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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. 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.
    3. 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.
    4. Rashmi Singh & J.K. Nayak, 2014. "Peer Interaction and Its Influence on Family Purchase Decision: A Study among Indian Teenagers," Vision, , vol. 18(2), pages 81-90, June.
    5. 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.
    6. 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.
    7. 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.
    8. Gerry Redmond, 2008. "Children's Perspectives on Economic Adversity: A review of the literature," Papers indipa08/2, Innocenti Discussion Papers.
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