Children's influence in family decision making: a study of yielding, consumer learning, and consumer socialization
Gespeichert in:
| Beteilige Person: | |
|---|---|
| Format: | Hochschulschrift/Dissertation Buch |
| Sprache: | Englisch |
| Veröffentlicht: |
Göteborg
BAS
1995
|
| Schlagwörter: | |
| Links: | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006873887&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| Umfang: | 411, [ca. 30] S. Ill., graph. Darst. |
| ISBN: | 9172461098 |
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| 100 | 1 | |a Ekström, Karin M. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Children's influence in family decision making |b a study of yielding, consumer learning, and consumer socialization |c Karin M. Ekström |
| 264 | 1 | |a Göteborg |b BAS |c 1995 | |
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| 650 | 4 | |a Advertising and children |z Sweden |v Case studies | |
| 650 | 4 | |a Advertising and children |z United States |v Case studies | |
| 650 | 4 | |a Child consumers |z Sweden |v Case studies | |
| 650 | 4 | |a Child consumers |z United States |v Case studies | |
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Datensatz im Suchindex
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| adam_text | 1
Table of contents
Part one: Introduction and theoretical framework
1 Introduction 1
1.1 The importance of children s influence in family decision making 1
1.2 Research problem 3
1.3 Purpose 5
1.4 Research questions 6
1.4.1 Different outcomes of influence 6
1.4.1.1 Yielding 6
1.4.1.2 Consumer learning 7
1.4.1.3 Consumer socialization 7
1.4.1.4 The relation between different outcomes of influence 8
1.4.2 Process related factors 9
1.4.3 Contextual factors 9
1.4.3.1 A product, service, activity, or issue 9
1.4.3.2 Situation 10
1.4.3.3 Reasons behind influence 11
1.4.3.4 Reasons related to family and personal characteristics 11
1.5 Scope and limitations of the study 12
1.6 Theoretical and practical relevance 13
1.7 Research disposition 14
1.7.1 Past experience and preunderstanding 14
1.7.2 The choice of major constructs 14
1.7.3 The research process 15
1.8 Structure and summary of the study 17
2 Influence 21
2.1 Introduction 21
2.2 Reasons and challenges of studying influence in families 21
2.3 Definitions of family 23
2.4 Definitions of influence and no influence 24
2.5 Influence from a decision dominance perspective 25
2.5.1 Individual versus joint decision making 26
2.5.2 Decision stages 29
2.5.3 Subdecisions 31
2.6 Influence from a social power perspective 32
2.7 Influence from a reference group perspective 34
2.7.1 Family as a reference group 35
2.7.2 Different types of reference group influence 36
2.8 The influence process 40
2.8.1 Decision making strategies 41
2.8.2 Influence strategies 43
2.8.3 Three processes of social influence 44
2.8.4 Different forms of a dyad 46
2.8.5 Direct and indirect influence processes 48
2.9 The effects of influence processes 49
2.9.1 Different outcomes of influence 49
2.9.2 Diffusion as an outcome of influence 50
3 Consumer learning and consumer socialization 53
3.1 Introduction 53
3.2 Definition of consumer 54
3.3 Definition of consumer learning 54
3.4 The consumer learning process 56
3.4.1 An overview of different consumer learning theories 57
3.4.2 Bandura s social learning theory 58
3.5 The effects of the consumer learning process 60
3.5.1 Different outcomes of consumer learning 61
3.5.2 The relation between cognitive and behavioral outcomes 64
3.5.3 Learning in relation to diffusion 64
3.6 Definition of consumer socialization 65
3.6.1 The multidisciplinary roots of consumer socialization 66
3.6.2 Socialization as a life long process 68
3.7 Different research orientations of consumer socialization 69
3.8 Different views of consumer socialization in the family 71
3.9 Different socialization agents 73
3.10 Models of consumer socialization 75
3.11 The process of consumer socialization 79
3.11.1 An overview of different theories 79
3.11.2 How the process is viewed by previous research 81
3.11.3 Direct and indirect consumer socialization processes 82
3.12 The effects of the consumer socialization process 84
3.12.1 Different outcomes of consumer socialization 84
3.12.2 The relation between cognitive and behavioral outcomes 86
3.12.3 Direct and indirect consumer socialization outcomes 89
3.12.4 Positive and negative socialization outcomes 90
3.13 How to know whether socialization has occurred or not 90
3.13.1 Behavioral relevance, stability and content 91
3.13.2 Internalization as a measure of consumer socialization 92 :
i:
4 Contextual factors 95
I 4.1 Introduction 95
4.2 Environmental and situational factors 96
4.2.1 The environment 96
4.2.2 The situation 98
4.3 Factors related to products, services, leisure activities, or other issues
related to purchasing and consumption 100
4.3.1 Product characteristics 100
4.3.2 Services 103
4.3.3 Leisure activities 104
4.3.4 Other issues related to purchasing and consumption 105
4.3.5 Type of innovation 106
