Adolescents’ influence on family decision‐making

Chavda, Hiral; Haley, Martin; Dunn, Chris

doi:10.1108/17473610510701223

Cited by 67 publications

(78 citation statements)

References 31 publications

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“…Often these purchases are unknown to parents. Chavda et al (2005) states that the lower the socio-orientation and the greater freedom the child has to develop their own consumption views, the more influence the child exerts on their family purchase decisions. Pilgrim and Lawrence (2001) observe that children are increasingly being allowed to choose what food they eat because they pester their parents into buying what they want.…”

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confidence: 99%

“…Churchill and Moschis (1979) state that there are only three agents in consumer socialisation: television, parents and peers. However, more contemporary work believes that the school also has an influence in child consumer socialisation (Lindstrom and Seybold, 2003;Ludvigsen and Sharma, 2004;Chavda et al, 2005;Lewis, 2005). The agents which socialise children, influence children in different ways depending on their frequency of contact, primacy and control over rewards and punishments given to the individual (Moschis and Moore, 1979).…”

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The importance of brands in the lunch‐box choices of low‐income British school children

Roper¹,

Niece

2009

J of Consumer Behaviour

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This research explores the consumer socialisation of children and adolescents from lowincome groups. In particular, the importance of reference groups in cognitive development and understanding is investigated to gain insight into the consumption behaviours immediately before, during and after their 'tweens'. 'Tweens' are defined as 8-12-yearolds. To gain a thorough insight into changes in opinion during tweenage years, 7-, 11-and 14-year-olds were interviewed in this study. In total 30 children from these three age groups were (depth) interviewed and their discourses were compared to show the development in understanding of brands and peer influence. Whereas previous studies have concentrated on the symbolism behind clothing brands this research looks at the meanings attached to different types of food and beverage brands. Our interviews suggest peers become more influential to consumption decisions as children move through the tweens and in our study, peer approval replaces family as the main influence behind consumption behaviour. Brand understanding also changes as the child becomes older; children learn how to identify commercial, supermarket and budget brands and attach meaning to these different types of brands. The symbolic meaning of products and brands become more complex during the tween years as children view possessions as material symbols of identity and make inferences about peers based on their consumption choices. This research found that as children become older even simple products change from functional to symbolic items.

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The importance of brands in the lunch‐box choices of low‐income British school children

Roper¹,

Niece

2009

J of Consumer Behaviour

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“…On the other hand, advanced or more prestigious innovative products draw interest and admiration from consumers, thus leading to the phenomenon of vicarious innovativeness, which means that people adopt the idea of the novel product, but not necessarily the product per se (Im, Mason & Houston, 2007 Adolescents are perceived to be trendsetters for their parents (Ekstrom, 2007;Gavish, Shoham & Ruvio, 2010); also, they transmit information gained via the internet to parents and shape their family purchases (Kaur & Medury, 2011). Not surprisingly, parents report that their perception of children's infl uence on the purchase of technology products is higher than that of their children (Chavda, Haley & Dunn, 2005). Bearing in mind the complexity of technological products, the advantage of adolescents' knowledge about them and general interest they have in innovative products, irrespective of product category, we expect that:…”

Section: Purchase Decisions On Traditional and Innovative Productsmentioning

confidence: 99%

Adolescent Influence on Parental Purchase Decisions: Typology of Innovative Products

