Children's influence in purchase decisions: a social power theory approach

Children's influence in purchase decisions: a social power theory approach

To understand children's influence in family decision-making, this research uses social power theory to develop a conceptual model of children's influence. The conceptual model hypothesizes that children's active social power, children's passive social power, preference intensity...

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Veröffentlicht in:Journal of business research 2005-05, Vol.58 (5), p.593-601
Hauptverfasser: Flurry, L.A., Burns, Alvin C.
Format: Artikel
Sprache:eng
Schlagworte:
Business studies
Children
Children & youth
Decision making
Empirical research
Families & family life
Family
Influence
Marketing
Modelling
Perception
Power
Preference intensity
Preferences
Purchase decision
Social power theory
Social theory
Studies
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Beschreibung
Zusammenfassung:To understand children's influence in family decision-making, this research uses social power theory to develop a conceptual model of children's influence. The conceptual model hypothesizes that children's active social power, children's passive social power, preference intensity, and decision history should aid in the explanation of variations observed in children's influence. Empirical tests with a random sample of 987 matched pairs of children aged 8–11 and their mothers support the model.
ISSN:0148-2963
1873-7978
DOI:10.1016/j.jbusres.2003.08.007