Children's Purchase Influence Attempts and Parental Yielding

Children's influence in family decision-making: Examining the impact of the changing American family

“…In contrast, Ward and Wackman (1972) found that the size of the household had no effect on children's influence attempts. Further, in a critique of the literature, Mangleburg (1990) questions the positive relationship between household size and children's influence that has been found in past research.…”

Children's influences on in-store purchases

“…In an overview of studies on consumer socialization, Ward (1974) points out that theories on cognitive development tend to agree that a child moves through distinct phases. As children's logical and reasoning abilities are qualitatively different from those of adults (Strauss, 1952), it appears likely that a child's developmental stage will influence how many purchase requests are directed at his/her parents.…”

“…Children in the higher developmental stages are able to think from their parents' perspective and are able to adapt their influence strategies to different persons and situations (John, 1999;Palan and Wilkes, 1997). With age, children learn to compromise and to bargain (Rust, 1993), their shopping skills improve (Turner and Brandt, 1978), and they become more successful at influencing their parents (Jensen, 1995;Ward et al, 1977;Ward and Wackman, 1972). Therefore, hypothesis H5 postulates:…”

“…Due to the emphasis of this research stream, these studies tend to be based on survey data. Similarly, the few retailing studies that concentrate on parent-child interactions at the point of sale are also mostly based on surveys (e.g., Ward and Wackman, 1972). However, self-report data carries the risk of distortions and should, therefore, be supplemented by data derived from unobtrusive observation .…”

Exploring the consumption of charity-linked products

“…The influence of children (young children and teenagers) depends on their interest in the product (Shoham and Dalakas 2005). When children grow up, their influence increases (Ward and Wackman 1972), although they ask for a smaller amount of products (Isler et al 1987).…”