Family Purchase Decisions Research Articles

Theoretical framework and conceptual model on teenagers’ involvement in family purchase decision

Theoretical framework and conceptual model on teenagers’ involvement in family purchase decision

Family and Life Insurance Purchase Decision-Making: The Significance of Personal Values

Over the decades, considerable studies have established the connection between values and their relevance to consumer behaviors. However, there needs to be more research on how values impact decision-making roles within the family. Accordingly, this paper seeks to address this apparent gap. This conceptual paper draws from the mixed review of the extant literature that revolves around the key themes of this subject. This paper emphasized the significance of values within the family setting and their potential impact on decision roles between husband and wife. The paper draws on The Theory of Basic Human Values to understand decision-making power about personal values. With this model, a four-category typology of family types is suggested in this paper and their decisive role outcomes. Traditional Valued Couple, Power Valued Couple, and Security Valued Couple. This paper has significant implications for family purchase decisions about segmentation, targeting, advertising, and personal selling. It also brings to attention how deeply ingrained values are and how they affect the dynamics of husbands' and wives’ decision-making. This paper explores the concepts of decision roles in family settings within the marketing literature vis-à-vis the role of values, which is rarely examined.

Influence of Demographics on Family Communication Patterns in Family Purchase Decisions

The purpose of this paper is to find the influence of child demographics and parent demographics on family communication patterns for both Indian and Japanese children in family purchase decision making. In order to achieve the objectives of the research, the authors have used descriptive research design and have used a survey method to collect responses from parents of both Indian as well as Japanese expat children living in India. The results of the study suggest that the demographics have significant influence on family communication patterns except gender of child. Marketers can frame the family profiles of their interest according to the communication pattern followed in the family and then target them accordingly with suitable media and marketing programs.

Adolescents’ Motivation and Conflict Resolution Orientation in Influencing Parents’ Decisions Regarding Family Vacations: A Taiwan Perspective

ABSTRACT Individuals’ motivation explains their efforts to meet their preference in consumption situations within family. This study aims to examine the relative importance of intrinsic and external elements of adolescents’ tourist motivation in explaining their influence over parents’ decisions regarding family vacation. We also look at the moderating role of disagreement resolution approach used in their family life. Data from 571 responses by adolescents in Taiwan revealed that seeking force (SF) is positively related to their perceived influence across the stages of family travel decisions. In contrast, adolescents’ escape force (EF) is unrelated to these outcomes. Furthermore, adolescents’ problem-solving orientation (PSO) to conflict resolution appears to strengthen the relatedness of SF to adolescents’ perceived influence at the initiation stage (II), the search and evaluation stage (SEI) and the final decision stage (FDI). The non-problem-solving orientation (NPSO) to conflict resolution appears to weaken the relationship between EF and SEI. We also found an inverse-V-shaped pattern of influence as speculated. This contrasts with the conventional view of this as a declining or V-shaped pattern in family purchase decisions.

Children influence on family purchase decisions across product categories

Children influence on family purchase decisions across product categories

A Study on Behaviour of Children in Family Purchase Decision for Specific Products

A Study on Behaviour of Children in Family Purchase Decision for Specific Products

Influence of parents, peers, and media on adolescents' consumer knowledge, attitudes, and purchase behavior: A meta‐analysis

AbstractAdolescents are considered a critical consumer segment due to their huge spending power and significant influence in family purchase decisions. Parents, peers, and media are the three essential socialization agents that significantly influence adolescents' consumer knowledge (awareness), attitudes (attitude toward ad, brand, and price), and purchase behavior via the process of consumer socialization. This meta‐analysis investigates the impact of these agents by integrating findings from 36 studies, including 194 relationships among 29,209 adolescent respondents. The study examines the moderating role of various cultural dimensions (individualistic, power distance, and masculinity), publication year, and age. The findings reveal that peers have the maximum number of significant effects, followed by media and parents. Parents and peers have a stronger impact on adolescents' attitudes toward brand in cultures that are high in individualism and power distance. The effects for many focal relationships are stronger in recent publications, which confirms the critical influence of the external environment, including access to the Internet and social media. Age, culture, and publication year moderate key relationships. The study contributes to consumer socialization literature and has practical implications for marketers interested in teenage consumers.

