Children's influence in purchase decisions: a social power theory approach
Journal of Business ResearchPublished 16 December 2003
Laura A. Flurry, Alvin C. Burns
Citations115
SJR quartileQ1
SJR score3.50
SNIP3.35
Generate an AI Snapshot to get a quick, structured summary of this paper.
Study Snapshot
ObjectiveStudy objective
MethodsResearch methodology
PopulationPopulation studied
Sample sizeSample sizes
OutcomesStudy outcomes here
ResultsStudy results comes here
LimitationsResearch study limitations comes here
A concise AI-generated summary of the paper will appear here once you click Generate AI Snapshot.
Abstract
To understand children's influence in family decision-making, this research uses social power theory to develop a conceptual model of children's influence. The conceptual model hypothesizes that children's active social power, children's passive social power, preference intensity, and decision history should aid in the explanation of variations observed in children's influence. Empirical tests with a random sample of 987 matched pairs of children aged 8–11 and their mothers support the model.
Keywords
PsychologyBusiness, Management and Accounting
Structural Equation Modeling A Multidisciplinary JournalCutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives
105,395 Citations1999Li‐tze Hu, Peter M. Bentler
The Blackwell Encyclopedia of SociologySocial Exchange Theory
2,649 Citations2006Karen S. Cook, Eric Rice
Journal of Consumer ResearchConsumer Socialization of Children: A Retrospective Look At Twenty‐Five Years of Research
1,915 Citations1999Deborah Roedder John
Medical Entomology and ZoologySocial Psychology: Sociological Perspectives
1,254 Citations2006David E. Rohall, Melissa A. Milkie +1 more
Teaching SociologyThe Structure of Sociological Theory
943 Citations1979Gerd Schroeter, Jonathan H. Turner
Journal of Applied PsychologyAnalysis of role conflict and role ambiguity in a structural equations framework.
685 Citations1990Richard G. Netemeyer, Mark W. Johnston +1 more
Medical Entomology and ZoologySocial Psychology: Sociological Perspectives
620 Citations1990Morris Rosenberg, Ralph H. Turner
Journal of Consumer ResearchAdolescent Influence in Family Decision Making: A Replication with Extension
465 Citations1994Sharon E. Beatty, Salil Talpade
Journal of Consumer ResearchUsing Drama to Persuade
415 Citations1989John Deighton, Daniel Römer +1 more
Medical Entomology and ZoologyKids as Customers: A Handbook of Marketing to Children
348 Citations1992James U. McNeal
Applied Psychological MeasurementProblems in the Measurement of Latent Variables in Structural Equations Causal Models
315 Citations1990Patricia Cohen, Jacob Cohen +3 more
Contemporary Sociology A Journal of ReviewsThe Mathematics of Collective Action.
281 Citations1976James C. McCann, James S. Coleman
Journal of Consumer ResearchModels of Cooperative Group Decision-Making and Relative Influence: An Experimental Investigation of Family Purchase Decisions
269 Citations1987Kim P. Corfman, Donald R. Lehmann
Social ForcesFamily Decision-Making: A Developmental Sex Role Model.
124 Citations1982Spencer E. Cahill, John Scanzoni +1 more
Journal of Personality and Social PsychologyThe effects of target, age, and gender on use of power strategies.
104 Citations1984Gloria Cowan, Joan Drinkard +1 more
Child DevelopmentChildren's Influence Strategies: Structure, Sex Differences, and Bilateral Mother-Child Influence
70 Citations1988Gloria Cowan, S. Kelly Avants
RePEc: Research Papers in EconomicsFamily and Store Choice - A Conceptual Framework
6 Citations2006Sanjeev Tripathi