Adolescent Influence in Family Decision Making: A Replication with Extension

  • Beatty S
  • Talpade S
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Abstract

in this articl, 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, as well as gender-based differences in perceptions. Motivacional 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 purchase. Mothers and daughters generally did not differ in their ratins of daughters´perceived influence in the durable purchase decision-making processo, while fathers´and sons´rating did differ.

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Beatty, S. E., & Talpade, S. (1994). Adolescent Influence in Family Decision Making: A Replication with Extension. Journal of Consumer Research, 21(2), 332. https://doi.org/10.1086/209401

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