Exploring Dimensions of Children Influence in Family Purchase Decision Making: A Mixed-Method Approach

Exploring Dimensions of Children Influence in Family Purchase Decision Making: A Mixed-Method Approach

Young adults’ socialization in housing and real estate purchase decisions in India

PurposeThe purpose of this paper is to understand the influence of young adults’ socialization and product involvement on family housing and real estate purchase decision-making process. While previous studies have used these constructs in the fast-moving commercial goods category, this paper is considering the real estate family purchase decision as the core point of research and analysis.Design/methodology/approachData were collected from 429 young working adults across various sectors in India. The proposed conceptual framework is tested using structural equation modeling.FindingsThe findings suggest that the teenagers with high social life have a better say in the decision-making process. It was also found that the young adults’ product involvement (measured in terms of gratification and symbol) construct shows how involved they are with the final decision-making in a family. The results suggested that the more young adult socializes, the more voice he has in the family housing and real estate decision-making process.Originality/valueThis paper is the first to analyze the role of teenage socialization and product involvement on family housing and real estate purchase decision-making process. This paper will be practicable to all the stakeholders of the housing industry as a whole.

The Effect of Malaysian Teenagers Resources, Influence Strategies and Family Purchase Decision

The Effect of Malaysian Teenagers Resources, Influence Strategies and Family Purchase Decision

Adolescents’ use of influence tactics with parents in family travel decision making: A cross-societal comparison in Eastern Europe

ABSTRACTWe aim to present a cross-societal comparison of the influence tactics that adolescents use with their parents in family travel decisions by investigating 762 usable responses of senior high school students across four Eastern Europe societies (Lithuania, Poland, Russia, and Slovakia). Through multi-group confirmatory factor analysis (MG-CFA), adolescent influence behavior emerges in a refined and validated model of four subscales reflecting bargaining, persuasion, emotional, and request strategies. These subscales indicate the measurement invariance of adolescent influence behavior across societies. Our findings show significant between-society differences for all four dimensions of adolescents’ influence tactics with their parents. Furthermore, respondents from all four societies have similar priorities of choosing their influence tactics, as reported in recent studies on family purchase decisions. We also found that respondents from the non-post-Soviet cluster (NPSC) are more likely to apply various influence tactics than their counterparts from the post-Soviet cluster (PSC). We conclude with a discussion of these differences and why they may have occurred.

Understanding the Influence of TV Advertisements on Children’s Purchase Behaviour

In this research paper the authors have studied the perception of children towards advertisement and its influence on purchase decisions. The authors visited different schools in Visakhapatnam and checked the responses of children on time spend on TV in weekdays and weekends. Random sampling technique was used to select children from different schools. A total of 400 questionnaires were circulated, and 383 questionnaires were validated. The data collected was analysed through descriptive statistics, Weighted Average Ranking Method and ANOVA to test the hypotheses. The tests support the hypotheses that the perception towards advertisement among children plays a key role in influencing the family purchase decisions. The findings in the research will enable marketing teams in understanding how the thought process takes place in the minds of these young consumers. This will help marketers create content for their advertisements.

