Applications to Select Areas of Consumer Behavior: An Agenda for Future Research

  • George P. Moschis


The material presented in the previous chapters suggests that the life course paradigm could be employed to study consumers over the course of their lives. Nearly every form of consumer behavior that entails stability and change or development over time and is influenced by previous life experiences and future expectations can be studied within the life course framework. Thus, consumer behaviors that are time- and context-dependent may be viewed as duration-dependent events where the onset or development, stability, and change in cognitions and overt behaviors can be considered with respect to the length of time a consumer has been in a particular state and has been embedded within certain contexts.


  1. Ahuvia, A. C., & Wong, N. Y. (2002). Personality and values-based materialism: Their relationship and origins. Journal of Consumer Psychology, 12(4), 389–402.Google Scholar
  2. Baker, A., Moschis, G. P., Kwai Fatt, C., Rigdon, E., & Mathur, A. (2011). Effects of family structure on compulsive buying: A life course perspective. Advances in Consumer Research, 39, 422.Google Scholar
  3. Baker, A., Mathur, A., Kwai Fatt, C., Moschis, G. P., & Rigdon, E. (2013a). Using the life course paradigm to explain mechanisms that link family disruptions to compulsive buying. Journal of Consumer Affairs, 47(2), 263–287.Google Scholar
  4. Baker, A., Moschis, G. P., Ong, F. S., & Pattanapanyasat, R. (2013b). Materialism and life satisfaction: The role of stress and religiosity. Journal of Consumer Affairs, 47(3), 548–563.CrossRefGoogle Scholar
  5. Baker, A., Moschis, G. P., Benmoyal, S., & Pizzutti, C. (2013c). How family resources affect materialism and compulsive buying: A cross-country life course perspective. Journal of Cross-Cultural Research, 47(4), 335–362.CrossRefGoogle Scholar
  6. Baker, A., Moschis, G. P., Rigdon, E., & Kwai Fatt, C. (2016). Linking family structure to impulse control and obsessive-compulsive buying. Journal of Consumer Behavior, 15(4), 291–302.CrossRefGoogle Scholar
  7. Baltes, P. B., Reese, H. W., & Lipsitt, L. P. (1980). Life-span developmental psychology. Annual Review of Psychology, 31, 65–110.CrossRefGoogle Scholar
  8. Belk, R. W. (1988). Possessions and the extended self. Journal of Consumer Research, 15(2), 139–168.Google Scholar
  9. Bolger, N., Avshalom, C., Downey, G., & Moorehouse, M. (1988). Persons in context: Developmental processes. Cambridge: Cambridge University.Google Scholar
  10. Brown, C., & Lowis, M. J. (2003). Psychological development in the elderly: An investigation into Erikson’s ninth stage. Journal of Aging Studies, 17(4), 415–426.CrossRefGoogle Scholar
  11. Burroughs, J. E., & Rindfleisch, A. (2002). Materialism and well-being: A conflicting values perspective. Journal of Consumer Research, 29(3), 348–370.CrossRefGoogle Scholar
  12. Chaplin, L. N., & John, D. R. (2007). Growing up in a material world: Age differences in materialism in children and adolescents. Journal of Consumer Research, 34(3), 480–493.CrossRefGoogle Scholar
  13. Chaplin, L. N., Hill, R. P., & John, D. R. (2014). Poverty and materialism: A look at impoverished versus affluent children. Journal of Public Policy & Marketing, 33(1), 78–92.CrossRefGoogle Scholar
  14. Conger, R. D., Ge, X., Elder, G. H., Lorenz, F. O., & Simons, R. L. (1994). Economic stress, coercive family process, and developmental problems of adolescents. Child Development, 65(2), 541–561.CrossRefGoogle Scholar
