50-65 years old people have become the most attractive target for Marketing to Seniors. As ageing is heterogeneous among them and as Aging Well is now a major societal issue, we investigate the relevance of Desired Aging Well to explain their consumption. Cluster analysis is used to confirm a...

Aging well is now a major societal issue. Applied to marketing, the relevance of Desired Aging Well criterion is tested in this paper to segment the 50-65 years old market on a sample representative of French people. A typology based on consumer behavior regarding financial investments, leisure...

Recent research has highlighted the importance of trust in building and maintaining business relationships. This research addresses these findings and utilizes Macneil’s norm theory to develop a model illu strating the mediating role of trust in buyer-seller relationships and compare it to the...

Despite important economic inequalities, people aged 50 to 65 are the wealthiest age group in France. So, this group is suitable to study the fitness of economic variables in segmentation. In order to explain 9 consumption behaviours, we compare the predictive power of 4 economic variables to 13...

The objective of this work is to highlight the issues of cyber- resistance for companies. The article first outlines the contributions of the web for the development of resistance actions. It then proposes a classification of the main ways of action related to the web. Finally, the strategic...

This article focuses on the practices of resistance to intrusive advertising on the Internet. The analysis of 19 interviews reveals the existence of different resistance profiles when exposed to interstitial: functional resistance, ideological resistance, conative avoidance and non-resistance....

This paper explores the persuasive effects of different commercials for an analgesic on members of different age groups. Commercial content was manipulated to be either of (a) factual or (b) evaluative. The impact of these two contents was assessed on members of two different age groups: young...

This paper compares the relevance of subjective age as a criterion to segment the fashion market in four countries: China, South Korea, France and USA.Following the validation of a new invariant scale between cultures, the effects of subjective age on innovativeness and consumer media habits are...