Lorsque les adolescents connectés participent au processus d’achat de la famille. Focus sur un nouveau pouvoir d’influence au travers du digital

Béatrice Durand -Mégret, Pascale Ezan () and Régine Vanheems ()
Additional contact information
Pascale Ezan: NIMEC - Normandie Innovation Marché Entreprise Consommation - UNICAEN - Université de Caen Normandie - NU - Normandie Université - ULH - Université Le Havre Normandie - NU - Normandie Université - UNIROUEN - Université de Rouen Normandie - NU - Normandie Université - IRIHS - Institut de Recherche Interdisciplinaire Homme et Société - UNIROUEN - Université de Rouen Normandie - NU - Normandie Université
Régine Vanheems: Institut d'Administration des Entreprises (IAE) - Lyon

Post-Print from HAL

Abstract: The purpose of this researchis to know better the way the teenagers influence the purchases of the family in the digital era. Through a qualitative study, this article explores how the teenagers mobilize these technologies to influence the decisions of purchase. It seems that a new shape of remote, individual or collective influence would increase the teenager's strength of persuasion in the choice of products for the family. This research shows how and how much it is necessary to take into account the teenagers as a strategic target andoffers tracks for managers to build on those new influence strategy.

Keywords: Teenagers; Family; Multi-channel consumption; Web 4.0; Famille; Adolescents; Consommation multi-canal; Influence; Interaction; Prescription (search for similar items in EconPapers)
Date: 2017-09-08
References: Add references at CitEc
Citations:

Published in 16ème journée de recherche sur le e-marketing/digital Marketing, Sep 2017, Paris, France

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

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:hal:journl:hal-02072509

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().