  15. Cox, D., Cox, A., & Moschis, G. P. (1990). When consumer behavior goes bad: An investigation of adolescent shoplifting. Journal of Consumer Research, 17(2), 149–159.CrossRefGoogle Scholar
  16. Curasi, C. F., Price, L. L., & Arnould, E. J. (2004). How individuals’ cherished possessions become families’ inalienable wealth. Journal of Consumer Research, 31(3), 609–623.CrossRefGoogle Scholar
  17. Dowd, J. T. (1975). Aging as exchange: A preface to theory. Journal of Gerontology, 30(5), 584–594.CrossRefGoogle Scholar
  18. Elder, G. H. (1994). Time, human agency, and social change: Perspectives on the life course. Social Psychology Quarterly, 57(1), 4–15.Google Scholar
  19. Elder, G. H. (1998). Life course and human development. In W. Damon & R. Lerner (Eds.), Handbook of child psychology (pp. 939–991). New York: Wiley.Google Scholar
  20. Elder, G. H., George, L. K., & Shanahan, M. J. (1996). Psychosocial stress over the life course. In H. B. Kaplan (Ed.), Psychosocial stress: Perspectives on structure, theory, life course, and methods (pp. 247–292). Orlando, FL: Academic Press.Google Scholar
  21. Epp, A., & Price, L. L. (2008). Family identity: A framework of identity interplay in consumption practices. Journal of Consumer Research, 35(1), 50–70.Google Scholar
  22. Faber, R. J., O’ Guinn, T. C., & Krych, R. (1987). Compulsive consumption. Advances in Consumer Research, 14, 132–135.Google Scholar
  23. Faber, R. J., Christenson, G. A., Zwann, M. T., & Mitchell, J. (1995). Two forms of compulsive consumption: Comorbidity of compulsive buying and binge eating. Journal of Consumer Research, 22(3), 296–304.CrossRefGoogle Scholar
  24. Featherman, D. L., & Lerner, R. M. (1985). Ontogenesis and sociogenesis: Problematics for theory and research about development and socialization across the Lifespan. American Sociological Review, 50(5), 659–676.CrossRefGoogle Scholar
  25. Gecas, V. (2003). Self-agency and the life course. In J. T. Mortimer & M. J. Shanahan (Eds.), Handbook of the life course (pp. 369–388). New York: Plenum.Google Scholar
  26. Gentry, J. W., Baker, S. M., & Kraft, F. B. (1994). The role of possessions in creating, maintaining, and preserving one’s identity: Variation over the life course. Advances in Consumer Research, 22, 413–418.Google Scholar
  27. Gentry, J. W., Kennedy, P. F., Paul, C., & Hill, R. P. (1995). Family transitions during grief: Discontinuities in household consumption patterns. Journal of Business Research, 34(1), 67–79.Google Scholar
  28. George, L. K. (2010). Still happy after all these years: Research frontiers on subjective well-being in later life. Journals of Gerontology: Series B, Gerontological Society of America, 65B(3), 331–339.CrossRefGoogle Scholar
  29. Gierveld, J. D. J., & Dykstra, P. A. (1993). Life transitions and the network of personal relationships: Theoretical and methodological issues. In W. H. Jones & D. Perlman (Eds.), Advances in Personal Relationships, 4, 195–227.Google Scholar
  30. Hagestad, G. O., & Neugarten, B. L. (1985). Age and the life course. In R. Binstock & E. Shanas (Eds.), Handbook of aging and the social sciences (2nd ed., pp. 35–61). New York: Van Nostrand Reinhold.Google Scholar
  31. Harrison, K., & Kantor, J. (1997). The relationship between media exposure and eating disorders. Journal of Communication, 47(1), 40–67.CrossRefGoogle Scholar
  32. Harrison, R. L., Veeck, A., & Gentry, J.W. (2011). A life course perspective of family meals via the life grid method. Journal of Historical Research in Marketing, 3(2), 214–233.CrossRefGoogle Scholar
