IDEAS home Printed from https://ideas.repec.org/a/spr/snbeco/v2y2022i7d10.1007_s43546-022-00238-x.html
   My bibliography  Save this article

Children influence on family purchase decisions across product categories

Author

Listed:
  • Chetna Arora

    (Kurukshetra University)

  • Saloni Pawan Diwan

    (Kurukshetra University)

Abstract

The role of children in family purchase decisions has been changed in the transformed society. Today children have a demanding and persuading voice which drives the parents’ purchase decisions from convenience to durable products. This paper investigates the influencing role of children in purchase of 78 products and attempts to identify different product groups to develop an empirical framework with the help of exploratory factor analysis. Further, the paper examines the children influence on parents’ purchase decisions in identified product groups. The findings reveal that children play a significant role in purchase of ‘school supplies’ followed by ‘entertainment’, ‘enticing’, ‘children education’ and ‘healthy items’. The influence is also evident in ‘durables’ product group however, it is the lowest as compared to other groups. The paper concludes by suggesting the implications of the empirical framework developed in the study.

Suggested Citation

  • 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.
    • Handle: RePEc:spr:snbeco:v:2:y:2022:i:7:d:10.1007_s43546-022-00238-x
    DOI: 10.1007/s43546-022-00238-x
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s43546-022-00238-x
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s43546-022-00238-x?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
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    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, 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.
    3. Moschis, George P & Moore, Roy L, 1979. "Decision Making among the Young: A Socialization Perspective," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 6(2), pages 101-112, Se.
    4. 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.
    5. John, Deborah Roedder, 1999. "Consumer Socialization of Children: A Retrospective Look at Twenty-Five Years of Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 26(3), pages 183-213, 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. 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.
    2. 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.
    3. 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.
    4. 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.
    5. Bao, Yeqing & Fern, Edward F. & Sheng, Shibin, 2007. "Parental style and adolescent influence in family consumption decisions: An integrative approach," Journal of Business Research, Elsevier, vol. 60(7), pages 672-680, July.
    6. 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.
    7. 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.
    8. 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.
    9. 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.
    10. 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.
    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. 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.
    13. Williams, Janine & Ashill, Nicholas & Thirkell, Peter, 2016. "How is value perceived by children?," Journal of Business Research, Elsevier, vol. 69(12), pages 5875-5885.
    14. 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.
    15. Evelyn Toh Bee Hwa Author_Email: toh.evelyn@taylors.edu.my & Eva Lim Wei Lee & Robin Cheng, 2011. "Generation Y And Choice Of Mobile Service Provider: A Study On Their Purchasing Decisions In Choosing A Mobile Service Provider," 2nd International Conference on Business and Economic Research (2nd ICBER 2011) Proceeding 2011-226, Conference Master Resources.
    16. BOUSSIF, Torkia & ISSAOUI, Fakhri & DALY CHAKER, Najeh, 2015. "The Effects of the Teenagers (as Web Experts) in the Family Decision Making in Online Purchase Process: an Application to the Booking of Tourist Nights," MPRA Paper 61043, University Library of Munich, Germany.
    17. 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).
    18. 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.
    19. 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.
    20. 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.

    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:spr:snbeco:v:2:y:2022:i:7:d:10.1007_s43546-022-00238-x. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    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.