Proceedings | Marketing area | Year 2015
 

The Impact of Older Consumers’ Goal Engagement Strategies on Their Use of the Internet

by Randall Shannon
  
  2015 ANZMAC Conference: Innovation and Growth Strategies in Marketing in Sydney, Australia

Abstract

Many older consumers believe that computers and technologies can help them communicate more easily: therefore invest more time and effort into using the Internet. It is expected that one’s goal and goal strategies influence behaviors. This paper investigates the impact of older consumers’ goal engagement strategies on their use of the Internet. This paper aims at exploring this phenomenon by employing control theory. Our findings show that older Internet users who scored low on selective primary control (goal engagement strategy) tend to have a lower propensity to use the Internet, compared to their older counterparts who scored high on selective primary control. Moreover, older Internet users who scored low on compensatory secondary control (goal disengagement strategy) tended to report a higher Internet use frequency, compared to their counterparts who scored high in this variable.

Keywords: older consumers, Internet adoption, control theory, goal disengagement strategies, goal engagement strategies