Children’s Influence on Family Purchasing Decisions: An Israeli Replication

Aviv Shoham; Bella Florenthal; Fredric Kropp

doi:10.1007/978-3-319-17356-6_25

Children’s Influence on Family Purchasing Decisions: An Israeli Replication

Aviv Shoham, Bella Florenthal, Fredric Kropp

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

Abstract

Studies exploring kids’ influence have used different methodologies. Thus, it is virtually impossible to compare their findings. Additionally, most previous studies have been conducted in the US. Therefore, cross-cultural comparisons are few and far between. We replicate Ward and Wackman’s study (1972) and present a cross-cultural comparison between Israeli and US samples. The study revealed differences across products and age groups. Israeli children request more frequently products that are used primary by children such as clothing, bicycles and records. US children mostly try to influence the purchase of food products such as breakfast cereals, snacks and soft drinks. Additionally, for most products, Israeli mothers tend to yield more often than US mothers do.

Original language	English
Title of host publication	Developments in Marketing Science
Subtitle of host publication	Proceedings of the Academy of Marketing Science
Publisher	Springer Nature
Pages	87-91
Number of pages	5
DOIs	https://doi.org/10.1007/978-3-319-17356-6_25
State	Published - 2015
Externally published	Yes

Publication series

Name	Developments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)	2363-6165
ISSN (Electronic)	2363-6173

Bibliographical note

Publisher Copyright:
© 2015, Academy of Marketing Science.

Keywords

Authoritarian Parent
Breakfast Cereal
Israeli Child
Purchasing Decision
Soft Drink

ASJC Scopus subject areas

Marketing
Strategy and Management

Access to Document

10.1007/978-3-319-17356-6_25

Cite this

Shoham, A., Florenthal, B., & Kropp, F. (2015). Children’s Influence on Family Purchasing Decisions: An Israeli Replication. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science (pp. 87-91). (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). Springer Nature. https://doi.org/10.1007/978-3-319-17356-6_25

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doi = "10.1007/978-3-319-17356-6_25",

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series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",

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Children’s Influence on Family Purchasing Decisions: An Israeli Replication. / Shoham, Aviv; Florenthal, Bella; Kropp, Fredric.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer Nature, 2015. p. 87-91 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

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AU - Florenthal, Bella

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AB - Studies exploring kids’ influence have used different methodologies. Thus, it is virtually impossible to compare their findings. Additionally, most previous studies have been conducted in the US. Therefore, cross-cultural comparisons are few and far between. We replicate Ward and Wackman’s study (1972) and present a cross-cultural comparison between Israeli and US samples. The study revealed differences across products and age groups. Israeli children request more frequently products that are used primary by children such as clothing, bicycles and records. US children mostly try to influence the purchase of food products such as breakfast cereals, snacks and soft drinks. Additionally, for most products, Israeli mothers tend to yield more often than US mothers do.

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Children’s Influence on Family Purchasing Decisions: An Israeli Replication

Abstract

Publication series

Bibliographical note

Keywords

ASJC Scopus subject areas

Access to Document

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Cite this