Adolescent’s Perception of his Influence on Family Vacations Purchase Decisions: A consumer socialization perspective

João Paulo Baía

Abstract


The adolescent is undoubtedly a relevant element in family purchases. However, he has been considered less participatory in the purchasing decision phase. In this context, services for family use have been less studied. Thus, the main purpose of this research is to study adolescent’s influence on family vacations purchase decisions.

In the empirical phase, several high schools were contacted in Lisbon district, Portugal. 1,000 questionnaires were delivered in classrooms during May 2018. Adolescents were instructed to respond to the questionnaires during the class, and 726 validated questionnaires were returned.  

The analysis of logistic regression results point to parental communication style, television influence, adolescent’s service knowledge, and adolescent’s age as purchase relevant explanatory variables. These results are innovative in the study of family purchase decisions.

The present research provides several contributions to this area of knowledge. First, it reinforces the importance of considering the adolescent participation on the final decision of family purchases for family use, which is innovative compared to past literature.

Second, the results point to the relevance of including parental communication style, television influence, adolescent’s service knowledge, and adolescent’s age as explanatory variables of adolescent’s influence on family vacations purchases.

The present research also offers a contribution to marketers by providing evidence of the adolescent´s influence on family vacations purchase decisions. Given the adolescents relevance on family decisions, it is important that marketers adopt strategies adjusted to family profiles, and that companies focus their efforts on adolescent satisfaction.


Keywords


Consumer socialization, Adolescent, Decision Making, Family Vacations

Full Text:

PDF

References


Ahuja, R. D., and K. M. Stinson 1993, Female-Headed Single Parent Families: an Exploratory Study of Children's Influence in Family Decision Making, Advances in Consumer Research, 20, 1993, 469-474.

Ahuja, R. D., and M. Walker 1994, Female‐headed Single Parent Families: Comparisons with Dual Parent Households on Restaurant and Convenience Food Usage, Journal of Consumer Marketing, 11, 4, 41-54, DOI=https://doi.org/10.1108/EUM0000000003990.

Akinyele, S. T. 2010, The influence of children on family purchasing decisions in Ota, Nigeria, Journal of Contemporary Management Research; Tiruchirappalli, 4, 2 (Sep 2010), 1-11.

Al-Zu’bi, A. 2016, The direct and indirect influences of locus of control on Jordanian parents’ communication patterns: Consumer socialization and cultural perspectives, Journal of Islamic Marketing 7, 2, 167-186, DOI= https://www.emeraldinsight.com/doi/abs/10.1108/JIMA-05-2014-0038.

Aleti, T., L. Brennan, and L. Parker 2015, Family communication for the modern era: a typology, Young Consumers; Bradford 16, 4 (May 2015), pp. 367-384, DOI= http://doi.10.1108/YC-08-2014-00471.

Ali, A., N. Ravichandran, and D. K. Batra 2013, Children’s choice of influence strategies in family purchase decisions and the impact of demographics, Vision 17, 1 (March 6, 2013), 27-40, Sage Publications, DOI= http://doi.10.1177/0972262912469561.

Ashraf, M., and K. M. Khan 2016, Adolescents’ role in family decision-making for services in India, Young Consumers 17, 4 (June 2016), 388-403, DOI= https://www.emeraldinsight.com/doi/abs/10.1108/YC-06-2016-00608.

Beatty, S.E., and S. Talpade 1994, Adolescent influence in family decision making: a replication with extension, Journal of Consumer Research 21, 9 (1 September 1994), 332-341, DOI= http://doi.org/10.1086/209401.

Belch, G.E., M.A. Belch, and G. Ceresino 1985, Parental and teenage child influences in family decision making, Journal of Business Research 13, 163-176, DOI= http://dx.doi.org/10.1016/0148-2963(85)90038-4.

Belch, M.A., K.A. Krentlera, and L.A. Willis-Flurry 2005, Teen internet mavens: influence in family decision making, Journal of Business Research 58 (May 2005), 569– 575, DOI= http://doi.10.1016/j.jbusres.2003.08.005.

Carr, N. 2006, A comparison of adolescents' and parents' holiday motivations and desires, Tourism and Hospitality Research; Feb 2006; 6, 2;129-142, DOI= http://journals.sagepub.com/doi/abs/10.1057/palgrave.thr.6040051.

Chaudhary, M., and A. Gupta 2012, Children's influence in family buying process in India, Young Consumers; Bradford 13, 2, pp. 161-175, DOI= https://www.emeraldinsight.com/doi/abs/10.1108/17473611211233512.

