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Adolescent shopping behaviour: Different assimilation and individuation needs in France and the United States

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  • Gentina, Élodie
  • Chandon, Jean-Louis

Abstract

What causes adolescents to prefer to shop with friends rather than family? A study of 570 adolescents assesses the combined effects of the individuation and assimilation needs that underlie adolescent shopping behaviours across two cultures (France and the United States). Whereas assimilation is more important than individuation to explain the frequency of shopping with friends in France, individuation is more important in the United States. Insights into the motives that drive adolescents to shop with friends suggest some cues that retailers might use to attract this growing segment, more effectively and across cultures.

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  • Gentina, Élodie & Chandon, Jean-Louis, 2013. "Adolescent shopping behaviour: Different assimilation and individuation needs in France and the United States," Journal of Retailing and Consumer Services, Elsevier, vol. 20(6), pages 609-616.
    • Handle: RePEc:eee:joreco:v:20:y:2013:i:6:p:609-616
    DOI: 10.1016/j.jretconser.2013.04.006
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    References listed on IDEAS

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    Cited by:

    1. Elodie Gentina & L. J. Shrum & Tina M. Lowrey, 2018. "Coping with Loneliness Through Materialism: Strategies Matter for Adolescent Development of Unethical Behaviors," Journal of Business Ethics, Springer, vol. 152(1), pages 103-122, September.
    2. Schill, Marie & Godefroit-Winkel, Delphine & Hogg, Margaret K., 2020. "Young children’s consumer agency: The case of French children and recycling," Journal of Business Research, Elsevier, vol. 110(C), pages 292-305.
    3. Elodie Gentina & Thomas Li-Ping Tang & Qinxuan Gu, 2018. "Do Parents and Peers Influence Adolescents’ Monetary Intelligence and Consumer Ethics? French and Chinese Adolescents and Behavioral Economics," Journal of Business Ethics, Springer, vol. 151(1), pages 115-140, August.
    4. Elodie Gentina & Thomas Li-Ping Tang & Qinxuan Gu, 2017. "Does Bad Company Corrupt Good Morals? Social Bonding and Academic Cheating among French and Chinese Teens," Journal of Business Ethics, Springer, vol. 146(3), pages 639-667, December.
    5. Wenzel, Stefanie & Benkenstein, Martin, 2018. "Together always better? The impact of shopping companions and shopping motivation on adolescents' shopping experience," Journal of Retailing and Consumer Services, Elsevier, vol. 44(C), pages 118-126.
    6. Bakir, Aysen & Gentina, Elodie & de Araújo Gil, Luciana, 2020. "What shapes adolescents’ attitudes toward luxury brands? The role of self-worth, self-construal, gender and national culture," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).

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