Han-Wen Hannah

First Page

1

Last Page

185

Publisher

Singapore Management University

City or Country

Singapore

Copyright Owner and License

Author

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