Adolescent influence in family purchase decisions: An update and cross-national extension

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From: Journal of Business Research(Vol. 60, Issue 11)
Publisher: Elsevier B.V.
Document Type: Article
Length: 263 words

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Abstract :

To link to full-text access for this article, visit this link: Byline: Sijun Wang, Betsy B. Holloway, Sharon E. Beatty, William W. Hill Abstract: This research provides an update and extension of previous work on adolescent influence in family purchase decisions by assessing influence across decision phases using samples of both American and Chinese adolescents. Contrary to previous findings, we find that adolescent influence at the decision stage is not lower than at the initiation stage in both the U.S. and Chinese samples, suggesting that adolescents in our current sample have considerable power in family decision making. We also found that adolescents' self-reported influence is largely consistent with their parents' perceptions of their children's influence. Further, we found no differences in adolescent influence between the U.S. and Chinese samples across all stages of the family purchase decision, as well as no gender effects in either sample. We conclude with a discussion of the findings and suggestions for further research. Author Affiliation: (a) Mach1 Air Services Fellow and Assistant Professor of Marketing, Department of International Business and Marketing, College of Business Administration, California State Polytechnic University, Pomona, CA 91768, United States (b) Assistant Professor of Marketing, School of Business, Samford University, Birmingham, Alabama 35229-2306, United States (c) Reese Phifer Professor of Marketing, Department of Management and Marketing, Culverhouse College of Commerce and Business Administration, The University of Alabama, Tuscaloosa, Alabama 35487-0225, United States (d) Assistant Professor of Marketing, Division of Business and Industry, Mississippi State University, Meridian Campus, Meridian, Mississippi 39307, United States Article History: Received 7 July 2006; Accepted 13 April 2007

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Gale Document Number: GALE|A367433120