IDEAS home Printed from https://ideas.repec.org/a/eee/anture/v103y2023ics0160738323001433.html
   My bibliography  Save this article

The contagion effect on children's consumption decision

Author

Listed:
  • Lin, Guyang
  • Li, Mimi
  • Xing, Yuqing
  • Guo, Fumei
  • Lin, Pearl M.C.

Abstract

The inclusion of a positive contagious source can increase consumers' attitudes and purchase intention to a product. However, few studies investigated this effect when consumers have prior preferences. To bridge the literature gap, a field experience was conducted to examine the influence of positive contagion on children's food decision-making in a real-life scenario. Fifty-eight children between ages 7 and 12 were invited to make consumption decisions under either the control condition or the treatment condition where items were surrounded by contagion sources. The treatment condition partially optimized children's selections. Moreover, eye movement results showed that less visual attention was distributed to the items surrounded by contagion sources. Finally, the moderating role of consumer socialization and family communication patterns was examined.

Suggested Citation

  • Lin, Guyang & Li, Mimi & Xing, Yuqing & Guo, Fumei & Lin, Pearl M.C., 2023. "The contagion effect on children's consumption decision," Annals of Tourism Research, Elsevier, vol. 103(C).
    • Handle: RePEc:eee:anture:v:103:y:2023:i:c:s0160738323001433
    DOI: 10.1016/j.annals.2023.103670
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0160738323001433
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.annals.2023.103670?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. repec:cup:judgdm:v:1:y:2006:i::p:23-32 is not listed on IDEAS
    2. Noel Scott & Rui Zhang & Dung Le & Brent Moyle, 2019. "A review of eye-tracking research in tourism," Current Issues in Tourism, Taylor & Francis Journals, vol. 22(10), pages 1244-1261, June.
    3. Karen Page Winterich & Kelly L. Haws, 2011. "Helpful Hopefulness: The Effect of Future Positive Emotions on Consumption," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(3), pages 505-524.
    4. Li, Yaoqi & Liu, Biqiang & Xie, Lishan, 2022. "Celebrity endorsement in international destination marketing: Evidence from eye-tracking techniques and laboratory experiments," Journal of Business Research, Elsevier, vol. 150(C), pages 553-566.
    5. Hota, Monali & Bartsch, Fabian, 2019. "Consumer socialization in childhood and adolescence: Impact of psychological development and family structure," Journal of Business Research, Elsevier, vol. 105(C), pages 11-20.
    6. Viglia, Giampaolo & Dolnicar, Sara, 2020. "A review of experiments in tourism and hospitality," Annals of Tourism Research, Elsevier, vol. 80(C).
    7. Yong-Soon Kang & Paul M. Herr, 2006. "Beauty and the Beholder: Toward an Integrative Model of Communication Source Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(1), pages 123-130, June.
    8. Li, Mimi & Chen, Yuhao & Wang, Jingqiang & Liu, Tingting, 2020. "Children's attention toward cartoon executed photos," Annals of Tourism Research, Elsevier, vol. 80(C).
    9. Rossiter, John R. & Smidts, Ale, 2012. "Print advertising: Celebrity presenters," Journal of Business Research, Elsevier, vol. 65(6), pages 874-879.
    10. Ward, Scott, 1974. "Consumer Socialization," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 1(2), pages 1-14, Se.
    11. Rose, Gregory M. & Boush, David & Shoham, Aviv, 2002. "Family communication and children's purchasing influence: a cross-national examination," Journal of Business Research, Elsevier, vol. 55(11), pages 867-873, November.
    12. Jessica Wisdom & Julie S. Downs & George Loewenstein, 2010. "Promoting Healthy Choices: Information versus Convenience," American Economic Journal: Applied Economics, American Economic Association, vol. 2(2), pages 164-178, April.
    13. John, Deborah Roedder, 1999. "Consumer Socialization of Children: A Retrospective Look at Twenty-Five Years of Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 26(3), pages 183-213, December.
    14. Julie Y. Huang & Joshua M. Ackerman & George E. Newman, 2017. "Catching (Up with) Magical Contagion: A Review of Contagion Effects in Consumer Contexts," Journal of the Association for Consumer Research, University of Chicago Press, vol. 2(4), pages 430-443.
    15. Wang, Sijun & Holloway, Betsy B. & Beatty, Sharon E. & Hill, William W., 2007. "Adolescent influence in family purchase decisions: An update and cross-national extension," Journal of Business Research, Elsevier, vol. 60(11), pages 1117-1124, November.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Hota, Monali & Bartsch, Fabian, 2019. "Consumer socialization in childhood and adolescence: Impact of psychological development and family structure," Journal of Business Research, Elsevier, vol. 105(C), pages 11-20.
