Adolescent perceptions of parent and peer influences on teen purchase: An application of social power theory
AbstractThis study evaluates parental and peer influences on teen purchase decisions by applying social power theory, which has not been examined in the teen context. The conceptual model examines how family socialization practices might impact teens' perceptions of social power influences from parents and peers. For example, family communication environment may promote teens' reliance on particular bases of social power influence. This study also examines the relationship between the bases of perceived social power and the purchase of different types of products (e.g., luxury/necessity, public/private). Results are generally consistent with predictions, demonstrating that teens from high socio-oriented communication environments are subject to greater perceived peer reward/coercive and referent power, whereas teens from high concept-oriented communication environments perceive greater parental expert and legitimate power. Finally, perceived bases of social power influence differ depending on the type of product purchased. Interpretation of findings and implications are discussed.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Bibliographic InfoArticle provided by Elsevier in its journal Journal of Business Research.
Volume (Year): 63 (2010)
Issue (Month): 12 (December)
Contact details of provider:
Web page: http://www.elsevier.com/locate/jbusres
Teen Purchase Social Influence Parent Peer;
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Burnkrant, Robert E & Cousineau, Alain, 1975. " Informational and Normative Social Influence in Buyer Behavior," Journal of Consumer Research, University of Chicago Press, vol. 2(3), pages 206-15, December.
- 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.
- Davis, Harry L, 1976. " Decision Making within the Household," Journal of Consumer Research, University of Chicago Press, vol. 2(4), pages 241-60, March.
- Kulviwat, Songpol & Bruner II, Gordon C. & Al-Shuridah, Obaid, 2009. "The role of social influence on adoption of high tech innovations: The moderating effect of public/private consumption," Journal of Business Research, Elsevier, vol. 62(7), pages 706-712, July.
- Bearden, William O & Etzel, Michael J, 1982. " Reference Group Influence on Product and Brand Purchase Decisions," Journal of Consumer Research, University of Chicago Press, vol. 9(2), pages 183-94, September.
- Flurry, L. A. & Burns, Alvin C., 2005. "Children's influence in purchase decisions: a social power theory approach," Journal of Business Research, Elsevier, vol. 58(5), pages 593-601, May.
- Fitzsimons, Gavan J & Shiv, Baba, 2001. " Nonconscious and Contaminative Effects of Hypothetical Questions on Subsequent Decision Making," Journal of Consumer Research, University of Chicago Press, vol. 28(2), pages 224-38, September.
- Childers, Terry L & Rao, Akshay R, 1992. " The Influence of Familial and Peer-Based Reference Groups on Consumer Decisions," Journal of Consumer Research, University of Chicago Press, vol. 19(2), pages 198-211, September.
- Corfman, Kim P & Lehmann, Donald R, 1987. " Models of Cooperative Group Decision-Making and Relative Influence: An Experimental Investigation of Family Purchase Decisions," Journal of Consumer Research, University of Chicago Press, vol. 14(1), pages 1-13, June.
- Moschis, George P, 1985. " The Role of Family Communication in Consumer Socialization of Children and Adolescents," Journal of Consumer Research, University of Chicago Press, vol. 11(4), pages 898-913, March.
- Hunt, Kenneth A. & Mentzer, John T. & Danes, Jeffrey E., 1987. "The effect of power sources on compliance in a channel of distribution: A causal model," Journal of Business Research, Elsevier, vol. 15(5), pages 377-395, October.
- Park, C Whan & Lessig, V Parker, 1977. " Students and Housewives: Differences in Susceptibility to Reference Group Influence," Journal of Consumer Research, University of Chicago Press, vol. 4(2), pages 102-10, Se.
- Kastanakis, Minas N. & Balabanis, George, 2012. "Between the mass and the class: Antecedents of the “bandwagon” luxury consumption behavior," Journal of Business Research, Elsevier, vol. 65(10), pages 1399-1407.
- Gentina, Elodie & Butori, Raphaëlle & Heath, Timothy B., 2014. "Unique but integrated: The role of individuation and assimilation processes in teen opinion leadership," Journal of Business Research, Elsevier, vol. 67(2), pages 83-91.
- Annie Ng Cheng San & M. Krishna Moorthy & Choe Kum Lung, 2012. "Perceived Social Power and Audit Committee Effectiveness in Malaysia: The Conceptual Model," 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. 2(1), pages 162-175, January.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Zhang, Lei).
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 references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link 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 profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.