Adolescent influence in family purchase decisions: An update and cross-national extension

Wang, Sijun; Holloway, Betsy Bugg; Beatty, Sharon E.; Hill, William W.

doi:10.1016/j.jbusres.2007.04.004

Cited by 66 publications

(74 citation statements)

References 29 publications

(50 reference statements)

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“…Moreover, given most of the past studies were conducted in western countries, there has been a mounting interest to delve into the subject matter in developing markets (Fam, Waller, Ong and Yang, 2008). Furthermore, while advertising studies using general public as samples are abundant, how adolescents and young adults perceive advertising remains relatively ambiguous as they are largely assumed to be similar to adults (Wang, Holloway, Beatty and Hill, 2007). Taking the Neoteric-inheritors, a young generational cohort in Sarawak, as the target population (Ting, de Run and Fam, 2012), the purpose of this study is to investigate the effects of their beliefs about advertising and personal values on attitude towards advertising.…”

Section: Introductionmentioning

confidence: 99%

Attitude Towards Advertising: A Young Generation Cohort’s Perspective

Ting¹,

Cyril²

2015

AJBR

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This study aims to investigate young consumers' views about advertising from generation perspective. Specifically, it seeks to scrutinize the effects of both advertising beliefs and personal values on their attitude towards advertising. As past studies review little about the implication of generation on advertising attitude in developing markets, the study looks into the subject matter from the standpoint of a young generation cohort in Sarawak. Self-administered survey was utilized on the basis of purposive sampling strategy to sample Neoteric-inheritors (aged 15-21 as of 2013) in the state. 450 copies of questionnaire were distributed, and 384 usable copies were subsequently collected. Data was analyzed using descriptive analysis and regressions. The findings show that product information, social role/image, being good for the economy, not being materialistic and truthfulness have significant effect on Neoteric-inheritors' attitude towards advertising. Contrary to past studies, their advertising attitude is found to be predominantly formed by positive beliefs. Moreover, only internal value is found to be significant in predicting attitude though the effect is weak. The study thus provides insights into how young consumers in developing markets view advertising, and how the understanding of generation articulates the effect of advertising beliefs and personal values on attitude and behavioural intention. By understanding the embedded orientations in generation, knowledge about young consumers' attitude towards advertising, and advertising effectiveness can be further enhanced.

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Section: Introductionmentioning

confidence: 99%

Attitude Towards Advertising: A Young Generation Cohort’s Perspective

Ting¹,

Cyril²

2015

AJBR

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“…Adolescents as consumers have historically never been more influential than today-they are relatively affluent since most of them have some sort of income of their own and little or no fixed costs. Moreover, research has shown that in addition to making their own consumer decisions, adolescents also have a significant influence on family purchase decisions (Wang, Holloway, Beatty, & Hill, 2007). As stimuli material, we chose to devise magazine ads.…”

Section: Introductionmentioning

confidence: 99%

Gender Differences in Adolescent Advertising Response: The Role of Involvement and Message Claim

Massar

Buunk²

2013

PSYCH

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This study investigates whether gender differences in adolescents' advertising judgments and purchase intentions are due to their level of involvement with the advertised product, and with the claim made in the ad, i.e. whether evaluative versus factual message claims are used. Male (n = 115) and female adolescents (n = 127) were randomly assigned to a mixed design. They read either factual or evaluative ads (between-subjects variable) about a product within and about a product outside their area of interests (within-subjects variable). Results show that when an ad contained a description of a high involvement product (i.e. the youth magazine), adolescent females were persuaded most by factual information, whereas when the ad contained a description of a low involvement product (the sports magazine), they were persuaded more by evaluative information. Adolescent males overall indicated a more positive attitude towards a high involvement product, but were equally persuaded by evaluative and factual information. We conclude that gendered advertising responses do exist, and that the level of involvement with the product advertised determines which type of message claim-factual versus evaluative-is most effective for each gender. Discussion focuses on theoretical and practical implications of these results.

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“…Malene (2011) studied the purchasing behaviors of children's parents, and concluded that children had a high influence on grocery purchases. In another study, Wang et al (2007) analyzed the influence of adolescents with respect to their culture. Considering the cultures and habits of Chinese and U.S. respondents, they determined that demographic and socio-economic variables differentiate the influence.…”

Section: Research Literature and Developing Hypothesesmentioning

confidence: 99%

Adolescent Influence on Family Purchasing Decisions: Research in Turkey

Kadıoğlu¹,

Şahin²,

Doğrul³

2017

EJBM

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The economic, social, and cultural changes in the modern world have made adolescents between the ages of 12 and 18 important influences on family purchasing decisions. No longer solely users of products and services, adolescents now influence purchasing decisions and have attracted the attention of marketers and researchers. The purpose of this study is to analyze changes in the influence of adolescents aged between 12 and 18 on family purchasing decisions depending on socio-economic and demographic factors. This study aims to determine whether changes occur regarding different product groups by establishing at which stage of the decision process adolescent influence predominates. To achieve this goal, a survey method was used as a data collection tool. Using the convenience sampling method, adolescents within the age range of 12 and 18 were interviewed in Mersin, Turkey. The research results indicate that the influence of adolescents on family purchasing decisions occurs at different stages and depends on the type of product to be purchased. The analysis further shows that adolescents' age, gender, and number of siblings, and the family's total income, the father's level of education, and the mother's employment status also affect adolescent influence on family purchasing decisions.

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Adolescent influence in family purchase decisions: An update and cross-national extension

Cited by 66 publications

References 29 publications

Attitude Towards Advertising: A Young Generation Cohort’s Perspective

Attitude Towards Advertising: A Young Generation Cohort’s Perspective

Gender Differences in Adolescent Advertising Response: The Role of Involvement and Message Claim

Adolescent Influence on Family Purchasing Decisions: Research in Turkey

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