Impact of Influencing Strategy Across Product Categories in Family Decision Making
Material type: TextSeries: ndian Journal of marketing ; Vol 49(12). Description: 21-36 pSubject(s): In: GILANI, MEENAKSHI INDIAN JOURNAL OF MARKETINGSummary: Understanding decision-making within families has gained a lot of interest in behavioral studies. The involvement of various participants in family decision-making environment has been a focus for researchers to know their degree of influence in family decision making. Children are emerging as an important entity in the modern family structure capable of taking buying decisions or influencing it. The role children play in family as deciders and the strategies they adopt to persuade family members is vital to focus and determine the marketing strategies companies could adopt to influence them. In the context of marketing, children socialize to become consumers and their evolution as customers can be captured very well by analyzing the interplay of socialization process and the respective agents like parents, friends, etc. that influence their attitudes and market related behavior. This paper focused on Indian children and their purchase behavior with respect to the influencing strategies they adopted to convince parents in family shopping behaviour. The paper found that children used different influencing strategies across different product categories.Item type | Current library | Call number | Vol info | Status | Notes | Date due | Barcode | Item holds | |
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Journal Article | Main Library | Vol 49, No 12/ 55511384JA2 (Browse shelf(Opens below)) | Available | 55511384JA2 | |||||
Journals and Periodicals | Main Library On Display | JOURNAL/MAR/Vol 49, No 12/55511384 (Browse shelf(Opens below)) | Vol 49, No 12 (01/04/2019) | Not for loan | December, 2019 | 55511384 |
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Vol 49, No 11/ 55511251JA3 A Review of Consumer Adoption of Rooftop Solar PV in India and Effective Frameworks | Vol 49, No 11/ 55511251JA4 An Econometric Analysis of Agricultural Production and Economic Growth in India | Vol 49, No 12/ 55511384JA1 The Impact of Proficiency of Marketing Activities and Value Proposition Innovation on New Intelligent Products' Performance | Vol 49, No 12/ 55511384JA2 Impact of Influencing Strategy Across Product Categories in Family Decision Making | Vol 49, No 12/ 55511384JA3 Demonetisation and Retail Markets: Lower Perceived Economic Effects Among Unorganized Retailers | Vol 49, No 12/ 55511384JA4 Influence of Materialism on Impulse Buying Among Indian Millennials: Does Income Matter? | Vol 49, No 13/ 55514121 COMPLIMENTARY |
Understanding decision-making within families has gained a lot of interest in behavioral studies. The involvement of various participants in family decision-making environment has been a focus for researchers to know their degree of influence in family decision making. Children are emerging as an important entity in the modern family structure capable of taking buying decisions or influencing it. The role children play in family as deciders and the strategies they adopt to persuade family members is vital to focus and determine the marketing strategies companies could adopt to influence them. In the context of marketing, children socialize to become consumers and their evolution as customers can be captured very well by analyzing the interplay of socialization process and the respective agents like parents, friends, etc. that influence their attitudes and market related behavior. This paper focused on Indian children and their purchase behavior with respect to the influencing strategies they adopted to convince parents in family shopping behaviour. The paper found that children used different influencing strategies across different product categories.
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