The role of labeling processes in elderly consumers' responses to age segmentation cues Tian, Kelly Tepper 1994, The role of labeling processes in elderly consumers' responses to age segmentation cues, Journal of consumer research, vol. 20, no. 4, pp. 503-519. Attached Files Name Description MIMEType Size Downloads Title The role of labeling processes in elderly consumers' responses to age segmentation cues Author(s) Tian, Kelly Tepper Journal name Journal of consumer research Volume number 20 Issue number 4 Start page 503 End page 519 Total pages 17 Publisher University of Chicago Press Place of publication Chicago, Ill. Publication date 1994-03 ISSN 0093-5301 1537-5277 Summary This investigation explores labeling processes underlying age segmentation cue effects on discount usage intentions. Depth interviews regarding participants' experiences using senior-citizen-type discounts reveal three levels of responsiveness to consumer offerings promoted with age segmentation cues: rejecting senior citizen discounts to avoid self-devaluation, rejecting senior citizen discounts to avoid stigmatization, and assigning positive meanings to the status that promotes senior citizen discount usage. An experimental investigation, undertaken to assess the sequential ordering of these levels of responsiveness, reveals that self-devaluation and perceived stigma mediate age segmentation cue effects on discount usage intention only for younger-aged elderly. Results lend support for a stage model of consumers' progression through phases of responsiveness to "senior citizen" labeling. Language eng Field of Research 159999 Commerce, Management, Tourism and Services not elsewhere classified Socio Economic Objective 970115 Expanding Knowledge in Commerce, Management, Tourism and Services HERDC Research category C1.1 Refereed article in a scholarly journal ERA Research output type C Journal article Persistent URL http://hdl.handle.net/10536/DRO/DU:30042508 Document type: Journal Article Collection: School of Management and Marketing Related Links Link Description Connect to published version (restricted access) Go to link with your DU access privileges     Unless expressly stated otherwise, the copyright for items in DRO is owned by the author, with all rights reserved. Versions Version Filter Type Tue, 21 Feb 2012, 09:18:52 EST Thu, 09 May 2013, 16:09:53 EST Thu, 09 May 2013, 16:12:04 EST Filtered Full Citation counts:   Cited 0 times in TR Web of Science Cited 0 times in Scopus Search Google Scholar Access Statistics: 50 Abstract Views, 1 File Downloads  -  Detailed Statistics Created: Tue, 21 Feb 2012, 09:18:52 EST

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