  33. Hayward, M. D., & Sheehan, C. M. (2016). Does the body forget? Adult health, life course dynamics, and social change. In M. L. Shanahan, J. T. Mortimer, & M. K. Johnson (Eds.), Handbook of the life course: Volume II (pp. 355–368). New York: Springer.CrossRefGoogle Scholar
  34. Healy, K. M., & Hasher, L. (2009). Limitations to the deficit attenuation hypothesis. Journal of Consumer Psychology, 19(1), 17–22.CrossRefGoogle Scholar
  35. Heatherton, T. F., & Baumeister, R. F. (1991). Binge eating as escape from self-awareness. Psychological Bulletin, 110(1), 86–108.CrossRefGoogle Scholar
  36. Heckhausen, J., & Schulz, R. (1995). A life-span theory of control. Psychological Review, 102(2), 284–304.CrossRefGoogle Scholar
  37. Helsen, K., & Schmittlein, D. (1993). Analyzing duration times in marketing: Evidence of effectiveness of hazard models. Marketing Science, 11(4), 395–414.CrossRefGoogle Scholar
  38. Henry, B., Moffitt, T. E., Caspi, A., Langley, J., & Silva, P. A. (1994). On the ‘remembrance of things past’: A longitudinal evaluation of the retrospective method. Personality Assessment, 6(2), 92–101.Google Scholar
  39. Hershey, D. A., Brown, C. E., Jacobs-Lawson, J. M., & Jackson, J. (2001). Retirees’ perceptions of important retirement decisions. The Southwest Journal on Aging, 16(2), 91–100.Google Scholar
  40. Hetherington, E. M., & Baltes, P. B. (1988). Child psychology and life-span development. In E. M. Hetherington, R. M. Lerner, & M. Purlmutter (Eds.), Child development life-span perspective (pp. 1–19). Hillsdale, NJ: Lawrence Erlbaum Associates.Google Scholar
  41. Hill, R. L. (1965). Decision making and the family life cycle. In E. Shanas & G. Streib (Eds.), Social structure and the family: Generational relations (pp. 113–139). Englewood Cliffs, NJ: Prentice-Hall.Google Scholar
  42. Hill, M. S., Yeung, W. J., & Grey, D. J. (2001). Childhood family structure and young adult behaviors. Journal of Population Economics, 14(2), 271–299.CrossRefGoogle Scholar
  43. Hirschman, E. C. (1992). The consciousness of addiction: Toward a general theory of compulsive consumption. Journal of Consumer Research, 19(2), 115–179.Google Scholar
  44. Hughes, D. C., Blazer, D. G., & George, L. K. (1988). Age differences in life events: A multivariate controlled analysis. International Journal of Aging and Human Development, 27(3), 207–220.Google Scholar
  45. Jacobs-Lawson, J. M., & Hershey, D. A. (2005). Influence of future time perspective, financial knowledge, and financial risk tolerance on retirement saving behavior. Financial Services Review, 14, 331–344.Google Scholar
  46. Johnson, J. H., & Bradlyn, A. S. (1988). Life events and adjustments in childhood and adolescence. In L. G. Cohen (Ed.), Life events and psychological functioning (pp. 64–95). Newbury Park, CA: Sage.Google Scholar
  47. Kasser, T., Ryan, R. M., Zax, M., & Sameroff, A. J. (1995). The relations of materials and social environments to materialistic and prosocial values. Developmental Psychology, 31(6), 907–914.CrossRefGoogle Scholar
  48. Lazarus, R., & Folkman, S. (1984). Stress, appraisal, and coping. New York: Springer.Google Scholar
  49. Lewit, E. M., Coate, D., & Grossman, M. (1981). The effects of government regulation on teenage smoking. Journal of Law and Economics, 25(3), 273–298.Google Scholar
  50. Litt, A., Pirouz, D. M., & Shiv, B. (2011). Neuroscience and addictive consumption. In D. Mick, S. Pettigrew, C. Pechman, & J. Ozanne (Eds.), Transformative consumer research for collective and personal well-being (pp. 523–542). New York: Taylor & Francis.Google Scholar
