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Children's influences on in-store purchases

Author

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  • Ebster, Claus
  • Wagner, Udo
  • Neumueller, Deniese

Abstract

Relatively little is known about the influence children have on their parents’ purchases in a retail setting. This study investigates which factors affect children's purchase requests and their parents’ subsequent purchases. It was found that factors influencing the number of children's purchase requests were the freedom of a child's movements, the product's visibility, and the child's developmental stage. The latter variable together with the suitability of the good for consumption on the premises, the linguistic form of child's request, the parent's household income, and the price of the good determine the number of purchases following a child's request.

Suggested Citation

  • Ebster, Claus & Wagner, Udo & Neumueller, Deniese, 2009. "Children's influences on in-store purchases," Journal of Retailing and Consumer Services, Elsevier, vol. 16(2), pages 145-154.
    • Handle: RePEc:eee:joreco:v:16:y:2009:i:2:p:145-154
    DOI: 10.1016/j.jretconser.2008.11.005
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    References listed on IDEAS

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    Cited by:

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    2. Naumovska, Ljupka & Serafimovic, Gordana & Efremov, Ljupco, 2019. "Exposure And Use Of Mobile Media Devices By Children: Challenges And Implications," UTMS Journal of Economics, University of Tourism and Management, Skopje, Macedonia, vol. 10(1), pages 125-134.
    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. Usha Lenka & Vandana, 2015. "A Review on Impact of Socialization Agents in Breeding Consumerism among Children," Global Business Review, International Management Institute, vol. 16(5), pages 867-878, October.
    5. Valentina Nicolini & Fabio Cassia, 2022. "The influence of PSA's likeability on children’s intentions to eat healthy food," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 19(1), pages 15-36, March.
    6. Jennifer L. Harris & Victoria Webb & Shane J. Sacco & Jennifer L. Pomeranz, 2020. "Marketing to Children in Supermarkets: An Opportunity for Public Policy to Improve Children’s Diets," IJERPH, MDPI, vol. 17(4), pages 1-20, February.
    7. Basu, Rituparna & Sondhi, Neena, 2014. "Child socialization practices: Implications for retailers in emerging markets," Journal of Retailing and Consumer Services, Elsevier, vol. 21(5), pages 797-803.
    8. Tobias Benjamin Scholz & Sven Pagel & Jörg Henseler, 2023. "Shopping Companions and Their Diverse Impacts: A Systematic Annotated Bibliography," SAGE Open, , vol. 13(4), pages 21582440231, December.

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