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Adolescent influence in family purchase decisions: An update and cross-national extension

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  • Wang, Sijun
  • Holloway, Betsy B.
  • Beatty, Sharon E.
  • Hill, William W.

Abstract

This research provides an update and extension of previous work on adolescent influence in family purchase decisions by assessing influence across decision phases using samples of both American and Chinese adolescents. Contrary to previous findings, we find that adolescent influence at the decision stage is not lower than at the initiation stage in both the U.S. and Chinese samples, suggesting that adolescents in our current sample have considerable power in family decision making. We also found that adolescents' self-reported influence is largely consistent with their parents' perceptions of their children's influence. Further, we found no differences in adolescent influence between the U.S. and Chinese samples across all stages of the family purchase decision, as well as no gender effects in either sample. We conclude with a discussion of the findings and suggestions for further research.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jbrese:v:60:y:2007:i:11:p:1117-1124
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    References listed on IDEAS

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    2. Yaser Sobhanifard & Seyed Mohammad Saleh Hashemi Apourvari, 2022. "Environmental sustainable development through modeling and ranking of influential factors of reference groups on consumer behavior of green products: The case of Iran," Sustainable Development, John Wiley & Sons, Ltd., vol. 30(5), pages 1294-1312, October.
    3. Page, Bill & Sharp, Anne & Lockshin, Larry & Sorensen, Herb, 2019. "Using the Eyberg Child Behaviour Inventory to investigate Pester Power," Journal of Retailing and Consumer Services, Elsevier, vol. 47(C), pages 265-271.
    4. Vakil Singh & Sanjeev Kumar, 2014. "Impact of Socio-economic Variables on Teenagers’ Influence in Family Buying Decisions," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 39(3), pages 349-364, August.
    5. Cansu Tor Kadioglu & Ayse Sahin & Umit Dogrul, 2017. "Adolescent Influence On Family Purchasing Decisions: Research In Turkey," Eurasian Journal of Business and Management, Eurasian Publications, vol. 5(2), pages 29-37.
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    8. 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.
    9. Thomas Aichner & Paolo Coletti & Frank Jacob & Robert Wilken, 2021. "Did the Volkswagen Emissions Scandal Harm the “Made in Germany” Image? A Cross-Cultural, Cross-Products, Cross-Time Study," Corporate Reputation Review, Palgrave Macmillan, vol. 24(4), pages 179-190, November.
    10. Kim, Chankon & Yang, Zhiyong & Lee, Hanjoon, 2009. "Cultural differences in consumer socialization: A comparison of Chinese-Canadian and Caucasian-Canadian children," Journal of Business Research, Elsevier, vol. 62(10), pages 955-962, October.
    11. Hill, William W. & Beatty, Sharon E., 2011. "A model of adolescents' online consumer self-efficacy (OCSE)," Journal of Business Research, Elsevier, vol. 64(10), pages 1025-1033, October.
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    13. Borges, Adilson & Chebat, Jean-Charles & Babin, Barry J., 2010. "Does a companion always enhance the shopping experience?," Journal of Retailing and Consumer Services, Elsevier, vol. 17(4), pages 294-299.

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