Adolescents Influence on Family Purchase Process in India

Considering the significance of Adolescents behaviour in family purchase decisions, the study initiated with the objective to unearth the adolescents influence on the buying decisions of the family. The purpose of the study is listed down into three parts: Firstly, to explore the relationship between the age of adolescents and its effect on buying decisions of family. The next objective is to catalogue and position the products on the basis of influence of Adolescents. Subsequently, the other task is to examine and establish the comparative analysis of Adolescents influence for three different goods categories (so designed) and also analysing it at various stages of Family purchase process. The research methodology is based on the study of relevant review work done in the past and an interview conducted amongst the adolescents for the data collection. Furthermore, a structured questionnaire is circulated amongst adolescents aged between 14-19 years. Data was collected from 350 adolescents. Study also exhibited that there are three product categories identified by factor analysis explicitly “Prominent” Products, “Popular” Products and “Common” Products– It was observed that Popular products gained maximum attention of adolescents, followed by Prominent Products and the least attention seeker for adolescents are Common Products. These categories are designed in context to Indian families & environment. Multivariate Analysis of Variance, i.e., MANOVA was also applied for third objective which presented the outcome that in case of Prominent and Popular Products, adolescent’s impact is greatest at the beginning stage of the purchase process and least at exploration stage. But in case of Common Products, Adolescents influence is highest at the stage of decision making and selection. This study can have enormous future relevance for the marketers by the way of providing them with broad scope of adolescents’ behavioural understanding in family in context to different product categories and at multiple buying stages of family purchase process. This could be considered as the base for formulating and executing various marketing plans. The paper bears uniqueness in terms of analysing adolescents’ behaviour in relation to multiple product catalogues and relating the segmentation across various family buying stages.

Using Gamified Packaging to Increase Child Influence on Family Consumption of Healthy Foods

Children have always influenced family purchase decisions. To investigate this influence, a pilot research is performed on 8 different product categories and 166 parents of children aged 7–12 were questioned. The survey findings indicate that children have quite strong influence on the family decision making processes, particularly for products relevant to them like food categories. As the knowledge of family buying role is important in developing appropriate marketing strategies, the extracted information from the survey leads the research to increase child’s influence on buying healthy food for the whole family. In comparison with Martensen’s investigation, this paper proposes a similar methodology in a match complex framework. The selected products are adapted with the shopping basket of Iranian families. A framework is suggested which shows the correlations between stages of purchase with gamification elements and food dimensions. A series of gamified packages are designed based on the framework and their prototypes are evaluated by a number of 26 children aged 7–9 and a number of 21 parents. The results suggest that gamified packaging can influence children’s and parents’ purchase intentions and can be one of the most important elements to promote healthy food.

Family Communication Patterns and Influence of Children in Family Purchase Decisions

This article revolves around the validation of family communication pattern scale along with its subsequent influence on child influence in family purchase decisions. The perceptions of parents of 6-12 years old children in Delhi NCR were taken into consideration to carry out research. Both primary and secondary studies were conducted to complete the research process. Exploratory factor analysis and confirmatory factor analysis were used to validate family communication patterns scale and multiple linear regression was used to find the influence of family communication patterns on children influence in purchase decisions across product categories. The findings resulted in four factors of family communication patterns with an excellent fit. Also, there was a significant influence of family communication patterns on children influence on child goods and services and not on family-related goods.

Influence of Socializing Agents on Children Involvement in Family Buying Decision Process

Successful marketing can be achieved through a continuously focus on an appropriate consumer. Children are identified as active consumer and influencer in the modern market. This paper recognizes the emerging status of children as an influencer and has promoted researchers to conduct research in the developing country such as Pakistan on socializing agents that influence children on family buying decision. This research applied purposive sampling of 484 children (8 – 12-year-old age group) from major cities of the Punjab, Pakistan. A pilot study was conducted from 88 families to measure validity and reliability of the questionnaire. The results revealed that children provoked through parent-child relationship, pressure of the peer group, advertising, types of product and has a significant and positive influence on family purchase decisions in the Punjab, Pakistan. This research contributes with its understanding on contemporary influencer and consumer to support marketer with significant knowledge concerning to the influence of children on family purchase decision in Pakistan. It rouses marketers to be conscious that the children’s purchasing power surge in future. This embraces noticeably more influence when it derives to purchasing decisions of family. Consequences of this research provide executives with significant information for modifying the effective strategies of marketing.

