IDEAS home Printed from https://ideas.repec.org/a/sae/manlab/v39y2014i3p349-364.html
   My bibliography  Save this article

Impact of Socio-economic Variables on Teenagers’ Influence in Family Buying Decisions

Author

Listed:
  • Vakil Singh
  • Sanjeev Kumar

Abstract

In the present study, the researcher tried to trace out the impact of socio-economic variables, for example, area of residence, type of family, parent employment status, caste system and the annual household disposable income of the family on teenagers’ influence in family buying of selected products. The present study is focused on to get an insight into role of teenagers in buying decision-making process of families in Haryana. A total of 234 households were visited, and responses of teenagers were taken from four villages, and two cities, Hisar and Kaithal. The data were collected between March and July 2013. The study is confined to three decision stages during buying decision-making process of television and cell phone. ANOVA and t test have been used to achieve the objectives of the study. Study reveals that 98 per cent of respondents have television set at their home in which 30 per cent families are having TV of LG brand followed by Samsung and Videocon. Every family (100 per cent) is having a cell phone and 36.6 per cent of teenagers have personal cell phone. Nokia is the most possessed brand among families (54 per cent) followed by Samsung, Tata Indicom and Spice. While analyzing the influence of teenagers in family buying decision-making process across decision stages, majority of them participated in it. Caste and income have significant impact on teenagers influence in cell phone-buying decision stages but not in the case of TV. This might be because TV is common and a family product and cell phone is a more personalized product. Rural teenagers of scheduled caste and general caste were significantly more influential in buying decision-making process of cell phone than did those in urban backward caste. It was found that with an increase in annual disposable income of the family, they were significantly more influential than teenagers from lower-income families.

Suggested Citation

  • 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.
  • Handle: RePEc:sae:manlab:v:39:y:2014:i:3:p:349-364
    DOI: 10.1177/0258042X15572427
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/0258042X15572427
    Download Restriction: no

    File URL: https://libkey.io/10.1177/0258042X15572427?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
    ---><---

    References listed on IDEAS

    as
    1. Beatty, Sharon E & Talpade, Salil, 1994. "Adolescent Influence in Family Decision Making: A Replication with Extension," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(2), pages 332-341, September.
    2. Belch, George E. & Belch, Michael A. & Ceresino, Gayle, 1985. "Parental and teenage child influences in family decision making," Journal of Business Research, Elsevier, vol. 13(2), pages 163-176, April.
    3. Foxman, Ellen R. & Tansuhaj, Patriya S. & Ekstrom, Karin M., 1989. "Adolescents' influence in family purchase decisions: A socialization perspective," Journal of Business Research, Elsevier, vol. 18(2), pages 159-172, March.
    4. 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. 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.
    2. 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.
    3. 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.
    4. 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.
    5. 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.
    6. Manish Mittal, 2011. "Television Viewing and Perception of Parental Concern among Urban Indian Children," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 36(1), pages 45-59, February.
    7. Labrecque, JoAnne & Ricard, Line, 2001. "Children's influence on family decision-making: a restaurant study," Journal of Business Research, Elsevier, vol. 54(2), pages 173-176, November.
    8. Stephen Ntuara Kiriinya, 2014. "Determinants of Children's Influence on Family Purchase Decisions in Kenya," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 4(7), pages 325-339, July.
    9. Chetna Arora & Saloni Pawan Diwan, 2022. "Children influence on family purchase decisions across product categories," SN Business & Economics, Springer, vol. 2(7), pages 1-21, July.
    10. Noha El-Bassiouny & Ahmed Taher & Ehab M. Abou Aish, 2008. "The Importance of Character Education for Tweens as Consumers," Working Papers 11, The German University in Cairo, Faculty of Management Technology.
    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.
    12. Lindgren, Samantha, 2021. "Cookstove implementation and Education for Sustainable Development: A review of the field and proposed research agenda," Renewable and Sustainable Energy Reviews, Elsevier, vol. 146(C).
    13. White, Lesley & Johnson, Lester W., 2001. "Consensus regarding purchase influence in a professional service context: a dyadic study," Journal of Business Research, Elsevier, vol. 54(3), pages 199-207, December.
    14. Anna Scott & Caroline Oates & William Young, 2015. "A Conceptual Framework of the Adoption and Practice of Environmental Actions in Households," Sustainability, MDPI, vol. 7(5), pages 1-26, May.
    15. Belch, Michael A. & Krentler, Kathleen A. & Willis-Flurry, Laura A., 2005. "Teen internet mavens: influence in family decision making," Journal of Business Research, Elsevier, vol. 58(5), pages 569-575, May.
    16. Koehler, C.F. & Breugelmans, E. & Dellaert, B.G.C., 2010. "Consumer Acceptance of Recommendations by Interactive Decision Aids: The Joint Role of Temporal Distance and Concrete vs. Abstract Communications," ERIM Report Series Research in Management ERS-2010-041-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    17. Akhter Ali & N. Ravichandran & D.K. Batra, 2013. "Children’s Choice of Influence Strategies in Family Purchase Decisions and the Impact of Demographics," Vision, , vol. 17(1), pages 27-40, March.
    18. Dewani, Prem Prakash & Sinha, Piyush Kumar & Mathur, Sameer, 2016. "Role of gratitude and obligation in long term customer relationships," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 143-156.
    19. Lien, Nguyen Huong & Westberg, Kate & Stavros, Constantino & Robinson, Linda J., 2018. "Family decision-making in an emerging market: Tensions with tradition," Journal of Business Research, Elsevier, vol. 86(C), pages 479-489.
    20. 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).

    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:sae:manlab:v:39:y:2014:i:3:p:349-364. 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: SAGE Publications (email available below). General contact details of provider: http://www.xlri.ac.in/ .

    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.