4.4 Family characteristics 107
4.4.1 Socio economic factors 107
4.4.1.1 Parents education 110
4.4.2 Family communication structure 111
4.4.3 Family structure 112
4.4.4 Family type 113
4.4.5 Family size 117
4.4.6 Children s residence 118
4.4.7 Family life cycle 120
4.5 Individual characteristics children 123
4.5.1 Children s motivational factors 124
4.5.2 Children s age 125
4.5.3 Children s education 129
4.5.4 Children s gender 130
4.6 Individual characteristics parents 131
4.6.1 Parent s motivational factors 131
4.6.2 Parent s age 132
4.6.3 Parent s gender 133
5 The research model and method 135
5.1 Introduction 135
5.2 Research model 135
5.3 Decisions regarding the design of the study 138
5.3.1 Choice of products, services, activities, and issues 139
5.3.2 Classification of products 139
5.3.3 Issues related to durable goods 140
5.4 Data collection 141
5.4.1 Selected data collection method 142
5.4.2 Persons interviewed 143
5.4.3 Age of children interviewed 146
5.4.4 Sample frame 147
5.4.5 Pretest 150
5.4.6 The interviews 150
5.4.7 The transcripts 152
5.4.8 The interview descriptions 152
5.5 Measures of construct 153
5.5.1 Reliability 154
5.5.2 Validity 157
5.5.2.1 Construct validity 157
5.5.2.2 Content validity 160
5.5.2.3 Convergent validity 161
5.5.2.4 Internal and external validity 161
5.6 Interpretation of results 162
5.6.1 High and low extent of influence 163
5.6.2 Definition of family influence groups 168
5.6.3 Development of ideal types 170
5.6.4 Use of contextual variables 171
5.7 Presentation of results 172
5.8 Issues regarding method at the beginning of the interview 172
5.8.1 Introduction 172
5.8.2 Situation for purchase of a videotape recorder 173
5.8.3 Spontaneous recall of childrens influence 176
Part two: Results
6 Children s influence on durable goods 181
6.1 Introduction 181
6.2 A summary of influence on specified durable goods 182
6.2.1 Boats 187
6.2.2 Satellite dishes 188
6.2.3 Video recorders 190
6.2.4 Televisions 193
6.2.5 Furniture 195
6.2.6 Video cameras 197
6.2.7 Stereos 199
6.2.8 Microwave ovens 201
6.2.9 Computers 203
6.2.10 Compact disc players 205
6.2.11 Automobiles 207
6.2.12 Bicycles 209
6.2.13 Cameras 210
6.3 Spontaneous recall of purchases of miscellaneous durable
household goods 212
j 6.4 Influence on places of purchase 213
j 6.5 Influence on purchase patterns 214
7 Children s influence on convenience goods 217
7.1 Introduction 217
7.2 Pasta 218
7.3 Shampoos 219
7.4 Pizzas 220
7.5 Spices 221
7.6 Laundry detergents and/or fabric softeners 222
7.7 Influence on cooking 224
7.8 Who does the grocery shopping in the family 225
7.9 Influence on purchase patterns 226
7.10 Influence on purchase frequency 228
7.11 Influence on places of purchase 229
8 Children s influence on shopping goods 231
8.1 Introduction 231
8.2 Clothes 232
8.3 Fashion awareness 235
8.4 Music 236
8.5 Living interior 238
8.6 Cosmetics 239
8.7 Books, magazines and papers 240
8.8 Influence on places of purchase 241
8.9 Influence on purchase frequency 242
8.10 Influence on purchase patterns 243
9 Children s influence on services 245
9.1 Introduction 245
9.2 McDonald s 246
9.3 Restaurants 247
9.4 Hair styles 248
9.5 Hairdressers 249
9.6 Savings and investments 249
9.7 Banking, insurance and dentistry 251
10 Children s influence on leisure activities 253
10.1 Introduction 253
10.2 Trips/vacation 254
10.3 Movies 256
10.4 Passive participation in sports 257
10.5 Active participation in sports 258
10.6 Plays 260
10.7 Cable TV 260
10.8 Concerts 261
11 Children s influence on other issues related to purchasing
and consumption 263
11.1 Introduction 263
11.2 Show and possible learn the usage of different products 265
11.3 Gifts 268
11.4 Values related to purchases and/or consumption 270
11.5 Safety issues 273
11.6 Environmental issues 274
11.7 Smoking 276
11.8 Price/quality issues 278
11.9 Health issues 280
11.10 Alcohol 283
11.11 Opinions related to purchases and/or consumption 285
12 A summary of results 287
12.1 Introduction 287
12.2 Overall influence 288
12.3 The results related to family influence groups 290
12.3.1 Shopping goods 291
12.3.2 Durable goods 293
12.3.3 Convenience goods 295
12.3.4 Other issues related to purchasing and consumption 296
12.3.5 Leisure activities 297
12.3.6 Services 299
13 Family types 301
13.1 Introduction 301
13.2 The friendship family 302
13.2.1 Examples of the friendship family type 303
13.3 The authoritarian family 304
13.3.1 Examples of the authoritarian family type 305
13.4 The trendy family 305
13.4.1 Examples of the trendy family type 306
| 13.5 The conservative family 307
13.5.1 Examples of the conservative family type 308
13.6 The heavy spenders family 309
; 13.6.1 Examples of the heavy spenders family type 309
13.7 The restricted family 310
13.7.1 Examples of the restricted family type 311
13.8 The spontaneous family 312
13.8.1 Examples of the spontaneous family type 312
13.9 The structured family 313
13.9.1 Examples of the structured family type 314
13.10 The intermingled family 315
13.10.1 Examples of the intermingled family type 315
