“Then and Now”: Examining the Impact of Temporal Focus on Persuasive Messages across Seniors and Young Adults

References

• Berry, T. R., Spence, J. C., Plotnikoff, R. C., Bauman, A., McCargar, L., Witcher, C., & Stolp, S. (2009). A mixed methods evaluation of televised health promotion advertisements targeted at older adults. Evaluation and Program Planning, 32(3), 278–288. doi:10.1016/j.evalprogplan.2009.05.001
   PubMed Web of Science ®Google Scholar
• Boyle, M. (2013). Aging boomers stump marketers eyeing $15 trillion prize. Bloomberg News. Retrieved from http://www.bloomberg.com/news/articles/2013-09-17/aging-boomers-befuddle-marketers-eying-15-trillion-prize
   Google Scholar
• Carstensen, L. L. (1992). Social and emotional patterns in adulthood: Support for socioemotional selectivity theory. Psychology and Aging, 7(3), 331–338. doi:10.1037/0882-7974.7.3.331
   PubMed Web of Science ®Google Scholar
• Carstensen, L. L., Isaacowitz, D. M., & Charles, S. T. (1999). Taking time seriously: A theory of socioemotional selectivity. American Psychologist, 54(3), 165–181. doi:10.1037/0003-066X.54.3.165
   PubMed Web of Science ®Google Scholar
• Carstensen, L. L., Pasupathi, M., Mayr, U., & Nesselroade, J. R. (2000). Emotional experience in everyday life across the adult life span. Journal of Personality and Social Psychology, 79(4), 644–655. doi:10.1037/0022-3514.79.4.644
   PubMed Web of Science ®Google Scholar
• Chang, P. F., Choi, Y. H., Bazarova, N. N., & Löckenhoff, C. E. (2015). Age differences in online social networking: Extending socioemotional selectivity theory to social network sites. Journal of Broadcasting & Electronic Media, 59(2), 221–239.
   PubMed Web of Science ®Google Scholar
• Clary, E. G., Snyder, M., Ridge, R. D., Miene, P. K., & Haugen, J. A. (1994). Matching messages to motives in persuasion: A functional approach to promoting Volunteerism. Journal of Applied Social Psychology, 24(13), 1129–1146. doi:10.1111/j.1559-1816.1994.tb01548.x
   Web of Science ®Google Scholar
• Ebner, N. C., Freund, A. M., & Baltes, P. B. (2006). Developmental changes in personal goal orientation from young to late adulthood: From striving for gains to maintenance and prevention of losses. Psychology and Aging, 21(4), 664–678. doi:10.1037/0882-7974.21.4.664
   PubMed Web of Science ®Google Scholar
• Epstein, S. (1994). Integration of the cognitive and the psychodynamic unconscious. American Psychologist, 49(8), 709–724. doi:10.1037/0003-066X.49.8.709
   PubMed Web of Science ®Google Scholar
• Fernandes, M., Ross, M., Wiegand, M., & Schryer, E. (2008). Are the memories of older adults positively biased? Psychology and Aging, 23(2), 297–306. doi:10.1037/0882-7974.23.2.297
   PubMed Web of Science ®Google Scholar
• Fingerman, K. L., & Perlmutter, M. (1995). Future time perspective and life events across adulthood. The Journal of General Psychology, 122(1), 95–111. doi:10.1080/00221309.1995.9921225
   PubMed Web of Science ®Google Scholar
• Frey, W. H. (2014). Diversity explosion: How new racial demographics are remaking America. Washington, DC: Brookings Institution.
   Google Scholar
• Fung, H. H., & Carstensen, L. L. (2003). Sending memorable messages to the old: Age differences in preferences and memory for advertisements. Journal of Personality and Social Psychology, 85(1), 163–178. doi:10.1037/0022-3514.85.1.163
   PubMed Web of Science ®Google Scholar
• Fung, H. H., Carstensen, L. L., & Lutz, A. M. (1999). Influence of time on social preferences: Implications for life-span development. Psychology and Aging, 14(4), 595–604.