Dikčius

Pikturnienė

Pakalniškienė

et al. 2018

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Purpose -There is common agreement that children's infl uence on parents to purchase products depends on the product category (products for a child vs. products for the family; minor everyday purchases vs. shopping goods). However, purchasing an innovative product in the presence of an adolescent, compared to the purchase of traditional products, creates a special context in which an adolescent might be considered a substantial source of expertise with diverse levels of impact on parents. The current research aims to demonstrate the magnitude of adolescents' impact on parents when purchasing innovative products, and to cluster the products based on the size of the impact and the level of the perceived innovativeness. Specifi c characteristics of clusters and the implications for marketers are discussed.Design/Methodology/Approach -An Internet panel was used to survey parents and adolescents from Lithuania on their assessment of the level of innovativeness and the level of children's infl uence on the purchasing 14 product groups. Within each group, an innovative product preselected on the basis of qualitative interviews was paired with the usual product in the category. SažetakSvrha -Uobičajeno je mišljenje da utjecaj djece na roditelje u kupovini proizvoda ovisi o kategoriji proizvoda (proizvod za dijete u odnosu na proizvod za obitelj; manje svakodnevne u odnosu na kupovinu trajnih proizvoda). No kupovina inovativnog proizvoda u prisutnosti adolescenta, u usporedbi s kupovinom tradicionalnog proizvoda, stvara poseban kontekst gdje adolescent može biti smatran značajnim izvorom stručnosti s različitim razinama utjecaja na roditelje. Cilj istraživanja jest pokazati intenzitet adolescentskog utjecaja na roditelje pri kupovini inovativnih proizvoda i grupirati proizvode na temelju veličine utjecaja i razine percipirane inovativnosti. Razmatraju se specifi čne značajke grupa proizvoda i implikacije za marketinške stručnjake.Metodološki pristup -Primjenom internetskog panela, ispitivani su roditelji i adolescenti iz Litve u vezi s vlastitom procjenom razine inovativnosti i utjecaja djece na kupovinu 14 grupa proizvoda. Unutar svake grupe, inovativni je proizvod prethodno odabran na temelju kvalitativnih intervjua, uparen s uobičajenim proizvodom iz iste kategorije. Potom su proizvodi grupirani prema razini inovativnosti i adolescentskog utjecaja na roditelje. 24Vol. 30, No. 1, 2018, pp. 23-39 Later, the products were clustered by the level of innovativeness and the adolescents' impact on parents.Findings and implications -The products were clustered to demonstrate important implications for marketers, namely, where the infl uence of adolescents on parental purchase decisions is stronger and where it is weaker.Limitations -An examination of selected products shows the interrelationships between their perceived innovativeness and the impact of adolescents on their parents' purchase; however, the fi ndings could be tested on a larger range of products. The innovativeness of the particular product is time an...

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“…While these studies can uncover general patterns of interpersonal influence, they do not consider situational effects, which are thought to be a key influence on whether, when and how influence occurs (Brown et al 2008). For example, the category of product being purchased was found to affect the susceptibility to social influence (Chavda, Haley and Dunn, 2005).…”

Section: Interpersonal Influence In Consumption Decisionsmentioning

confidence: 99%

Peer influence strategies in collectively consumed products (events and festivals): an exploratory study among university students

Scully¹,

Moital

2016

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, 2016. Peer influence strategies in collectively consumed products: events and festivals, Young Consumers (forthcoming) ABSTRACT Purpose: The paper examines peer influence in the context of purchasing collectively consumed products. The particular focus of the paper is on strategies used by university students for persuasion and resistance when attending events & festivals.Methodology: Five females and three males studying for a degree in the UK were interviewed. Independent analysis of the interview transcripts was undertaken in order to identify persuasion and resistance strategies, as well as the factors influencing a strategy's success.Findings: A number of persuasion and resistance strategies are used and certain strategies use specific language techniques. Some of these strategies are only applicable to reference groups who have a history of consuming products together, as Peer influence strategies in collectively consumed products 2 they resort to past experiences as a means of producing a persuasion or resistance argument. The extent to which the influence is successful is also discussed as being very subjective and dependent on the particular context of the persuasion exercise.Originality/Value: This is the first study to exclusively examine peer influence in the context of collectively consumed products, notably influence and resistance strategies, and the conditions which can make these effective. The study illustrates the types of strategies peers use when attending events, in particular those used by people who live in a fairly close social system (university study) and where there is no formal hierarchy (in contrast with parent-children influence). The context can influence the types of strategies used, for example the nature of the relationship between students, which is based on high levels of trust, makes it inappropriate to use certain strategies.

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Adolescents’ influence on family decision‐making

Cited by 67 publications

References 31 publications

The importance of brands in the lunch‐box choices of low‐income British school children

The importance of brands in the lunch‐box choices of low‐income British school children

Adolescent Influence on Parental Purchase Decisions: Typology of Innovative Products

Peer influence strategies in collectively consumed products (events and festivals): an exploratory study among university students

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