Family Purchase Research Articles

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.

The first leader of the Katerynoslav nobility K. Lalosh

The article is devoted to the court cases of the family of the first (1784–1787) leader of the Katerynoslav nobility Kostyantyn Lalosh. In current researches there is only brief information about his military career and mention of his presence in the regional administration in the 1780s (N. Surieva, L. Tsiganenko). The research is carried out in the context of social history. Such methods as prosopography, biography were applied. The main focus is on the documents of the trial at the Ekaterinoslav chancery court in 1792. The dispute was around the inheritance of Lalosh’s deceased wife, Marfa. Two sides of the conflict were her son from the first marriage, Alexander Ostrogradsky, and from the second marriage – Nikolai Lalosh. The interests of the latter were represented by his father. The materials illustrate the plots of social, everyday history of the region, give a description of the historical and legal traditions of the Left Bank and Southern Ukraine in the last quarter of the XVIII century. In particular, they demonstrate the effect of debt securities legislation, inheritance legislation, marriage and family legislation. Mention is made about the members of the well-known families of the Hetmanate the Lalosh’s wife Marfa was connected to: the Ostrogradsky, the Pikovtsy, the Lizozuby. The case includes the unique documents: the copies of private letters, registers of family expenses and purchases. In addition to this, other cases from other judicial institutions such as the Yekaterinoslav Viceroy’s Board, where K. Lalosch tried to solve the problem of debt, property, inheritance were involved. Documents appeal to Russian imperial legislation, the norms of the III Lithuanian Statute, which continued to exist on the territory of the former Hetmanate. K. Lalosh appealed in his lawsuits to the so-called "Little Russian law", and being of Serbian origin, Russian military personnel. The following legal concepts are mentioned as "materyzna" (mother’s inheritance), "vino" (daughter’s dowry from family property), etc. All this attests to the developed and complex institute of inheritance on the territory of the Left Bank Ukraine, where Lalosh’s wife came from. Family lawsuits illustrate the process of incorporation of the nobility of the Left Bank, Southern Ukraine into the society of the Russian Empire. This happened not only through the service, privileges from the state, but also through satisfaction of property interests, unification of legal institutions. The article substantially complements the data on the first leader of the Katerynoslav nobility and his descendants.

Child’s Powerful Purchase Weapon - Pester Power

According to the era of millennial, the boon pester power as opposed to prevailing school of thought that have tended to prioritise parental perspectives, a bane in purchasing shopping things. Pester power in other words is a good-natured game between parent and child, opposing to the negative outcomes of a purchase encounter always suggested and nagged by their childrenthey may not otherwise. The paper identifies various dimensions, such as Source of information about new products, Reason for purchase request of the product by child, Child influence on family purchase, Type of pestering, Parents response to child pestering, Child’s reaction towards parents response as the prominent significant factors behind a powerful weapon pestering. The study has recognised that the children pestering strategy have influenced parents in purchasing lot of FMCG products along with their own alternatives for the family.

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.

A Cross-National Study Examining the Role of Executive Function and Emotion Regulation in the Relationship between Children's Television Exposure and Consumer Behavior.

Across industrialized nations, children and teens are a highly prized target for the advertising industry because young people have a tremendous influence on family purchases; however, media scholars have long suggested that young people are a fundamentally vulnerable audience because they lack the necessary developmental competencies to adequately process and protect themselves from advertising communications. Yet, the precise developmental mechanisms have not been clearly articulated nor is there a clear understanding of how these competencies extend across childhood contexts (e.g., developmental phase, cultures). The current study seeks to lend clarity to this matter by looking at the potential influence that children's executive function and emotion regulation have on the relationship between television exposure (as a proxy of exposure to advertising messages and other consumption-oriented media content) and consumer behavior across a broad range of ages from two wealthy industrialized countries. Mothers of young elementary school children (5-8 years) and early adolescents (9-12 years) in the Netherlands (N = 333, 51.7% female child) and the United States of America (N = 810, 49.6% female child) took part in an online survey to report on their child's cognitive/affective development, media use, and consumer behavior (i.e., purchase requests, purchase related conflict). The results showed that across ages, executive function via attentional shifting moderated the link between purchase requests and purchase conflict, whereas positively valenced emotion regulation moderated the same relationship but only for older children. Lastly, the findings revealed that while there are differences in reported behavior among children in these two countries, the developmental processes tend to work in the same manner. The discussion focuses on what these findings mean for children's consumer development as they approach adolescence and how researchers and child advocates should take these developmental factors into account when considering children's potential vulnerability as consumers.

Pathways and Associations between Women's Land Ownership and Child Food and Nutrition Security in Pakistan.

Women’s land ownership plays a noteworthy role in improving various development indicators, including her own wellbeing and children’s food and nutrition security. However, the literature linking women’s access to land rights to the nutritional security of children in Pakistan is limited, even though it is a country facing enormous challenges of childhood malnutrition and gender discrimination. This paper contributes to the existing literature on the benefits of empowering women by studying the association and pathways between women’s land rights and child nutrition, using the 2012–2013 Pakistan Demographic and Health Survey. The ordinary least squares (OLS) regression results indicate that women’s individual land ownership and women’s autonomy in large-scale family purchases have a positive impact on children’s food and nutrition security (FNS). The results of quantile regression (QR) show that these effects are more pronounced in cases of children with severe stunted growth. In addition, a structural equation model shows that the positive relationship between women’s land ownership and child nutrition is partially mediated by women’s increased decision-making power in large-scale household purchases. Our research concludes that ensuring women’s land rights can improve women’s autonomy, which can be an effective policy tool that not only improves women’s welfare but also improves their children’s nutritional security.

