IDEAS home Printed from https://ideas.repec.org/a/zag/market/v30y2018i1p23-39.html
   My bibliography  Save this article

Adolescent Influence on Parental Purchase Decisions: Typology of Innovative Products

Author

Listed:
  • Vytautas Dikčius

    (Vilnius University)

  • Indrė Pikturnienė

    (Vilnius University)

  • Vilmantė Pakalniškienė

    (Vilnius University)

  • James Reardon

    (Vilnius University)

  • Eleonora Šeimienė

    (Vilnius University)

Abstract

Purpose – There is common agreement that children’s influence on parents to purchase products depends on the product category (products for a child vs. products for the family; minor everyday purchases vs. shopping goods). However, purchasing an innovative product in the presence of an adolescent, compared to the purchase of traditional products, creates a special context in which an adolescent might be considered a substantial source of expertise with diverse levels of impact on parents. The current research aims to demonstrate the magnitude of adolescents’ impact on parents when purchasing innovative products, and to cluster the products based on the size of the impact and the level of the perceived innovativeness. Specific characteristics of clusters and the implications for marketers are discussed. Design/Methodology/Approach – An Internet panel was used to survey parents and adolescents from Lithuania on their assessment of the level of innovativeness and the level of children’s influence on the purchasing 14 product groups. Within each group, an innovative product preselected on the basis of qualitative interviews was paired with the usual product in the category. Later, the products were clustered by the level of innovativeness and the adolescents’ impact on parents. Findings and implications – The products were clustered to demonstrate important implications for marketers, namely, where the influence of adolescents on parental purchase decisions is stronger and where it is weaker. Limitations – An examination of selected products shows the interrelationships between their perceived innovativeness and the impact of adolescents on their parents’ purchase; however, the findings could be tested on a larger range of products. The innovativeness of the particular product is time and place bound. Originality – To our knowledge, this is the first attempt to cluster the products based on their innovativeness and the adolescents’ impact on parents in the purchasing process.

Suggested Citation

  • Vytautas Dikčius & Indrė Pikturnienė & Vilmantė Pakalniškienė & James Reardon & Eleonora Šeimienė, 2018. "Adolescent Influence on Parental Purchase Decisions: Typology of Innovative Products," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 30(1), pages 23-39.
    • Handle: RePEc:zag:market:v:30:y:2018:i:1:p:23-39
    as

    Download full text from publisher

    File URL: https://hrcak.srce.hr/file/296912
    Download Restriction: None
    ---><---

