The factors influencing adolescents’ purchase intentions of state-of-the-art cell phones in Taiwan

Hsiao-Ching Lee (), Chung-Yu Wang and Ruei-Sia Hong

Service Business, 2013, vol. 7, issue 4, 713-734

Abstract: To understand why adolescents pursue state-of-the-art cell phones, this study examines the role of materialism in affecting purchase intentions. The vanity traits of adolescents, peer groups, innovativeness, sales promotion, and advertising and celebrity endorsements were considered as antecedents of materialism to examine how they influence purchasing intentions. The findings reveal that materialism is a crucial personal value that motivates adolescents to purchase state-of-the-art cell phones. In addition, the vanity traits of adolescents, peer groups, innovativeness, and sales promotions strengthen materialism. The implications of the findings in relation to the conceptualization and management of adolescents’ materialism are briefly discussed. Copyright Springer-Verlag Berlin Heidelberg 2013

Keywords: Vanity trait; Innovativeness; Peer groups; Sales promotion; Advertising and celebrity; Materialism; Purchase intentions (search for similar items in EconPapers)
Date: 2013
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DOI: 10.1007/s11628-013-0203-0

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