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Adolescent Influence in Family Decision Making: A Replication with Extension

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Author Info
Beatty, Sharon E
Talpade, Salil
Abstract

In this article, we replicate and extend several elements of E. Foxman, P. Tansuhaj, and K. Ekstrom's 1989 study of adolescent influence, while providing an integrative model of teenager influence and a new scale of perceived relative influence. Further, we examine the effect of parental employment status on teens' influence, as well as gender-based differences in perceptions. Motivational aspects, including product importance and usage, provided the strongest and most consistent explanations of teenagers' perceived relative influence across stages and purchase situations. In addition, parental employment status positively influenced teens' perceived influence of durable family purchases. Mothers and daughters generally did not differ in their rating of the daughters' perceived influence in the durable purchase decision-making process, while fathers' and sons' ratings did differ. Copyright 1994 by the University of Chicago.

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Publisher Info
Article provided by University of Chicago Press in its journal Journal of Consumer Research.

Volume (Year): 21 (1994)
Issue (Month): 2 (September)
Pages: 332-41
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Handle: RePEc:ucp:jconrs:v:21:y:1994:i:2:p:332-41

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  1. 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. [Downloadable!]
  2. B. Vandecasteele & M. Geuens, 2009. "Motivated Consumer Innovativeness: Validation and Moderation," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 09/550, Ghent University, Faculty of Economics and Business Administration. [Downloadable!]
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