Adolescent Influence in Family Decision Making: A Replication with Extension

Sharon E Beatty and Salil Talpade

Journal of Consumer Research, 1994, vol. 21, issue 2, 332-41

Abstract: In this article, we replicate and extend several elements of E. Foxman, P. Tansuhaj, and K. Ekstrom's 1989 study of adolescent influence, while providing an integrative model of teenager influence and a new scale of perceived relative influence. Further, we examine the effect of parental employment status on teens' influence, as well as gender-based differences in perceptions. Motivational aspects, including product importance and usage, provided the strongest and most consistent explanations of teenagers' perceived relative influence across stages and purchase situations. In addition, parental employment status positively influenced teens' perceived influence of durable family purchases. Mothers and daughters generally did not differ in their rating of the daughters' perceived influence in the durable purchase decision-making process, while fathers' and sons' ratings did differ. Copyright 1994 by the University of Chicago.

Date: 1994
References: Add references at CitEc
Citations: View citations in EconPapers (58)

Downloads: (external link)
http://dx.doi.org/10.1086/209401 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:oup:jconrs:v:21:y:1994:i:2:p:332-41

Access Statistics for this article

Journal of Consumer Research is currently edited by Bernd Schmitt, June Cotte, Markus Giesler, Andrew Stephen and Stacy Wood

More articles in Journal of Consumer Research from Journal of Consumer Research Inc.
Bibliographic data for series maintained by ().