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Factores Determinantes De Las Influencias Familiares En El Comportamiento De Compra. Un Enfoque Desde La Perspectiva Del Joven Adulto /


  • Bravo Gil, R.

    () (Universidad de Zaragoza (España))

  • Fraj Andrés, E.

    () (Universidad de Zaragoza (España))

  • Martínez Salinas, E.

    () (Universidad de Zaragoza (España))


En este trabajo se analiza el efecto de la comunicación familiar, el tipo de consumo público o privado, y el grado de experiencia del individuo sobre la naturaleza y los efectos de las influencias familiares. Para ello, y mediante una metodología de regresiones multivariantes, se plantean relaciones de causalidad entre dichos factores y las influencias familiares. Los resultados muestran, entre otros aspectos, que la participación del hijo en las compras en el hogar favorece la existencia de influencias, tanto en su naturaleza informativa y formativa, como en sus efectos sobre las habilidades, preferencias y actitudes. Además, las influencias son más habituales en los productos de consumo privado que en los productos de consumo público. / In the present work, we analyse the effects of family communication, publicly versus privately consumption products and degree of consumer expertise on the nature and effects of family influences. Thus, causal relationships between determinants and family influences are studied via multivariate regression analyses. Main results show that participation of the young adult in family decision making fosters family influences both on the informational and normative nature and also on its effects on skills, preferences and attitudes. Moreover, family influences on young adult’s consumption are more likely developed in private consumption goods than in public ones.

Suggested Citation

  • Bravo Gil, R. & Fraj Andrés, E. & Martínez Salinas, E., 2006. "Factores Determinantes De Las Influencias Familiares En El Comportamiento De Compra. Un Enfoque Desde La Perspectiva Del Joven Adulto /," Investigaciones Europeas de Dirección y Economía de la Empresa (IEDEE), Academia Europea de Dirección y Economía de la Empresa (AEDEM), vol. 12(2), pages 91-105.
  • Handle: RePEc:idi:jiedee:v:12:y:2006:i:2:p:91-105

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    References listed on IDEAS

    1. Wood, Van R. & Bhuian, Shahid & Kiecker, Pamela, 2000. "Market Orientation and Organizational Performance in Not-for-Profit Hospitals," Journal of Business Research, Elsevier, vol. 48(3), pages 213-226, June.
    2. Tse, Alan C. B. & Sin, Leo Y. M. & Yau, Oliver H. M. & Lee, Jenny S. Y. & Chow, Raymond, 2003. "Market orientation and business performance in a Chinese business environment," Journal of Business Research, Elsevier, vol. 56(3), pages 227-239, March.
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