Family communication and children's purchasing influence: A cross-national examination

Gregory M. Rose, David Boush, Aviv Shoham

Research output: Contribution to journalArticlepeer-review


This study examines the effect of family communication patterns on the purchasing influence of children aged 3-8 in the US and Japan. Overall, family communication processes, as well as child's age, influence both the direct and indirect purchasing power of children. Concept-oriented communication, which encourages children to develop an independent consumption perspective, increases the direct and indirect purchasing influence of children. Socio-oriented communication, which encourages deference to parental standards, is related to increased consumption dependence.

Original languageEnglish
Pages (from-to)867-873
Number of pages7
JournalJournal of Business Research
Issue number11
StatePublished - 2002


  • Consumer socialization
  • Cross-cultural consumer behaviour
  • International marketing

ASJC Scopus subject areas

  • Marketing

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