Children’s Choice of Influence Strategies in Family Purchase Decisions and the Impact of Demographics

Ali, Akhter; Ravichandran, N.; Batra, Dharminder Kumar

doi:10.1177/0972262912469561

Cited by 22 publications

(38 citation statements)

References 30 publications

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“…A total of 726 fully completed questionnaires from the surveyed was reached, which is a larger sample than most past researchers presented (Al-Zu'bi 2016, Ashraf and Khan 2016, Ali et al 2013, Chikweche et al 2012, Chitakunye 2012, Mangleburg et al 1999, Darley and Lim 1986.…”

Section: Discussionmentioning

confidence: 99%

“…In line with most past studies on household purchases, the present investigation used a convenience sample (Al-Zu'bi 2016, Ashraf and Khan 2016, Ali et al 2013, Chikweche et al 2012, Chitakunye 2012.…”

Section: Discussionmentioning

confidence: 99%

“…These values are consistent with previous research (Ahuja and Stinson 1993). Mostly, past researchers did not refer to the internal consistency of scales used in their studies (Al-Zu'bi 2016, Ashraf and Khan 2016, Ishaque and Tufail 2014, Ali et al 2013, Chikweche et al 2012, Watne and Winchester 2011, Beatty and Talpade 1994, Foxman et al 1989a.…”

Section: Internal Consistencymentioning

confidence: 99%

“…The substantial and growing adolescent market needs marketers to understand the adolescent purchase behavior for current sales and their participation in the family structure (Niemczyk 2015, Srivastava 2015, Shahrokh and Khosravi 2014, Yang et al 2014. There is a good stream of research which has shown that adolescents' role in family purchase decisions varying by product, decision stage, adolescent, parental, and family characteristics (Aleti et al 2015, Ishaque and Tufail 2014, Shahrokh and Khosravi 2014, Shergill et al 2013, Ali et al 2013, Chaudhary and Gupta 2012.…”

Section: Introductionmentioning

confidence: 99%

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National Cultural Constructs and Consumer Socialization Effects on Adolescent’s Influence on Family Vacation Decisions

Baía¹

2019

AJT

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With the expansion of globalization, the search for new markets and the interest of companies in the knowledge of how, in specific cultures, families structure their purchase decisions, is of particular relevance nowadays. Literature has evidenced the existence of diverse cultural dimensions, namely individualism-collectivism and power distance. In addition, the family buying decisions is one of the most difficult consumer behavior subjects. Thus, adolescents became an increasingly attractive segment for companies, because they are considered as an active element and have influence the most important consumption unit, the family. However, services for family use have not yet been properly studied. This research main goal is to examine the influences of the national cultural constructs of individualism-collectivism and power distance, and consumer socialization effects on adolescent's influence on family vacation decisions. A quantitative research method is utilized in high schools in Lisbon district, Portugal. 1,800 questionnaires were delivered in classrooms during May 2018. Adolescents were instructed to deliver questionnaires to their mothers, and 726 validated questionnaires were returned. Results of logistic regression analysis point to individualism, parental communication style, internet influence, television influence, adolescent's service knowledge, family size and structure as purchase important explanatory variables. Several contributions are made to this knowledge area. Firstly, the importance of including the adolescent in purchases for family use is reinforced. Secondly, marketers should focus their efforts on adolescents more individualistic, with more permissive parenting styles families, more influenced by internet and television, with greater service knowledge, and from single-parent and larger families. These results are innovative. A contribution to companies is offered by providing evidence of adolescent´s influence on family purchases. Given their importance on family decisions, it is important that marketers focus their efforts on adolescent satisfaction.

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Section: Discussionmentioning

confidence: 99%

Section: Discussionmentioning

confidence: 99%

Section: Internal Consistencymentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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National Cultural Constructs and Consumer Socialization Effects on Adolescent’s Influence on Family Vacation Decisions

Baía¹

2019

AJT

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“…The "internet influence" variable used Kaur and Medury (2011) nine items with seven-point Likert scale, ranked completely disagree (1) to completely agree (7). The "television influence" variable also used Kaur and Medury (2011) nine items adapted to television, with the same seven-point Likert scale, ranked completely disagree (1) to completely agree (7).…”

Section: Explanatory Variablesmentioning

confidence: 99%

“National Cultural Constructs and Consumer Socialization effects on Adolescent’s Influence on FamilyPersonal Computer’ Purchase Decision”

Baía¹

2021

JBME

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The adolescent is considered an active element in family purchases, with an important participation in the decision phase. However, the study of technological products for family use have been neglected. The adolescent presents, in this category of products, generally, a higher knowledge than his parents, which can constitute an important resource in his participation in those purchases. Past literature also has evidenced the existence of important cultural dimensions, such as the distance of power and individualism-collectivism that need further investigation in its impact on family consumer behavior. Therefore, the main objective of this research is to study the influences of the national cultural constructs of individualism-collectivism and power distance, and consumer socialization effects on adolescent's influence on family personal computer' purchase decision. In the empirical phase, a quantitative research method is utilized in high schools in Lisbon district, Portugal. 1,800 questionnaires were delivered in classrooms during May 2018. Adolescents' students were instructed to deliver questionnaires to their mothers for response, and 726 validated questionnaires were returned. Logistic regression was used and the results pointed tosocio-oriented communication style, television influence, product knowledge, adolescent's gender, and family income as the relevant explanatory variables for computer for family use purchase. These results are innovative in the study of family purchases. Therefore, the present research provides several contributions to this area of knowledge. First, it reinforces the importance of including adolescents in the final decision of family purchases, which is innovative compared to past literature. The interest of the results is reinforced by the study of a more important technological product for family use, as is the case with the personal computer. Second, the results point to the importance of including the family communication style, television influence, product knowledge, adolescent's gender, and family income as explanatory variables in determining influence on family computer' purchases. This research offers a contribution to companies by providing evidence of adolescents' influence on the purchase decisions of family personal computer. Given the adolescents' importance within family decisions, marketers should consider adolescents as active and important members in family buying decisions, and look to the family as a whole and not just parents as the key decision makers in family purchases.

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Pro-environmental behavior in families: A reverse socialization perspective

Singh

Sahadev

Oates

et al. 2020

Journal of Business Research

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Children’s Choice of Influence Strategies in Family Purchase Decisions and the Impact of Demographics

Cited by 22 publications

References 30 publications

National Cultural Constructs and Consumer Socialization Effects on Adolescent’s Influence on Family Vacation Decisions

National Cultural Constructs and Consumer Socialization Effects on Adolescent’s Influence on Family Vacation Decisions

“National Cultural Constructs and Consumer Socialization effects on Adolescent’s Influence on FamilyPersonal Computer’ Purchase Decision”

Pro-environmental behavior in families: A reverse socialization perspective

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