Chavda, H., M. Haley, and C. Dunn 2005, Adolescent’s influence on family decision-making, Young Consumers, World Advertising Research Center (2), 68-78, DOI= https://www.emeraldinsight.com/doi/abs/10.1108/17473610510701223.

Chikweche, T., J. Stanton, and R. Fletcher 2012, Family purchase decision making at the bottom of the pyramid, Journal of Consumer Marketing 29, 3, 202-213, DOI= http://doi.10.1108/07363761211221738.

Chitakunye, P. 2012, Recovering children’s voices in consumer research, Qualitative Market Research: An International Journal 15, 2, 206-224, DOI= http://doi.10.1108/13522751211215903.

Commuri, S. and J. Gentry 2000, Opportunities for family research in marketing, Academy of Marketing Science Review, ABI/INFORM Global, 1-34, DOI= https://search.proquest.com/openview/45fffdc1e7d6c05902ec3e24f441b320/1?pq-origsite=gscholar&cbl=25818.

Darley, W.K., and J.S. Lim 1986, Family decision making in leisure-time activities: an exploratory investigation of the impact of locus of control, child age influence factor and parental type on perceived child influence, Advances in Consumer Research 13, Richard J. Lutz (Eds.), Provo, UT: Association for Consumer Research, 370-374, DOI= http://acrwebsite.org/volumes/6521/volumes/v13/NA-13.

Ekstrom, K.M., P.S. Tansuhaj, and E.R. Foxman 1987, Children’s influence in family decisions and consumer socialization: a reciprocal view, Advances in Consumer Research 14, 283-287, DOI= http://acrwebsite.org/volumes/6704/volumes/v14/NA-14.

Filiatrault, P., and J. R. Ritchie 1980, Joint Purchasing Decisions: A Comparison of Influence Structure in Family and Couple Decision-Making Units, Journal of Consumer Research, Volume 7, Issue 2, (1 September 1980), 131–140, https://doi.org/10.1086/208802

Foxman, E.R., and P.S. Tansuhaj 1988, Adolescents’ and mothers perceptions of relative influence in family purchase decisions: patterns of agreement and disagreement, Advances in Consumer Research 15, 449-453, DOI= http://acrwebsite.org/volumes/6845/volumes/v15/NA-15.

Foxman, E.R., P.S. Tansuhaj, and K.M. Ekstrom 1989a, Family members’ perceptions of adolescents’ influence in family decision making, Journal of Consumer Research 15, 3 (March 1989), 482-491, DOI= https://doi.org/10.1086/209187.

Foxman, E.R., P.S. Tansuhaj, and K.M. Ekstrom 1989b, Adolescents’ influence in family purchase decisions: a socialization perspective, Journal of Business Research 18, 3 (March), 159-172, DOI= https://doi.org/10.1016/0148-2963(89)90033-7.

Gentina E., R. Butori, R., G. Rose, and A. Bakir 2013, How national culture impacts teenage shopping behavior: Comparing French and American consumers, Journal of Business Research, 1-7, DOI= http://doi.org/10.1016/j.jbusres.2013.03.033.

Goswami, S., and S. Khan 2015, Impact of Consumer Decision-making Styles on Online Apparel Consumption in India, Vision 19, 4 (January 25, 2016), 303–311, DOI= http://journals.sagepub.com/doi/abs/10.1177/0972262915610853.

Hutcheson, G., and N. Sofroniou 1999, The Multivariate Social Scientist, Sage Publications.

Isin, F., and S. Alkibay 2011, Influence of children on purchasing decisions of well-to-do families, Young Consumers 12, 1, 39-52, DOI: https://doi.org/10.1108/17473611111114777.

Ishaque, A., and M. Tufail 2014, Influence of Children on Family Purchase Decision: Empirical Evidence from Pakistan, International Review of Management and Business Research 3, 1 (March 2014), 162-173, DOI= http://www.irmbrjournal.com/papers/1389635731.pdf.

Jenkins, R. L. 1979, The Influence of Children in Family Decision-Making: Parents' Perceptions, in NA - Advances in Consumer Research Volume 06, eds. William L. Wilkie, Ann Abor, MI: Association for Consumer Research, Pages: 413-418, DOI= http://acrwebsite.org/volumes/9587/volumes/v06/NA-06.

John, D. 1999, Consumer socialization of children: a retrospective look at twenty-five years of research, Journal of Consumer Research 26, 12 (December 1999), 183-213, DOI= https://doi.org/10.1086/209559.