Influence of Family Communication Patterns in Family Purchase Decision Making

The purpose of the paper was to find out the influence of Indian children in family purchase decisions across product categories as per parental perception with special consideration to family communication patterns. The research was conducted on 320 parents of Delhi-NCR. Various statistical tools such as exploratory factor analysis, confirmatory factor analysis, MANOVA, multiple linear regression, and independent sample t -test were used to conduct the research. The findings concluded that Protective and Laissez-Faire type of parents had no significant influence on the purchase of product categories. The results also reported the influence of concept orientation type of communication on children's influence in family purchase decisions across product categories, especially on child-related products and services.

Adolescents’ perceptions of mother–father dominance in family vacation decisions: a 25-society study

This study applies and builds on Davis and Rigaux’s (J Consum Res 1(1):51–62, 1974) triangle of spousal dominance styles of family purchase decisions. We explored adolescents’ perceptions of parents’ dominance in family decisions by investigating mother–father relative influence (MFRI) and responsibility sharing with family for 15 issues relating to vacations. The results, derived from data collected in 25 societies, demonstrate a tendency toward an autonomic style of parents’ decision-making for all sub-decisions and all societies except Turkey. Overall, both decision phases and cultural regions correlated with democratization of family vacation decisions. The relationship between sex-role specialization and societal cluster differed across sub-decision clusters. Further, societal effectiveness in general, individualism and long-term orientation were positively correlated with MFRI.

Categorising Products Strategically Basis Children’s Influence in Urban Indian Household

Among all the factors that influence a buyer’s behavior, the single most influential group in the consumption behavior pattern of an individual is the family. In a household’s purchase decision making, since different family members pose as decision makers for different products, identifying the decision maker is of utmost significance to the marketers. Consumer behaviourists have oversimplified the classification of family or household purchase decisions into three / four groups: husband dominated, wife dominated, joint and autonomic; largely overlooking or understating the role played by the child consumer in these product purchase decisions. This paper aims to study the extent of children’s influence in an urban Indian household’s purchase decision making and examine the variation in this influence orientation across select products with the ultimate aim of creating a novel categorisation of products into decision categories; basis select variables. The study concluded that that the relative influence of children varied significantly across majority products and variables. Results led to the creation of four decision categories basis children’s relative influence: couple dominant, husband / wife dominant, children dominant and participatory. Interestingly, most products expected to be in the parents’ domain were observed to have progressed to the participatory domain or the children’s sole domain. This paper is a novel attempt towards creation of decision categories and categorisation of products therein; basis children’s influence and other key variables which impact purchase decision making.

The Asymmetric Effect of Sex Role Orientation on Japanese Family Purchase Decision Making

Family purchase decision making is driven by the bipolar gender stereotypes of husband and wife. However, relatively little is known about how individual perceptions of Sex Role Orientation (SRO) affect authority in an integrated decision. The present research is aimed to narrow the gap in the literature by dissecting the four dimensions of Sex Role Orientation and exploring the interplay among the elements of household decision making: SRO, gender, and purchase decision stage. The authors carry out a comprehensive analysis by utilizing representative empirical data collected from 500 demographically heterogeneous individuals who filled out a survey related to gender role orientation and automobile purchasing behavior. The analysis reveals asymmetric effects of females and males norm perceptions. While the fundamental relationship between SRO and decision making authority is predominated solely by the gravity of male values, the moderating effect of gender is primarily affected by female dimensions. The research breaks beyond the limitations of prior research by elucidating households’ decision making structure through isolating the dimensions of female and male gender norms, and contributes to the literature by providing a deeper and more comprehensive insight into the underlying factors of decision making mechanism between husband and wife. In addition, given the sparse research on gender roles and purchasing behavior in Japanese society, the results provide a basis for cross-cultural comparison and actionable items for immediate management implication by practitioners.