The Influence of Children on Family Purchasing Decisions in Turkey

B. Guneri · O. Yurt · M.D. Kaplan · M. Delen

27 citations0/0 files storedAsian Journal of Marketing

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Consumer Behavior and Marketing Influence Consumer Market Behavior and Pricing Consumer Behavior and Market Dynamics

Abstract

This research focuses on the influence of children on family purchasing decision-making in Turkey, a country with distinct cultural characteristics. The study provides empirical evidence based on data, collected from 849 families. The general findings of this study suggest that the children`s influence on family decision-making in Turkey is limited to products of direct use to children. Findings also reveal that the children are more influential on need recognition, where to buy, when to buy and which to buy sub-decisions. On the other hand, the parents perceive children to have very little influence on family-decision making, as they state themselves as the most influential units of family decision-making. This study suggests that parents underestimate the role of their children on family buying decisions.

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References

1951Coefficient Alpha and the Internal Structure of Tests 2009Intellectual Evolution from Adolescence to Adulthood 1994Adolescent Influence in Family Decision Making: A Replication with Extension 1989Family Members' Perceptions of Adolescents' Influence in Family Decision Making 1978Observation of Parent-Child Interaction in Supermarket Decision-Making 1997Adolescent‐Parent Interaction in Family Decision Making 1972Children's Purchase Influence Attempts and Parental Yielding 2003Children’s perception of their influence over purchases: the role of parental communication patterns

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2014Role of children in family purchase across Indian parental clusters 2014Influence of Children on Family Purchase Decision: Empirical Evidence from Pakistan 2013Children's consumer socialisation agents in India 2019Children’s influence on parental purchase decisions: Scale development and validation 2020Arab’s children’s influence on the buying process: comparing parent and child perceptions

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