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Indian Journal of Marketing

ISSN: 0973-8703 Frequency: Monthly Peer Review: Double-blind Published since: 1968 Language: English
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Original Article

Open Access Original Article

Family Communication Patterns and Children's Influence on Purchase Decisions

Adya Sharma1Vandana Sonwaney2

1 Deputy Director - Marketing, Symbiosis Centre for Management Studies, Survey #231, Near Lunkad Gold Coast, Viman Nagar, Pune-14, Maharashtra

2 Director - Marketing, Symbiosis Institute of Operations Management, Plot Number A-23, Shravan Sector, New Cidco, Nashik-8, Maharashtra

Volume 45
Issue 10
Pages 7–22
Year 2015
Received: Dec. 2, 2014 Accepted: June 6, 2015 Published: Oct. 1, 2015
Abstract

Traditionally, children were not viewed as consumers. They were perceived as learners who learnt from various socialization agents how to become consumers. The social, cultural, and economic changes in the past few decades have redefined the role of children in family purchase decisions. Children's influence on purchase decisions has been acknowledged by the research fraternity. The paper specifically explored the effect of family communication patterns on children's influence on purchase decisions. Through hierarchical regression, empirical findings were presented.

Keywords Reverse Socialization Consumer Socialization Children India Family Communication Product Category
How to Cite

Adya Sharma, Vandana Sonwaney (2015). Family Communication Patterns and Children's Influence on Purchase Decisions. Indian Journal of Marketing, 45(10), 7–22. https://doi.org/10.17010/ijom/2015/v45/i10/79794

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