    2. Hosany, A. R. Shaheen & Hosany, Sameer & He, Hongwei, 2022. "Children sustainable behaviour: A review and research agenda," Journal of Business Research, Elsevier, vol. 147(C), pages 236-257.
    3. Vytautas Dikcius & Anahit Armenakyan & Sigitas Urbonavicius & Gintare Jonyniene & Justina Gineikiene, 2014. "The Influence Of Children On Family Purchasing In Lithuania And Azerbaijan," Organizations and Markets in Emerging Economies, Faculty of Economics, Vilnius University, vol. 5(2).
    4. Wang, Wangshuai & Yi, Yanxi & Li, Jie & Sun, Gong & Zhang, Mo, 2022. "Lighting up the dark: How the scarcity of childhood resources leads to preferences for bright stimuli," Journal of Business Research, Elsevier, vol. 139(C), pages 1155-1164.
    5. Zsótér, Boglárka & Nagy, Péter, 2012. "Our Everyday Emotions and Finances – The role money-related attitudes and materialistic orienta-tion play in developing financial culture," Public Finance Quarterly, Corvinus University of Budapest, vol. 57(3), pages 286-297.
    6. Valérie-Inès de La Ville & Valérie Tartas, 2011. "De la socialisation du consommateur à la participation aux activités de consommation : apports de la psychologie socio-historique et culturelle," Post-Print hal-01627854, HAL.
    7. Williams, Janine & Ashill, Nicholas & Thirkell, Peter, 2016. "How is value perceived by children?," Journal of Business Research, Elsevier, vol. 69(12), pages 5875-5885.
    8. Andres Rodriguez Veloso & Diogo Forjado Nunes Hildebrand, 2013. "Visual representation of the buying act by children of high-income families," Brazilian Business Review, Fucape Business School, vol. 10(3), pages 1-33, July.
    9. Downey, Hilary & Ellis, Sarah, 2008. "Tails of animal attraction: Incorporating the feline into the family," Journal of Business Research, Elsevier, vol. 61(5), pages 434-441, May.
    10. Singh, Pallavi & Sahadev, Sunil & Oates, Caroline J. & Alevizou, Panayiota, 2020. "Pro-environmental behavior in families: A reverse socialization perspective," Journal of Business Research, Elsevier, vol. 115(C), pages 110-121.
    11. Geert Van Campenhout, 2015. "Revaluing the Role of Parents as Financial Socialization Agents in Youth Financial Literacy Programs," Journal of Consumer Affairs, Wiley Blackwell, vol. 49(1), pages 186-222, March.
    12. Yanping Gong & Jian Li & Julan Xie & Long Zhang & Qiuyin Lou, 2022. "Will “Green” Parents Have “Green” Children? The Relationship Between Parents’ and Early Adolescents’ Green Consumption Values," Journal of Business Ethics, Springer, vol. 179(2), pages 369-385, August.
    13. van Tonder, Estelle & Saunders, Stephen Graham & Farquhar, Jillian Dawes, 2020. "Explicating the resource integration process during self-service socialisation: Conceptual framework and research propositions," Journal of Business Research, Elsevier, vol. 121(C), pages 516-523.
    14. Yang, Zhiyong & Kim, Chankon & Laroche, Michel & Lee, Hanjoon, 2014. "Parental style and consumer socialization among adolescents: A cross-cultural investigation," Journal of Business Research, Elsevier, vol. 67(3), pages 228-236.
    15. Elodie Gentina & Pallavi Singh, 2015. "How National Culture and Parental Style Affect the Process of Adolescents’ Ecological Resocialization," Sustainability, MDPI, vol. 7(6), pages 1-23, June.
    16. Dharminder Kumar Batra & Akhter Ali, 2015. "Parent’s Opinion of Children’s Influence in Purchase Decisions: A Comparative Analysis between Rural and Urban Delhi," Global Business Review, International Management Institute, vol. 16(6), pages 1100-1111, December.
    17. Flurry, Laura A., 2007. "Children's influence in family decision-making: Examining the impact of the changing American family," Journal of Business Research, Elsevier, vol. 60(4), pages 322-330, April.
    18. Klaus G. Grunert & Yanfeng Zhou & Marija Banovic & Natascha Loebnitz, 2021. "Supermarket competence in emergent markets: Conceptualization, measurement, effects, and policy implications," Journal of Consumer Affairs, Wiley Blackwell, vol. 55(4), pages 1633-1659, December.
    19. Jariwala Harsha Vijaykumar, 2022. "The Association of Financial Socialization with Financial Self-Efficacy and Autonomy: A Study of Young Students in India," Journal of Family and Economic Issues, Springer, vol. 43(2), pages 397-414, June.
    20. Valérie-Inès de La Ville & Valérie Tartas, 2010. "Developing as Consumers," Post-Print hal-01627970, HAL.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:anture:v:103:y:2023:i:c:s0160738323001433. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.journals.elsevier.com/annals-of-tourism-research/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.