   PubMed Web of Science ®Google Scholar
• Garfein, A. J., & Herzog, A. R. (1995). Robust aging among the young-old, old-old, and oldest-old. The Journals of Gerontology Series B: Psychological Sciences and Social Sciences, 50(2), S77–S87. doi:10.1093/geronb/50B.2.S77
   PubMed Web of Science ®Google Scholar
• Gregory, L. D. (2014). Fundraising and the elderly: A content analysis. Journal of Consumer Policy, 37(1), 5–25. doi:10.1007/s10603-014-9254-4
   Google Scholar
• Guo, T., Ji, L. J., Spina, R., & Zhang, Z. (2012). Culture, temporal focus, and values of the past and the future. Personality and Social Psychology Bulletin, 38(8), 1030–1040. doi:10.1177/0146167212443895
   PubMed Web of Science ®Google Scholar
• Harper, S. (2014). Economic and social implications of aging societies. Science, 346(6209), 587–591. doi:10.1126/science.1254405
   PubMed Web of Science ®Google Scholar
• Hayes, A. F. (2012). PROCESS: A versatile computational tool for observed variable mediation, moderation, and conditional process modeling [White paper]. Retrieved from http://afhayes.com/public/process2012.pdf.
   Google Scholar
• Hibbard, J. H., Peters, E., Slovic, P., Finucane, M. L., & Tusler, M. (2001). Making health care quality reports easier to use. Journal of Quality Improvement, 27(11), 591–604. doi:10.1016/S1070-3241(01)27051-5
   PubMedGoogle Scholar
• Holbrook, M. B. (1993). Nostalgia and consumption preferences: Some emerging patterns of consumer tastes. Journal of Consumer Research, 20(2), 245–256. doi:10.1086/209346
   Web of Science ®Google Scholar
• IBM Corp. (2013). IBM SPSS Statistics for Windows Version 22. Armonk.NY: IBM Corp.,
   Google Scholar
• Ji, L. J., Hong, E. K., Guo, T., Zhang, Z., Su, Y., & Li, Y. (2019). Culture, psychological proximity to the past and future, and self‐continuity. European Journal of Social Psychology, 49(4), 735–747. doi:10.1002/ejsp.2544
   Web of Science ®Google Scholar
• Johnson, M. M. (1990). Age differences in decision making: A process methodology for examining strategic information processing. Journal of Gerontology, 45(2), P75–P78. doi:10.1093/geronj/45.2.P75
   PubMedGoogle Scholar
• Kahneman, D. (2003). A perspective on judgment and choice: Mapping bounded rationality. American Psychologist, 58, 697–720. doi:10.1037/0003-066X.58.9.697
   PubMed Web of Science ®Google Scholar
• Kastenbaum, R. (1977). Memories of tomorrow: On the interpenetrations of time in later life. In B. Gorman and A. Wessman (Eds.), The personal experience of time (pp. 193–214). Plenum Press.
   Google Scholar
• Kaynak, E., & Herbig, P. (2014). Handbook of cross-cultural marketing. London, UK: Routledge.
   Google Scholar
• Kennedy, Q., Mather, M., & Carstensen, L. L. (2004). The role of motivation in the age-related positivity effect in autobiographical memory. Psychological Science, 15(3), 208–214. doi:10.1111/j.0956-7976.2004.01503011.x
   PubMed Web of Science ®Google Scholar
• Kim, D., & Jang, S. S. (2015). Cognitive decline and emotional regulation of senior consumers. International Journal of Hospitality Management, 44, 111–119. doi:10.1016/j.ijhm.2014.10.011
   Web of Science ®Google Scholar
• Košťál, J., Klicperová-Baker, M., Lukavská, K., & Lukavský, J. (2016). Short version of the Zimbardo Time Perspective Inventory (ZTPI–short) with and without the Future-Negative scale, verified on nationally representative samples. Time & Society, 25(2), 169–192. doi:10.1177/0961463X15577254
   Web of Science ®Google Scholar
• LaBarge, M. C., & Pyle, M. (2020). Staying in “the works of living”: How older adults employ marketplace resources to age successfully. Journal of Consumer Affairs, 1–33. doi:10.1111/joca.12302
   Web of Science ®Google Scholar
• Lambert-Pandraud, R., & Laurent, G. (2010). Why do older consumers buy older brands? The role of attachment and declining innovativeness. Journal of Marketing, 74(5), 104–121. doi:10.1509/jmkg.74.5.104
   Web of Science ®Google Scholar
• Lambert-Pandraud, R., Laurent, G., & Lapersonne, E. (2005). Repeat purchasing of new automobiles by older consumers: Empirical evidence and interpretations. Journal of Marketing, 69(2), 97–113.
