Adolescent perceptions of parent and peer influences on teen purchase: An application of social power theory

Goodrich, Kendall; Mangleburg, Tamara F.

doi:10.1016/j.jbusres.2009.12.004

Cited by 39 publications

(29 citation statements)

References 35 publications

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“…A typical example is Burnkrant and Cousineau (1975), who discern (dis)similar sources (similar students or dissimilar housewives) of social influence. Childers and Rao (1992) and Goodrich and Mangleburg (2010) also take specific social groups (family, parents and peers) into account, but do not focus on sustainable products.…”

Section: Literature Reviewmentioning

confidence: 99%

Social influence on sustainable consumption: evidence from a behavioural experiment

Salazar

Oerlemans

Stroe-Biezen

2012

Int J Consumer Studies

181

138

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Although social influence on consumers’ behaviour has been recognized and documented, the vast majority of empirical consumer studies about sustainable products considers mainly, if not only, individual characteristics (socio‐demographic attributes, individual environmental attitudes, etc.), to explain the decision to buy sustainable products. Making use of experimental methods, this paper studies the social influence that peer groups like colleagues, family and friends may exert in the decision to choose for environmentally friendly products rather than conventional ones. We also test for different types of social influence, in particular for ‘herd behaviour’ vs. ‘social learning’. In our experimental setting, the relevance of peer effects is corroborated. We find clear evidence for ‘herd behaviour’ and the data indirectly support the presence of ‘social learning’ effects. The results also suggest heterogeneous impact of specific social groups.

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Section: Literature Reviewmentioning

confidence: 99%

Social influence on sustainable consumption: evidence from a behavioural experiment

Salazar

Oerlemans

Stroe-Biezen

2012

Int J Consumer Studies

181

138

View full text Add to dashboard Cite

show abstract

“…In a consumer context, several studies show that adolescents' product preferences depend on those of peers (e.g., Bachmann, John, & Rao, 1993; Childers & Rao, 1992;Mascarenhas & Higby, 1993). Friends help adolescents evaluate products, brands, and stores in ways that enhance each teen's sense of belonging while also establishing an identity separate from parents and from out-groups (Goodrich & Mangleburg, 2010). Accordingly, SNI has a primary influence on adolescent consumers' behaviors (Kurt, Inman, & Argo, 2011).…”

Section: Need For Assimilation and Opinion Leadershipmentioning

confidence: 99%

“…To do so, they increasingly rely on new significant others: their peers (Goodrich & Mangleburg, 2010;Mangleburg, Doney, & Bristol, 2004). Apart from providing emotional support (Buhrmester, 1996), peer group membership helps adolescents reconcile two competing needs essential to the transition from adolescence to adulthood: the need for assimilation and the need for individuation (Brewer, 1991;Bristol & Mangleburg, 2005).…”

Section: Introductionmentioning

confidence: 99%

Unique but integrated: The role of individuation and assimilation processes in teen opinion leadership

Gentina

Butori

Heath

2014

Journal of Business Research

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“…The rise in popularity of word of mouth communication as a source of personal information results from consumers' desire for accurate and trustworthy information about products, services and companies (Murray, 1991). Previous research has generally concluded that parents and peers are two of the strongest sources of influence on the purchase decisions of teenage children (Goodrich and Mangleburg, 2010). In recent years, however, the increased use of the Internet by young people for product and company information has diminished the differentiating effect of information provided by parents and peers on product choices (ibid.…”

Section: Literature Review and Research Hypothesesmentioning

confidence: 99%

Corporate images' impact on consumers' product choices: The case of multinational foreign subsidiaries

Wilkins

Huisman

2014

Journal of Business Research

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The aim of this study is to ascertain the extent to which consumers' images of home and foreign business units, and their perceptions of the corporate images held by other stakeholders, influence their buying behavior. The sample consisted of high school students in the United Arab Emirates (UAE) who intended or expected to enter higher education. Using a survey questionnaire, we asked respondents about the extent to which they believed their overall impressions of foreign universities operating in the UAE were influenced by images of the institutions' home and UAE campuses and by their perceptions of the images held by other stakeholders. We found that when deciding on whether or not to buy from a foreign firm, consumers will be most influenced by the corporate images held by other stakeholders rather than the images of home and foreign business units constructed by themselves. These findings suggest that it would be advisable for firms to adopt a stakeholder perspective when developing and implementing their marketing strategy.

show abstract

Adolescent perceptions of parent and peer influences on teen purchase: An application of social power theory

Cited by 39 publications

References 35 publications

Social influence on sustainable consumption: evidence from a behavioural experiment

Social influence on sustainable consumption: evidence from a behavioural experiment

Unique but integrated: The role of individuation and assimilation processes in teen opinion leadership

Corporate images' impact on consumers' product choices: The case of multinational foreign subsidiaries

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