Skip to main content
SpringerLink
Log in

Cyber purchasing behavior of adolescents: family communication relationships and parental influence

  • Published:
Electronic Commerce Research Aims and scope Submit manuscript

Abstract

With the advent of internet-consumer generation and changes in family structures, the purchasing power of teenagers has greatly increased. Since family communication patterns are still the primary source from which adolescents learn their purchasing behavior, parental influence on adolescent purchasing decisions cannot be ignored. Parents play a critical role in family communication and, thus, establish the consumer socialization model for cyber purchasing behavior of adolescents in this study. A sample of young people aged 16–30 was divided across three age spans. Family socioeconomic status was explored to see if it relates to different family communication patterns, and whether family communication patterns in turn influence cyber purchasing behavior of adolescent. The results show that compulsive purchasing behavior is affected by stages of the adolescent life cycle and by the mother’s education level. Adolescents whose family communication patterns are concept-oriented tend to incur more planned buying. If the family communication patterns are social-oriented, the individual tends towards unplanned shopping behavior. The results show that, in addition to the adolescent life cycle and family communication patterns, family socioeconomic status and parental marital status also affect adolescent cyber purchasing behavior.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Fig. 1
Fig. 2
Fig. 3

Similar content being viewed by others

References

  1. Alishia, D., & Grisham, J. R. (2012). Impulsivity, emotion regulation, and mindful attentional focus in compulsive buying. Cognitive Therapy and Research, 36(5), 451–457.

    Article  Google Scholar 

  2. American Psychiatric Association. (2000). Diagnostic and Statistical Manual of Mental Disorder. Washington, DC: American Psychiatric Association.

    Google Scholar 

  3. Arnett, J. J. (2002). The psychology of globalization. American Psychologist, 57(10), 774–783.

    Article  Google Scholar 

  4. Bearden, W. O., Netemeyer, R. G., & Teel, J. E. (1989). Measurement of customer susceptibility to interpersonal influence. Journal of Consumer Research, 15(4), 473–481.

    Article  Google Scholar 

  5. Beaudoin, P., & Lachance, M. J. (2006). Determinants of adolescents’ brand sensitivity to clothing. Family and Consumer Sciences Research Journal, 34(4), 312–331.

    Article  Google Scholar 

  6. Belk, R. (2003). Shoes and Self. Advances In Research, 30, 27–33.

    Google Scholar 

  7. Black, D. W., Shaw, M., & Blum, M. (2010). Pathological gambling and compulsive buying: Do they fall within an obsessive-compulsive spectrum? Dialogues in Clinical Neuroscience, 12, 175–185.

    Google Scholar 

  8. Bleuler, E. (1924). Textbook of psychiartry. New York, NY: Macmillan.

    Google Scholar 

  9. Brim, O. G., & Wheller, S. (1966). Socialization after childhood: Two Essays. New York, NY: Wiley.

    Google Scholar 

  10. Brown, A., & Deaton, A. (1972). Surveys in applied economics: Models of consumer behavior. Economic Journal, 82(328), 1145–1236.

    Article  Google Scholar 

  11. Carlson, M. J. (2006). Family structure, father involvement, and adolescent behavioral outcomes. Journal of Marriage and Family, 68(1), 137–154.

    Article  Google Scholar 

  12. Caruana, A., & Vassallo, R. (2003). Children’s perception of their influence over purchase: The role of parental communication patterns. Journal of Consumer Marketing, 20(1), 55–66.

    Article  Google Scholar 

  13. Chaffee, S. H., Mcleod, J. M., & Wackman, D. B. (1973). Family communication patterns and adolescent political participation. In J. Dennis (Ed.), Socialization to politics: Selected readings. New York, NY: Wiley.

    Google Scholar 

  14. Chan, K., & McNeal, J. H. (2003). Parent-child communications about consumption and advertising in China, Journal of Consumer Marketing, 20(4), 317–334.

  15. Chang, L., (1993). Using confirmatory factor analysis of multitrait-multimethod data to assess the psychometrical equivalence of 4-point and 6-point likert type scales. In Proceeding of the Annual Meeting of the National Council on Measurement in Education, April 13–15, ERIC, Atlanta, GA, pp. 1–47.

  16. Cheng, H. H., & Huang, S. W. (2012). Exploring antecedents and consequence of online group-buying intention: An extended perspective on theory of planned behavior. International Journal of Information Management, 33(1), 185–198.

    Article  Google Scholar 

  17. Chin, E. (2001). Purchasing power. Minneapolis, MN: University of Minnesota Press.

    Google Scholar 

  18. Chomeya, R. (2010). Quality of psychology test between likert scale 5 and 6 points. Journal of Social Sciences, 6(3), 399–403.

    Article  Google Scholar 

  19. Churchill, G. A, Jr, & Moschis, G. P. (1979). Television and interpersonal influences on adolescent consumer learning. Journal of Consumer Research, 6, 23–35.

