The Impact of Age and Cognitive Style on E-Commerce Decisions: The Role of Cognitive Bias Susceptibility

  • Nour El ShamyEmail author
  • Khaled Hassanein
Conference paper
Part of the Lecture Notes in Information Systems and Organisation book series (LNISO, volume 25)


The aging associated declines in cognitive abilities could render older adults more susceptible to cognitive biases that are detrimental to their e-commerce decisions’ quality. Additionally, certain cognitive styles can lead online consumers to rely on decision heuristics which makes them less meticulous and more prone to bias. In this research-in-progress paper we introduce cognitive bias susceptibility as a potential mediator between age and cognitive style on one end, and decisional outcomes on the other. An experimental design to validate our proposed model is outlined. Both psychometric and eye-tracking methodologies are utilized to achieve a more holistic understanding of the relationships in the proposed model. Potential contributions and implications for future research are outlined.


Aging Older adults Cognitive style Cognitive bias Order bias Vividness bias Eye-tracking Decision quality Decision effort 


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Copyright information

© Springer International Publishing AG 2018

Authors and Affiliations

  1. 1.DeGroote School of BusinessMcMaster UniversityHamiltonCanada

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