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.

Socialization and the buying behaviour of the Arab child consumers: insights from Oman

PurposeThis paper aims to explore and analyze the various consumer socialization agents for the young Omani Arab children, who play a key role in the family purchase process.Design/methodology/approachA mixed method research approach was adopted in the form of a survey and short interviews for the study. The study was performed on the children in the age group of 7-14 years, enrolled in Omani schools. The socialization factors were grouped through the exploratory factor analysis and multiple regression analysis was conducted to assess the impact of the factors on the purchase of various product categories. Finally, short personal interviews with the children were made to validate the results.FindingsA model was proposed incorporating the four different socialization patterns of Omani children involving parents, friends, television and internet. The model was tested with the purchase of different product categories through multiple regression analysis. The results supported the parents, television and friends while rejected the internet as a means of socialization of Omani children. The qualitative analysis also revealed the same results, further incorporating the role of other family members in the socialization of the children.Research limitations/implicationsA research gap exists in the consumer literature related to the Arab child socialization as the previous scholars had contributed mainly in the developed Western context, hence, demanding further research studies in the young Arab consumers’ perspective.Practical implicationsBeing the first of its type in the regional context, the research is important for the researchers who wish to understand the socialization process and its agents for the Omani Arab children. The research provides insights about the psychology of Omani children towards the products, which can aid the marketers to design appropriate marketing programmes targeting the growing child segment in the Arab world.Originality/valueA significant research gap exists and suggests a research study on the patterns of socialization of the Arab children as no similar research had been previously conducted related to this context on child socialization. This research will serve as a base for future research studies in the socialization and purchase behavior of the Arab children.

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.

Store Brand Purchase in the Italian Market

The paper analyzes the degree of importance of Store Brand purchase determinants for the consumer. In particular, the research focuses on two specific shopper segments (hypermarket shopper and supermarket shopper) in order to evaluate the existence of any significant differences between their product evaluations. Telephone interviews, based on a structured questionnaire, were conducted with a sample of consumers responsible for family purchases and buyers of Store Brand products. For the majority of the purchasing determinants investigated, the results show a significant difference in opinion between those buying Store Brand products in hypermarkets and those in supermarkets. The difference found between shopper profiles has significant managerial implications that could be useful for determining Store Brand management policies. This paper also contributes to the academic debate on the role of Store Brand in the retail market.

Measuring adolescents’ tourism satisfaction: The role of mood and perceived parental style

Adolescents have become an attractive market for tourism because they represent a sizeable population segment with an increasing influence on family purchases. There is an urgent need to understand...

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.

Pester power: comparison between China and India

This empirical paper article presents a comparative study of children from the two most emerging and growing economies; India and China. The one-child policy in the People's Republic of China has created a generation of only one child in many urban areas. For this reason, urban China offers a unique environment to study the influence of children in family purchase decision-making. On the other hand in India, where population is growing very rapidly and expected to surpass China is a very attractive investment opportunity for MNCs. The objective is to explore to what extent findings related to Chinese children's influence in buying process are applicable in India. The paper also presents a comparison between the results of both countries.

Pester power: comparison between China and India

This empirical paper article presents a comparative study of children from the two most emerging and growing economies; India and China. The one-child policy in the People's Republic of China has created a generation of only one child in many urban areas. For this reason, urban China offers a unique environment to study the influence of children in family purchase decision-making. On the other hand in India, where population is growing very rapidly and expected to surpass China is a very attractive investment opportunity for MNCs. The objective is to explore to what extent findings related to Chinese children's influence in buying process are applicable in India. The paper also presents a comparison between the results of both countries.

A Study on children's influenced in family purchase decision making with special reference to Coimbatore city

A Study on children's influenced in family purchase decision making with special reference to Coimbatore city

Gender-wise Analysis of Children’s Influence across Stages of Family Decision Making Process

Past studies have considered gender of children as an important variable (Lee and Collins, 2000) in explaining the influence of child on family decision making. The findings from prior research suggest that in family purchases, female children (probably due to the early learning of sex roles) have more influence than male children (Lee and Collins, 2000; Moschis and Mitchell, 1986). This study provides a gender-wise analysis of children’s influence across stages of family decision making process in the purchase of child product and family product in Indian families. A cross-sectional survey method was carried out and the primary data for the study was collected through a “structured non-disguised” questionnaire. The sample population consisted of 488 male children and 278 female childrenin the age group 13 to 18 years.The collected data have been analyzed and interpreted with the help of statistical tools such as mean, standard deviation and repeated measures ANOVA. It was posited that children’s influence in stages of decision making process for child product and family product varies across (i) gender of children (H1), (ii) place of residence, i.e., rural and urban families (H2). Both the hypotheses were not supported by the analysis results.

Children as an Important Actor in the Process of Family Purchase Decision for Food Products

Children as an Important Actor in the Process of Family Purchase Decision for Food Products