    References listed on IDEAS

    as
    1. Qingwen Dong & Xiaobing Cao, 2006. "The Impact of American Media Exposure and Self-Esteem on Chinese Urban Adolescent Purchasing Involvement," Journal of Family and Economic Issues, Springer, vol. 27(4), pages 664-674, December.
    2. Flurry, Laura A., 2007. "Children's influence in family decision-making: Examining the impact of the changing American family," Journal of Business Research, Elsevier, vol. 60(4), pages 322-330, April.
    3. Adya Sharma & Vandana Sonwaney, 2015. "Exploring the role of family communication and brand awareness in understanding the influence of child on purchase decisions: scale development and validation," International Journal of Business Excellence, Inderscience Enterprises Ltd, vol. 8(6), pages 748-766.
    4. Ward, Scott, 1974. "Consumer Socialization," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 1(2), pages 1-14, Se.
    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. N/A, 2005. "List of Journals," International Regional Science Review, , vol. 28(1), pages 4-13, January.
    7. N/A, 2005. "New Developments in the Journal," Environment and Planning C, , vol. 23(1), pages 1-2, February.
    8. N/A, 2005. "The Focus of the Journal," Environment and Planning B, , vol. 32(6), pages 791-791, December.
    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. Hosany, A. R. Shaheen & Hosany, Sameer & He, Hongwei, 2022. "Children sustainable behaviour: A review and research agenda," Journal of Business Research, Elsevier, vol. 147(C), pages 236-257.
    2. Vytautas Dikcius & Anahit Armenakyan & Sigitas Urbonavicius & Gintare Jonyniene & Justina Gineikiene, 2014. "The Influence Of Children On Family Purchasing In Lithuania And Azerbaijan," Organizations and Markets in Emerging Economies, Faculty of Economics, Vilnius University, vol. 5(2).
    3. 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.
    4. Clinton Gudmunson & Ivan Beutler, 2012. "Relation of Parental Caring to Conspicuous Consumption Attitudes in Adolescents," Journal of Family and Economic Issues, Springer, vol. 33(4), pages 389-399, December.
    5. Hota, Monali & Bartsch, Fabian, 2019. "Consumer socialization in childhood and adolescence: Impact of psychological development and family structure," Journal of Business Research, Elsevier, vol. 105(C), pages 11-20.
    6. Lionel Nicod & Sylvie Llosa, 2018. "How should customers be trained in their role as coproducers? The influence of training and its characteristics on the benefits of coproduction," Post-Print hal-03513344, HAL.
    7. 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.
    8. Zsótér, Boglárka & Nagy, Péter, 2012. "Our Everyday Emotions and Finances – The role money-related attitudes and materialistic orienta-tion play in developing financial culture," Public Finance Quarterly, Corvinus University of Budapest, vol. 57(3), pages 286-297.
    9. 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.
    10. 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).
    11. Valérie-Inès de La Ville & Valérie Tartas, 2011. "De la socialisation du consommateur à la participation aux activités de consommation : apports de la psychologie socio-historique et culturelle," Post-Print hal-01627854, HAL.
    12. Kadoya, Yoshihiko & Khan, Mostafa Saidur Rahim, 2020. "What determines financial literacy in Japan?," Journal of Pension Economics and Finance, Cambridge University Press, vol. 19(3), pages 353-371, July.
    13. Yue Huang & Lu Suo, 2021. "The Effects of Social Capital on Chinese Consumers’ Online Impulse Buying in Social Commerce Environment," International Business Research, Canadian Center of Science and Education, vol. 14(8), pages 1-1, August.
    14. Heidi Olander & Pia Hurmelinna-Laukkanen & Pia Heilmann, 2011. "DO SMEsBENEFIT FROM HRM-RELATED KNOWLEDGE PROTECTION IN INNOVATION MANAGEMENT?," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 15(03), pages 593-616.
    15. Ashley Larsen Gibby & Logan Pettit & E. Jeffrey Hill & Jeremy Yorgason & Erin Kramer Holmes, 2021. "Implicit and Explicit Childhood Financial Socialization: Protective Factors for Marital Financial Disagreements," Journal of Family and Economic Issues, Springer, vol. 42(2), pages 225-236, June.
    16. 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.
    17. Williams, Janine & Ashill, Nicholas & Thirkell, Peter, 2016. "How is value perceived by children?," Journal of Business Research, Elsevier, vol. 69(12), pages 5875-5885.
    18. Vivek Sharma & Sudhir K. Jain, 2020. "Extending Habitus to Employment Preferences: Identifying Social-actors Influencing Employment Choices Including Self-employment Among Youth in J&K (India)," Journal of Entrepreneurship and Innovation in Emerging Economies, Entrepreneurship Development Institute of India, vol. 6(2), pages 261-281, July.
    19. Eric V. Bindah & Nor Othman, 2013. "Refining and Validating a Family Communication Measure Using Exploratory and Confirmatory Factor Analysis," International Journal of Academic Research in Accounting, Finance and Management Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Accounting, Finance and Management Sciences, vol. 3(1), pages 168-186, January.
    20. 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.

    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:zag:market:v:30:y:2018:i:1:p:23-39. 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: Tanja Komarac (email available below). General contact details of provider: https://edirc.repec.org/data/fefzghr.html .

    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.