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Persuading Children: a Framework for Understanding Long-Lasting Influences on Children’s Food Choices

Author

Listed:
  • Paulo Albuquerque

    (INSEAD)

  • Merrie Brucks

    (The University of Arizona)

  • Margaret C. Campbell

    (University of Colorado Boulder)

  • Kara Chan

    (Hong Kong Baptist University)

  • Michal Maimaran

    (Northwestern University)

  • Anna R. McAlister

    (Endicott College)

  • Sophie Nicklaus

    (Centre des Sciences du Goût et de l’Alimentation, INRA)

Abstract

In this paper, we present a framework for understanding long-lasting influences on children’s food purchase choices and consumption. The framework interacts the characteristics of agents (i.e., children and parents/caretakers) with marketing-related effects to explain how these agents make short- and long-term decisions in the food category. We develop each of the components of our framework with different theories and multiple empirical examples, focusing on how children develop their food preferences and how their understanding of and resistance to persuasion and marketing messages may influence choices. Overall, the presented approach suggests firms, consumers, and parents can benefit from taking these factors into account when making choices that affect children and when allowing children to make their own choices.

Suggested Citation

  • Paulo Albuquerque & Merrie Brucks & Margaret C. Campbell & Kara Chan & Michal Maimaran & Anna R. McAlister & Sophie Nicklaus, 2018. "Persuading Children: a Framework for Understanding Long-Lasting Influences on Children’s Food Choices," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 38-50, March.
    • Handle: RePEc:spr:custns:v:5:y:2018:i:1:d:10.1007_s40547-017-0083-x
    DOI: 10.1007/s40547-017-0083-x
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    References listed on IDEAS

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