  51. Lockenhoff, C. E., & Carstensen, L. L. (2004). Socioemotional selectivity theory, aging, and health: The increasingly delicate balance between regulating emotions and making tough choices. Journal of Personality, 72(6), 1395–1424.CrossRefGoogle Scholar
  52. Macmillan, R. & Furstenberg, F. (2016). The Logic and practice of growth curve analysis: Modeling strategies for life course dynamics. In M. L. Shanahan, J. T. Mortimer, & M. K. Johnson (Eds.), Handbook of the life course: Volume II (pp. 541–569). New York: Springer.Google Scholar
  53. Mathur, A. (1996). Older adults’ motivations for gift-giving to charitable organizations: An exchange theory perspective. Psychology & Marketing, 13(1), 107–123.CrossRefGoogle Scholar
  54. Mathur, A., Smith, K., & Moschis, G. P. (1992). The elderly’s motivation for charity gift-giving: An exchange theory perspective. AMA winter educators’ conference proceedings (pp. 430–431). 3.Google Scholar
  55. Mathur, A., Moschis, G. P., & Lee, E. (2008). A longitudinal study of the effects of life status changes on changes in consumer preferences. Journal of the Academy of Marketing Science, 36(2), 234–246.Google Scholar
  56. McAlexander, J., Schouten, J. W., & Roberts, S. D. (1993). Consumer behavior and divorce. In J. A. Costa & R. W. Belk (Eds.), Research in consumer behavior (Vol. 6, pp. 153–184). Greenwich, CT: JAI Press.Google Scholar
  57. McLeod, J. D., & Almazan, E. P. (2003). Connections between childhood and adulthood. In J. T. Mortimer & M. J. Shanahan (Eds.), Handbook of the life course (pp. 391–412). New York: Kluwer/Plenum.CrossRefGoogle Scholar
  58. Mick, D., Pettigrew, S., Pechman, C., & Ozanne, J. (Eds.). (2011). Transformative consumer research for personal and collective well-being. New York: Routledge.Google Scholar
  59. Minowa, Y., & Belk, R. W. (2018). Romantic gift giving of mature consumers: A storgic love paradigm. In Y. Minowa & R. W. Belk (Eds.), Gifts, romance, and consumer culture (pp. 37–64). New York: Routledge.CrossRefGoogle Scholar
  60. Minowa, Y., Khomenko, O., & Belk, R. W. (2011). Social change and gendered gift-giving rituals: A historical analysis of valentine’s day in Japan. Journal of Macromarketing, 31(1), 41–56.CrossRefGoogle Scholar
  61. Moen, P., Dempser-McClain, D., & Williams, R. M. (1992). Successful aging: A life-course perspective on women’s multiple roles and health. American Journal of Sociology, 97(6), 1612–1638.CrossRefGoogle Scholar
  62. Moore, E. S., Wilkie, W. L., & Desrochers, D. M. (2017). All in the family? Parental roles in the epidemic of childhood obesity. Journal of Consumer Research, 43(5), 824–859.Google Scholar
  63. Moschis, G. P. (1987). Consumer socialization: A life-cycle perspective. Lexington, MA: Lexington Books.Google Scholar
  64. Moschis, G. P. (1992). Marketing to older consumers. Westport, CT: Quorum Books.Google Scholar
  65. Moschis, G. (1994). Consumer behavior in later life: Multidisciplinary contributions and implication for research. Journal of the Academy of Marketing Science, 22(3), 195–204.CrossRefGoogle Scholar
  66. Moschis, G. P. (2000). Consumer behavior in later life: Multidisciplinary approaches and methodological issues. Research in Consumer Behavior, 9, 103–128.Google Scholar
  67. Moschis, G. P. (2003). Marketing to older adults: An updated overview of present knowledge and practice. Journal of Consumer Marketing, 20(6), 516–525.CrossRefGoogle Scholar