    Article  Google Scholar 

  20. Cronbach, L. J. (1951). Coefficient alpha and the internal structure of tests. Psychometrika, 16(3), 297–334.

    Article  Google Scholar 

  21. De Gregorio, F., & Sung, Y. (2010). Understanding attitudes toward and behaviors in response to product placement: A consumer socialization framework. Journal of Advertising, 39(1), 83–96.

    Article  Google Scholar 

  22. Dell’Osso, B., Altamura, A. C., Allen, A., Marazziti, D., & Hollander, E. (2006). Epidemiologic and clinical updates on impulse control disorders: A critical review. European Archives of Psychiatry and Clinical Neuroscience, 256, 464–475.

    Article  Google Scholar 

  23. Dholakia, U. M., Gopinath, M., & Bagozzi, R. P. (2005). The role of desires in sequential impulsive choices. Organizational Behavior and Human Decision Processes, 98, 179–194.

    Article  Google Scholar 

  24. Engel, J. F., Blackwell, R. D., & Kollat, D. T. (1993). Consumer behavior (8th ed.). New York, NY: Dryden Press.

    Google Scholar 

  25. Fernandez-Villaverde, J., & Krueger, D. (2007). Consumption over the life cycle: Facts from expenditure survey data. The Review of Economics and Statistics, 89(3), 552–565.

    Article  Google Scholar 

  26. Hira, T. K., Sabri, M. F., & Loibl, C. (2013). Financial socialization’s impact on investment orientation and household net worth. International Journal of Consumer Studies, 37(1), 29–35.

    Article  Google Scholar 

  27. Hubert, M., Hubert, M., Florack, A., Linzmajer, M., & Kenning, P. (2013). Neural correlates of impulsive buying tendencies during perception of product packaging. Psychology & Marketing, 30(10), 861–887.

    Article  Google Scholar 

  28. John, D. R. (1999). Consumer socialization of children: A retrospective look at twenty-five years of Research. Journal of Consumer Research, 26(3), 183–213.

    Article  Google Scholar 

  29. Jorgensen, B. L., & Savia, J. (2010). Financial literacy of young adults: The importance of parental socialization. Family Relations, 59(4), 465–478.

    Article  Google Scholar 

  30. Kamaruddin, A. R., & Mokhlis, S. K. (2003). Consumer socialization, social structural factors and decision-making styles: A case study of adolescents in Malaysia. International Journal of Consumer Studies, 27(2), 145–156.

    Article  Google Scholar 

  31. Katona, G., & Mueller, E. (1955). A study of purchasing decisions. In Clark, L.H. (Ed.), Consumer behavior: The dynamics of consumer reaction. New York, NY: New York University Press.

  32. Kerrane, B., & Hogg, M. K. (2013). Shared or non-shared? Children’s different consumer socialization experiences within the family environment. European Journal of Marketing, 47(3/4), 506–524.

    Article  Google Scholar 

  33. Kim, C., Lee, H., & Tomiuk, M. A. (2009). Adolescents’ perceptions of family communication patterns and some aspects of their consumer socialization. Psychology & Marketing, 26(10), 888–907.

    Article  Google Scholar 

  34. Köhler, C. F., Rohm, A. J., de Ruyter, K., & Wetzels, M. (2011). Return on interactivity: The impact of online agents on newcomer adjustment. Journal of Marketing, 75(2), 93–108.

    Article  Google Scholar 

  35. Koufaris, M. (2002). Applying the technology acceptance model and flow innovativeness and the adoption. Journal of Consumer Psychology, 4(4), 329–345.

    Google Scholar 

  36. Kraepelin, E. (1915). Psychiatrie (8th ed.). Leipzig: Verlag Von Johann Ambrosurs.

    Google Scholar 

  37. Lee, J. A., & Kacen, J. J. (2008). Cultural influences on consumer satisfaction with impulse and planned purchase decisions. Journal of Business Research, 61(3), 265–272.

    Article  Google Scholar 

  38. Lee, R. H. (1993). A study of the impact of parental marital relationship on marital attitude. Taichung: Department of Social Work of Tung-Hai University.

    Google Scholar 

  39. Lejoyeux, M., & Weinstein, A. (2010). Compulsive buying. The American Journal of Drug and Alcohol Abuse, 36(5), 248–253.

    Article  Google Scholar 

  40. Lerner, R. M. (2002). Concepts and theories of human development (3rd ed.). Mahwah, NJ: Lawrence Erlbaum Associates.

    Google Scholar 

  41. Lindstrom, M., & Seybold, P. B. (2003). Brandchild: Remarkable insights into the minds of today’s global kids and their relationships with brands. London: Kogan Page.

    Google Scholar 

  42. Lueg, J. E., & Finney, R. Z. (2007). Interpersonal communication in the consumer socialization Process: Scale development and validation. Journal of Marketing Theory & Practice, 15(1), 25–39.