13.11 The traditional role family 316
13.11.1 Examples of the traditional role family type 316
13.12 Family types related to family influence groups 317
13.12.1 Friendship and authoritarian family types 318
13.12.2 Trendy and conservative family types 319
13.12.3 Heavy spenders and restricted family types 320
13.12.4 Spontaneous and structured family types 320
13.12.5 Intermingled and role specialized family types 321
14 Contextual factors 323
14.1 Introduction 323
14.2 Family characteristics 324
14.2.1 Socio economic characteristics 324
14.2.1.1 Family affluence 324
14.2.1.2 Area of living 326
14.2.1.3 Parents education 327
14.2.2 Family communication structure 328
14.2.3 Family structure 330
14.2.4 Family size 331
14.2.5 Children s residence 332
14.2.6 Family life cycle 333
14.3 Individual characteristics children 337
14.3.1 Children s age 337
14.3.2 Children s education 341
14.4 Individual characteristics parents 343
14.4.1 Parent s age 343
Part three: Conclusions and future research
15 Discussion of findings and conclusions 347
15.1 Introduction 347
15.2 Definition of influence and different outcomes 347
15.3 Children s influence related to contextual factors 348
15.4 Children s influence on products, services, activities, and other issues 348
15.4.1 Overall influence 350
15.4.2 Family influence groups 353
15.4.3 High and low extent of influence 354
15.5 Situational differences 355
15.6 Family and individual characteristics 355
15.7 Other characteristics 358
15.8 Children s influence related to process oriented factors 359
15.9 Consumer learning 361
15.10 Consumer socialization 363
15.11 Family types 365
15.12 Implications of the study 366
15.13 Concluding remarks 369
16 A development of a theoretical framework 371
16.1 Introduction 371
16.2 The interaction process 372
16.3 Different outcomes and their relations 374
16.3.1 Cognitive and behavioral changes 377
16.3.2 Positive and negative outcomes 379
16.3.3. Innovativeness as an outcome 380
16.3.4 The effects of influence viewed from the perspective of
expectancy theory 381
16.4 A concluding remark 383
17 Suggestions for future research 385
17.1 Introduction 385
17.2 The meaning of influence and measurement issues 385
17.3 Factors related to outcomes 386
17.4 Process related factors 386
17.5 Contextual factors 387
17.6 Models in future research 389
References 391 411
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| spellingShingle | Ekström, Karin M. Children's influence in family decision making a study of yielding, consumer learning, and consumer socialization Besluitvorming gtt Beïnvloeding gtt Consumentengedrag gtt Kinderen gtt Kind Advertising and children Sweden Case studies Advertising and children United States Case studies Child consumers Sweden Case studies Child consumers United States Case studies Verbraucherverhalten (DE-588)4062644-1 gnd Kind (DE-588)4030550-8 gnd Familie (DE-588)4016397-0 gnd |
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| title | Children's influence in family decision making a study of yielding, consumer learning, and consumer socialization |
| title_auth | Children's influence in family decision making a study of yielding, consumer learning, and consumer socialization |
| title_exact_search | Children's influence in family decision making a study of yielding, consumer learning, and consumer socialization |
| title_full | Children's influence in family decision making a study of yielding, consumer learning, and consumer socialization Karin M. Ekström |
| title_fullStr | Children's influence in family decision making a study of yielding, consumer learning, and consumer socialization Karin M. Ekström |
| title_full_unstemmed | Children's influence in family decision making a study of yielding, consumer learning, and consumer socialization Karin M. Ekström |
| title_short | Children's influence in family decision making |
| title_sort | children s influence in family decision making a study of yielding consumer learning and consumer socialization |
| title_sub | a study of yielding, consumer learning, and consumer socialization |
| topic | Besluitvorming gtt Beïnvloeding gtt Consumentengedrag gtt Kinderen gtt Kind Advertising and children Sweden Case studies Advertising and children United States Case studies Child consumers Sweden Case studies Child consumers United States Case studies Verbraucherverhalten (DE-588)4062644-1 gnd Kind (DE-588)4030550-8 gnd Familie (DE-588)4016397-0 gnd |
| topic_facet | Besluitvorming Beïnvloeding Consumentengedrag Kinderen Kind Advertising and children Sweden Case studies Advertising and children United States Case studies Child consumers Sweden Case studies Child consumers United States Case studies Verbraucherverhalten Familie Schweden USA Fallstudiensammlung Hochschulschrift |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006873887&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT ekstromkarinm childrensinfluenceinfamilydecisionmakingastudyofyieldingconsumerlearningandconsumersocialization |