  68. Moschis, G. P. (2007a). Life course perspectives on consumer behavior. Journal of the Academy of Marketing Science, 35(2), 295–307.CrossRefGoogle Scholar
  69. Moschis, G. P. (2007b). Stress and consumer behavior. Journal of the Academy of Marketing Science, 35(3), 430–344.CrossRefGoogle Scholar
  70. Moschis, G. P. (2012). Consumer behavior in later life: Current knowledge, issues, and new directions for research. Psychology & Marketing, 29(2), 57–75.CrossRefGoogle Scholar
  71. Moschis, G. P., & Mathur, A. (2006). Older consumer responses to marketing stimuli: The power of subjective age. Journal of Advertising Research, 46(3), 339–346.CrossRefGoogle Scholar
  72. Moschis, G. P., & Moore, R. L. (1979). Decision making among the young: A socialization perspective. Journal of Consumer Research, 6(2), 101–112.CrossRefGoogle Scholar
  73. Moschis, G. P., Mathur, A., & Smith, R. B. (1993). Older consumers’ orientations toward age-based marketing stimuli. Journal of the Academy of Marketing Science, 21(3), 195–205.CrossRefGoogle Scholar
  74. Moschis, G. P., Mosteller, J., & Kwai Fatt, C. (2011). Research frontiers on older consumers’ Vulnerability. Journal of Consumer Affairs, 45(3), 467–491.CrossRefGoogle Scholar
  75. Moschis, G. P. (2017). Research frontiers on the dark side of consumer behaviour: The case of materialism and compulsive buying. Journal of Marketing Management, 33(15–16), 1384–1401.CrossRefGoogle Scholar
  76. O’Guinn, T. C., & Faber, R. J. (1989). Compulsive buying: a phenomenological exploration. Journal of Consumer Research, 16(2), 147–157.CrossRefGoogle Scholar
  77. O’Guinn, T. C., & Shrum, L. J. (1997). The role of television in the construction of consumer reality. Journal of Consumer Research, 23(4), 278–294.CrossRefGoogle Scholar
  78. Parke, R. D. (1988). Families in life span perspective: A multilevel developmental approach. In E. M. Hetherington, R. M. Lerner, & M. Perlmutter (Eds.), Child development in life span perspective (pp. 159–190). Hillsdale, NJ: Lawrence Erlbaum Associates.Google Scholar
  79. Pearlin, L. I. (1982). Discontinuities in the study of aging. In T. K. Hareven & K. J. Adams (Eds.), Aging and life course transitions: An interdisciplinary perspective (pp. 55–74). New York: The Guilford Press.Google Scholar
  80. Pechman, C., Levine, L., Loughlin, S., & Leslie, F. (2005). Impulsive and self-conscious: adolescents’ vulnerability to advertising and promotion. Journal of Public Policy and Marketing, 24(2), 202–221.CrossRefGoogle Scholar
  81. Perlmutter, M. (1988). Cognitive potential throughout life. In J. E. Birren & V. L. Bengtson (Eds.), Emergent theories of aging (pp. 247–268). New York: Springer.Google Scholar
  82. Pettigrew, S., & Moschis, G. P. (2011). Consumer well-being in later life. In D. Mick, S. Pettigrew, C. Pechman, & J. Ozanne (Eds.), Transformative consumer research for personal and collective well-being (pp. 565–581). New York: Routledge.Google Scholar
  83. Price, L., Arnould, E., & Curasi, C. F. (2000). Older consumers’ disposition of special possessions. Journal of Consumer Research, 27(2), 179–201.CrossRefGoogle Scholar
  84. Pulkkinen, L., & Caspi, A. (2002). Personality and paths to successful development: An overview. In L. Pulkkinen & A. Caspi (Eds.), Paths to successful development: Personality in the life course (pp. 1–16). Cambridge, MA: Cambridge University Press.CrossRefGoogle Scholar
  85. Rindfleisch, A., Burroughs, J. E., & Denton, F. (1997). Family structure, materialism and compulsive consumption. Journal of Consumer Research, 23(4), 312–325.CrossRefGoogle Scholar