   Web of Science ®Google Scholar
• Le Serre, D., & Chevalier, C. (2012). Marketing travel services to senior consumers. Journal of Consumer Marketing, 29(4), 262–270. doi:10.1108/07363761211237335
   Google Scholar
• Lee, A. Y., Keller, P. A., & Sternthal, B. (2010). Value from regulatory construal fit: The persuasive impact of fit between consumer goals and message concreteness. Journal of Consumer Research, 36(5), 735–747. doi:10.1086/605591
   Web of Science ®Google Scholar
• Lim, K. T. K., & Yu, R. (2015). Aging and wisdom: Age-related changes in economic and social decision making. Frontiers in Aging Neuroscience, 7(120), 1–11. doi:10.3389/fnagi.2015.00120
   PubMedGoogle Scholar
• Löckenhoff, C. E., De Fruyt, F., Terracciano, A., McCrae, R. R., De Bolle, M., Costa, P. T., … Yik, M. (2009). Perceptions of aging across 26 cultures and their culture-level associates. Psychology and Aging, 24(4), 941–954.
   PubMed Web of Science ®Google Scholar
• Loewenstein, G., Weber, E. U., Hsee, C. K., & Welch, E. S. (2001). Risk as feelings. Psychological Bulletin, 127(2), 267–286. doi:10.1037/0033-2909.127.2.267
   PubMed Web of Science ®Google Scholar
• Meiners, N. H., & Seeberger, B. (2010). Marketing to senior citizens: Challenges and opportunities. The Journal of Social, Political, and Economic Studies, 35(3), 293–328.
   Google Scholar
• Mikels, J. A., Larkin, G. R., Reuter-Lorenz, P. A., & Carstensen, L. L. (2005). Divergent trajectories in the aging mind: Changes in working memory for affective versus visual information with age. Psychology and Aging, 20(4), 542–553. doi:10.1037/0882-7974.20.4.542
   PubMed Web of Science ®Google Scholar
• Mumel, D., & Prodnik, J. (2005). Grey consumers are all the same, they even dress the same–myth or reality? Journal of Fashion Marketing and Management: An International Journal, 9(4), 434–449. doi:10.1108/13612020510620803
   Google Scholar
• Nielson, J., & Curry, K. (1997). Creative strategies for connecting with mature individuals. Journal of Consumer Marketing, 14(4), 310–322. doi:10.1108/07363769710188563
   Google Scholar
• Park, D. C., Lautenschlager, G., Hedden, T., Davidson, N. S., Smith, A. D., & Smith, P. K. (2002). Models of visuospatial and verbal memory across the adult life span. Psychology and Aging, 17(2), 299–320. doi:10.1037/0882-7974.17.2.299
   PubMed Web of Science ®Google Scholar
• Pasupathi, M., & Carstensen, L. L. (2003). Age and emotional experience during mutual reminiscing. Psychology and Aging, 18(3), 430–442. doi:10.1037/0882-7974.18.3.430
   PubMed Web of Science ®Google Scholar
• Patterson, I. (2007). Information sources used by older adults for decision making about tourist and travel destinations. International Journal of Consumer Studies, 31(5), 528–533. doi:10.1111/j.1470-6431.2007.00609.x
   Web of Science ®Google Scholar
• Peters, E. (2011). Aging related changes in decision making. In A. Drolet, N. Schwarz, & C. Yoon (Eds.), The aging consumer: Perspectives from psychology and economics (pp. 75–101). New York, N.Y: Routledge Press.
