Extent of susceptibility to interpersonal influence and price sensitivity among Indian youth: is there a relationship between these two constructs?

Abstract

PurposeThe purpose of this paper is to estimate the extent of susceptibility to interpersonal influence and price sensitivity prevalent among Indian youth, to test if there is a relationship between these two constructs and identify the reason for the same.Design/methodology/approachIn order to empirically test the given objectives, instruments to measure susceptibility to interpersonal influence as well as price sensitivity were developed by using inputs from the literature. Responses were elicited from a sample of Indian youth (between 16 to 25 years) residing in various Indian cities. Relevant statistical tools were used to analyze the data.FindingsIndian youth showed high scores on their traditional consumer behavioral traits of susceptibility to interpersonal influence and price sensitivity. It was shown that susceptibility to interpersonal influence had a significant impact on the level of price sensitivity among Indian youth. Gender played a significant role in this relationship.Practical implicationsThe results provide many interesting insights with respect to the consumer behavioral traits of Indian youth. These insights will enable managers to develop effective marketing‐mix strategies, which would cater to the requirements of the Indian youth population.Originality/valueThis is the only contemporary paper in the extant literature which measures the level of susceptibility to interpersonal influence and price sensitivity prevalent among Indian youth and which attempts to identify an empirical relationship among these important constructs.