Kaur, P., and Y. Medury 2013, SEM Approach to Teen Influence in Family Decision Making, Contemporary Management Research 9, 3, 323-342, DOI= http://doi.10.7903/cmr.11080.

Kaur, P., and Y. Medury 2011, Impact of the internet on teenagers’ influence on family purchases, Young Consumers 12, 1, 27-38, DOI= http://doi.10.1108/17473611111114768.

Kaur, P., and R. Singh 2006, Children in family purchase decision making in India and the west: a review, Academy Marketing Science Review 8, 1-30, DOI= http://www.amsreview.org/article/kaur08-2006.pdf.

Khoo-Lattimore, C., Prayag, G., and B.L Cheah 2016, Kids on Board: Exploring the Choice Process and Vacation Needs of Asian Parents with Young Children in Resort Hotels, Journal of Hospitality Marketing and Management, (Mar 2015), 1-31, DOI= https://www.tandfonline.com/doi/abs/10.1080/19368623.2014.914862.

Kim, C., and H. Lee 1997, Development of family triadic measures for children’s purchase influence, Journal of Marketing Research, Chicago, (Aug., 1997), 307-321, DOI= 10.2307/3151894.

Kushwaha, T. 2017, Parental Style and Television Socialization of Children and Adolescents: A Perceptual Study in the Indian Context, South Asian Journal of Management 24, 3 (Jul-Sep 2017), 88-105, DOI= https://search.proquest.com/openview/8334a75287aa49563a4ef22350a3b5ed/1?pq-origsite=gscholar&cbl=46967.

Lackman, C., and J. Lanasa 1993, Family decision-making theory: an overview and assessment, Psychology & Marketing 10, 2 (March/April 1993), 81-93, DOI= https://doi.org/10.1002/mar.4220100203|.

Lee, C.K.C., and S.E. Beatty 2002, Family structure and influence in family decision making, Journal of Consumer Marketing 19, 1, 24-41, DOI= https://www.emeraldinsight.com/doi/abs/10.1108/07363760210414934.

Lee, C.K.C., and B.A. Collins 2000, Family decision making and coalition patterns, European Journal of Marketing, Bradford, 1181-1198, DOI= https://www.emeraldinsight.com/doi/abs/10.1108/03090560010342584.

Mangleburg, T.F. 1990, Children’s influence in purchase decisions: a review and critique, Advances in Consumer Research 17, Marvin E. Goldberg, Gerald Gorn, and Richard W. Pollay (Eds.), Provo, UT: Association for Consumer Research, 813-825, DOI= http://acrwebsite.org/volumes/7108/volumes/v17/NA-17.

Maroco, J., and T. Garcia-Marques 2006, Qual a fiabilidade do alfa de Cronbach? Questões antigas e soluções modernas?, Laboratório de Psicologia, 4(1): 65-90, Instituto Superior de Psicologia Aplicada, Portugal, DOI= http://publicacoes.ispa.pt/index.php/lp/article/viewFile/763/706.

Mau, G., M. Schuhen, and S. Steinmann, and H. Schramm-Klein 2016, How children make purchase decisions: behaviour of the cued processors, Young Consumers; Bradford 17, 2 (March 2016), 111-126, DOI= https://www.emeraldinsight.com/doi/full/10.1108/YC-10-2015-00563.

Mau, G., H. Schramm-Klein, and L. Reisch 2014, Consumer Socialization, Buying Decisions, and Consumer Behaviour in Children: Introduction to the Special Issue, Journal of Consumer Policy 37, 155–160, DOI= http://doi.10.1108/YC-10-2015-00563.

Moschis, G., and L. Mitchell 1986, Television advertising and interpersonal influences on teenagers’ participation in family consumer decisions, Advances in Consumer Research 13, 181-186, DOI= http://acrwebsite.org/volumes/6487/volumes/v13/NA-13.

Neely, S. 2005, Influences on consumer socialization, Young Consumers, World Advertising Research Center, Quarter 1, 63-69, DOI= https://doi.org/10.1108/17473610510701115.

Neulinger, A., and B. Zsoter 2014, Mother-child interactions in youth purchase decisions, Society and Economy 36, 3, 387–406, DOI= https://akademiai.com/doi/abs/10.1556/SocEc.36.2014.3.4.