  86. Robert Wood Johnson Foundation. (2017, August 31). The state of obesity.
  87. Roberts, J. A., Manolis, C., & Tanner, J., Jr. (2003). Family structure, materialism, and compulsive buying. Journal of the Academy of Marketing Science, 31(3), 300–311.CrossRefGoogle Scholar
  88. Rowe, J. W., & Kahn, R. L. (1998). Successful aging. New York: Pantheon Books.Google Scholar
  89. Salthouse, T. A. (1999). Theories of cognition. In V. L. Bengston & K. W. Schaie (Eds.), Handbook of theories of aging (pp. 196–208). New York: Springer.Google Scholar
  90. Salthouse, T. A. (2010). Major issues in cognitive aging. New York: Oxford University Press.Google Scholar
  91. Shanahan, M. L., Mortimer, J. T., & Johnson, M. K. (2016). Introduction: life course studies—trends, challenges, and future directions. In M. L. Shanahan, J. T. Mortimer, & M. K. Johnson (Eds.), Handbook of the life course: Volume II (pp. 1–23). New York: Springer.CrossRefGoogle Scholar
  92. Sherrod, L. R., & Brim, O. G. (1986). Retrospective and prospective views of life-course research on human development. In A. Sorensen, F. E. Weinert, & L. R. Sherrod (Eds.), Human development and the life course: Multidisciplinary perspectives (pp. 557–580). Hillsdale, NJ: Lawrence Erlbaum Associates.Google Scholar
  93. Simons, R. L., Johnson, C. C., Cogner, R. D., & Elder, G. H., Jr. (1998). A test of talent trait versus life-course perspectives on the stability of adolescent antisocial behavior. Criminology, 36(2), 863–891.CrossRefGoogle Scholar
  94. Simons, R. L., Stewart, E., Gordon, L., Rand, L. C., Conger, D., & Elder, G. H. (2002). A test of life-course explanations for stability and change in antisocial behavior from adolescence to young adulthood. Criminology, 40(2), 4001–4433.CrossRefGoogle Scholar
  95. Smith, K., Mathur, A., & Moschis, G. P. (1990) The elderly’s motivations for gift giving: An exchange theory perspective. AMA Educators’ Conference Proceedings (pp. 182–187). Chicago: American Marketing Association.Google Scholar
  96. Solomon, R. L. (1980). The opponent-pleasure theory of acquired motivation: The case of pleasure and the benefit of pain. American Psychologist, 35(8), 691–712.CrossRefGoogle Scholar
  97. Sternthal, B., & Bonezzi, A. (2009). Consumer decision making and aging: A commentary. Journal of Consumer Psychology, 19(1), 23–27.CrossRefGoogle Scholar
  98. Strahilevitz, M. A., & Loewenstein, G. (1998). The effect of ownership history on the evaluation of objects. Journal of Consumer Research, 25(3), 276–289.CrossRefGoogle Scholar
  99. Tepper, K. (1994). The role of labelling processes in elderly’s consumer responses to age segmentation cues. Journal of Consumer Research, 20(4), 503–519.CrossRefGoogle Scholar
  100. Thoits, P. A. (1983). Multiple identities and psychological well-being: A reformulation and test of the social isolation hypothesis. American Sociological Review, 48(2), 174–187.CrossRefGoogle Scholar
  101. Uhlenberg, P., & Mueller, M. (2003). Family context and individual well-being. In J. T. Mortimer & M. J. Shanahan (Eds.), Handbook of the life course (pp. 123–148). New York: Plenum.CrossRefGoogle Scholar
  102. Vuchinich, S., Teachman, J., & Crosby, L. (1991). Families and hazard rates that change over time: Some methodological issues in analyzing transitions. Journal of Marriage and Family, 53(4), 898–912.CrossRefGoogle Scholar
  103. Wagner, J., & Hanna, S. (1983). The effectiveness of life cycle variables in consumer expenditure research. Journal of Consumer Research, 10(3), 281–291.CrossRefGoogle Scholar
  104. Wheaton, B. (1990). Life transitions, role histories, and mental health. American Sociological Review, 55(2), 209–223.CrossRefGoogle Scholar
  105. Williams, P., & Drolet, A. (2005). Age-related differences in responses to emotional advertisements. Journal of Consumer Research, 32(3), 343–354.CrossRefGoogle Scholar
  106. Yoon, C., Cole, C. A., & Lee, M. P. (2009). Consumer decision making and aging: Current knowledge and future directions. Journal of Consumer Behavior, 19(1), 2–16.CrossRefGoogle Scholar

Copyright information

© Springer Nature Switzerland AG 2019

Authors and Affiliations

  • George P. Moschis
    • 1
  1. 1.Department of MarketingGeorgia State UniversityAtlantaUSA

Personalised recommendations