   Google Scholar
• Petty, R. E., & Cacioppo, J. T. (1984). The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion. Journal of Personality and Social Psychology, 46(1), 69–81. doi:10.1037/0022-3514.46.1.69
   Web of Science ®Google Scholar
• Reed, A. E., Chan, L., & Mikels, J. A. (2014). Meta-analysis of the age-related positivity effect: Age differences in preferences for positive over negative information. Psychology and Aging, 29(1), 1–15. doi:10.1037/a0035194
   PubMed Web of Science ®Google Scholar
• Reyna, V. F. (2004). How people make decisions that involve risk: A dual-processes approach. Current Directions in Psychological Science, 13(2), 60–66. doi:10.1111/j.0963-7214.2004.00275.x
   Web of Science ®Google Scholar
• Sherman, E., Schiffman, L. G., & Mathur, A. (2001). The influence of gender on the new-age elderly’s consumption orientation. Psychology & Marketing, 18(10), 1073–1089. doi:10.1002/mar.1044
   Web of Science ®Google Scholar
• Sloman, S. A. (1996). The empirical case for two systems of reasoning. Psychological Bulletin, 119(1), 3–22. doi:10.1037/0033-2909.119.1.3
   Web of Science ®Google Scholar
• Sozou, P. D., & Seymour, R. M. (2003). Augmented discounting: Interaction between ageing and time–preference behaviour. Proceedings of the Royal Society of London B: Biological Sciences, 270(1519), 1047–1053. doi:10.1098/rspb.2003.2344
   Web of Science ®Google Scholar
• Streufert, S., Pogash, R., Piasecki, M., & Post, G. M. (1990). Age and management team performance. Psychology and Aging, 5(4), 551–559. doi:10.1037/0882-7974.5.4.551
   PubMed Web of Science ®Google Scholar
• Suddendorf, T., & Corballis, M. C. (1997). Mental time travel and the evolution of the human mind. Genetic, Social, and General Psychology Monographs, 123(2), 133–167.
   PubMedGoogle Scholar
• Taylor, P. (2014). The next America: Boomers, millennials, and the looming generational showdown. New York, NY: Public Affairs.
   Google Scholar
• Thompson, N. J., & Thompson, K. E. (2009). Can marketing practice keep up with Europe’s ageing population? European Journal of Marketing, 43(11/12), 1281–1288. doi:10.1108/03090560910989885
   Web of Science ®Google Scholar
• Urry, H. L., & Gross, J. J. (2010). Emotion regulation in older age. Current Directions in Psychological Science, 19(6), 352–357. doi:10.1177/0963721410388395
   Web of Science ®Google Scholar
• van Der Goot, M. M., van Reijmersdal, E. A., & Kleemans, M. (2016). The effects of emotional television advertising on older and younger adults. In P. Verlegh, H. A. M. Voorveld, & M. Eisend, (Eds.), Advances in advertising research (pp. 115–124). Wiesbaden: Springer Fachmedien. doi:10.1007/978-3-658-10558-7_10
   Google Scholar
• Williams, P., & Drolet, A. (2005). Age-related differences in responses to emotional advertisements. Journal of Consumer Research, 32(3), 343–354. doi:10.1086/497545
   Web of Science ®Google Scholar
• Wolfe, D. B., & Snyder, R. E. (2003). Ageless marketing: Strategies for reaching the hearts & minds of the new customer majority. Chicago, IL: Dearborn.
   Google Scholar
• Zimbardo, P. G., & Boyd, J. N. (1999). Putting time in perspective: A valid, reliable individual differences metric. Journal of Personality and Social Psychology, 77(6), 1271–1288. doi:10.1037/0022-3514.77.6.1271
   Web of Science ®Google Scholar