Niemczyk, A. 2015, Family decisions on the tourism market, Economics & Sociology; Ternopil 8, 3, 272-283, DOI= http://doi.10.14254/2071-789X.2015/8-3/19.

Ritchie, J. R., and P. Filiatrault 1980, Family vacation decision-making - A replication and extension, Journal of Travel Research, 16, 2-7, DOI= http://journals.sagepub.com/doi/abs/10.1177/004728758001800401

Shah, R., and B. Mittal 1997, Toward a theory of intergenerational influence in consumer behaviour: an exploratory essay, Advances in Consumer Research 24, 55-60, DOI= http://acrwebsite.org/volumes/8008/volumes/v24/NA-24.

Shahrokh, Z. D., and M. E. Khosravi 2014, Children's Influence in Family Consumption Decisions: An Integrative Approach, International Review of Management and Business Research; Peshawar 3, 2, 1275-1287.

Sharma, A., and V. Sonwaney 2014, Theoretical modeling of influence of children on family purchase decision making, Social and Behavioral Sciences 133, 38 – 46, DOI= http://doi.10.1016/j.sbspro.2014.04.167.

Sharma, A., and V. Sonwaney 2013, Influence of Children on Family Purchase Decisions in Urban India: An Exploratory Study, International Journal of Marketing & Business Communication 2, 2, 32-43.

Shergill, S., H. Sekhon, and M. Zhao 2013, Parents’ perception of teen’s influence on family purchase decisions: A study of cultural assimilation, Asia Pacific Journal of Marketing and Logistics 25, 1, 162-177, DOI= http://doi.10.1108/13555851311290993.

Shoham, A., and V. Dalakas 2005, He said, she said … they said: parent’s and children’s assessment of children’s influence on family consumption decisions, Journal of Consumer Marketing 3, 22, 152-160, DOI= https://doi.org/10.1108/07363760510595977.

Shoham, A., and V. Dalakas 2003, Family consumer decision making in Israel: the role of teens and parents, Journal of Consumer Marketing 3, 20, 238-251, DOI= https://doi.org/10.1108/07363760310472263.

Singh, R., and J.K. Nayak 2014, Peer Interaction and Its Influence on Family Purchase Decision: A Study among Indian Teenagers, Vision, 18(2) 81–90, SAGE Publications, Los Angeles, DOI: 10.1177/0972262914527873.

Sondhi, N., and R. Basu 2015, Role of children in family purchase across Indian parental clusters, Young Consumers, 15, 4, 365-379, DOI= https://doi.org/10.1108/YC-10-2013-00402.

Srivastava, A., 2015, Consumer Decision-Making Styles of Indian Adolescents, Contemporary Management Research; Sansia 11.4, 385-408, DOI= http://doi.10.7903/cmr.14181.

Swinyard, W. R., and C. P. Sim 1987, Perception of children’s influence on family decision processes, Journal of Consumer Marketing, Vol. 4 Issue: 1, pp.25-38, DOI= https://doi.org/10.1108/eb008186.

Tinson, J.S., C. Nancarrow, and I. Brace 2008, Purchase decision making and the increasing significance of family types, Journal of Consumer Marketing 25, 1, 45-56, DOI= http://doi.10.1108/07363760810845408.

Yang, Z., and M. Laroche 2011, Parental Responsiveness and Adolescent Susceptibility to Peer Influence: A Cross-Cultural Investigation, Journal of Business Research, 1-32.

Yang, Z., C. Kim, and M. Laroche, and H. Lee 2014, Parental style and consumer socialization among adolescents: A cross-cultural investigation, Journal of Business Research 67, 228–236, DOI= http://doi.org/10.1016/j.jbusres.2013.05.008.

Watne, T. A., L. Brennan, and T. Winchester 2014, Consumer Socialization Agency: Implications for family decision-making about holidays, Journal of Travel & Tourism Marketing, 1-20.

Watne, T. A., and Winchester, T. 2011, Family holiday decision making: the knowledge and influence of adolescent children and parents, in ANZMAC 2011 conference proceedings: Marketing in the Age of Consumerism: Jekyll or Hyde?, ANZMAC, Perth W. A., 1-9.


Refbacks

  • There are currently no refbacks.


International Journal of Marketing, Communication and New Media

ISSN: 2182-9306

 

International Networks of Indexing:

Emerging Sources Citation Index (Clarivate Analytics) - QUALIS CAPESGOOGLE SCHOLAR - LATINDEX - REDIB - RCAAP - OAJI - DRJI - MIAR - LIVRE - ERIH PLUS.