    Article  Google Scholar 

  43. Lueg, J. E., Ponder, N., Beatty, S. E., & Capella, M. L. (2006). Teenagers’ use of alternative shopping channels: A consumer socialization perspective. Journal of Retailing, 82(2), 137–153.

    Article  Google Scholar 

  44. Mangleburg, T. F., Grewal, D., & Bristol, T. (1997). Socialization, gender, and adolescent’s self-reports of the generalized use of products labels. Journal of Consumer Affairs, 31(2), 255–279.

    Article  Google Scholar 

  45. McLeod, J. M., & Chaffee, S. H. (1972). The construction of social reality. In J. Tedeschi (Ed.), The social influence processes (pp. 50–99). Chicage, IL: Aldine-Atherton.

    Google Scholar 

  46. Moore, R. L., & Mochis, G. P. (1981). The role of family communication in consumer learning. Journal of Communication, 31(4), 42–51.

    Article  Google Scholar 

  47. Moschis, G. P. (1985). The role of family communication and consumer socialization. Advances in Consumer Research, 11(4), 898–913.

    Article  Google Scholar 

  48. Moschis, G. P. (1987). Consumer socialization: A life-cycle perspective. Lexington, MA: Lexington Books.

    Google Scholar 

  49. Moschis, G. P., & Churchill, G. A. (1978). Consumer socialization: A theoretical and empirical analysis. Journal of Marketing Research, 15(4), 599–609.

    Article  Google Scholar 

  50. Moschis, G. P., & Moore, R. L. (1979). Decision making among the young: A socialization perspective. Journal of Consumer Research, 6(2), 101–112.

    Article  Google Scholar 

  51. Moschis, G. P., Moore, R. L., & Smith, R. B. (1984). The impact of family communication on adolescent consumer socialization. Advances in Consumer Research, 11(1), 314–319.

    Google Scholar 

  52. Moschis, G. P., Moschis, R., & Moore, L. (1984). Anticipatory consumer socialization. Journal of the Academy of Marketing Science, 12(4), 109–123.

    Article  Google Scholar 

  53. Müller, A., Arikian, A., de Zwaan, M., & Mitchell, J. E. (2013). Cognitive-behavioural group therapy versus guided self-help for compulsive buying disorder: A preliminary study. Clinical Psychology and Psychotherapy, 20(1), 28–35.

    Article  Google Scholar 

  54. National Youth Commission, Executive Yuan. (2009). http://163.29.129.85/411.php?forewordID=977&forewordTypeID=0&secureChk=6e28c6b7bb75ec132262e9a9a76fbcfb.

  55. Nefat, A., & Dujmovic, M. (2012). Children’s advertising on television and their consumer socialization: Parents’ attitudes. Ekonomskaistazivanja-Economic Research, 25(1), 176–190.

    Google Scholar 

  56. Niu, H. J. (2013). Cyber peers influence for adolescent consumer in decision-making styles and online purchasing. Journal of Applied Social Psychology, 43(6), 1228–1237.

    Article  Google Scholar 

  57. Niu, H. J. (2014). Shopping in cyberspace: Adolescent technology acceptance attitude with decision-making styles. International Journal of Technology and Human Interaction, 10(3), 1–18.

    Article  Google Scholar 

  58. Niu, H. J., & Chang, C. T. (2014). Addiction in cyberspace: Flow experience on e-shopping. International Journal of Web Based Communities, 10(1), 52–68.

    Article  Google Scholar 

  59. Niu, H. J., Chiang, Y. S., & Tsai, H. T. (2012). An exploratory study of the Otaku Adolescent Consumer. Psychology & Marketing, 29(10), 712–725.

  60. Niu, H. J., & Wang, Y. D. (2009). Work experience effect on idolatry and the impulsive buying tendencies of adolescents. Adolescence, 44(173), 233–243.

    Google Scholar 

  61. Nørgaard, M. K., Sørensen, B. T., & Brunsø, K. (2014). A concept test of novel healthy snacks among adolescents: Antecedents of preferences and buying intentions. Food Quality and Preference, 33, 17–26.

    Article  Google Scholar 

  62. Parsons, T. (1955). The American family: Its relations to personality and to social structure. In T. Parsons & R. F. Bales (Eds.), Family, socialization and interaction process. New York, NY: Free Press.

    Google Scholar 

  63. Prince, D., & Martin, N. (2012). The tween consumer marketing model: Significant variables and recommended research hypotheses. Academy of Marketing Studies Journal, 6(2), 31–46.

    Google Scholar 

  64. Reid, L. (1979). The impact of family group interaction on children’s understanding of television advertising. Journal of Advertising, 8(2), 13–19.

    Article  Google Scholar 

  65. Robertson, T. S. (1979). Parental mediation of television advertising effects. Journal of Communication, 29(1), 12–25.

    Article  Google Scholar 

  66. Rojas, M. (2007). A subjective well-being equivalence scale for Mexico: Estimation and poverty and income distribution implications. Oxford Development Studies, 35(3), 273–293.

    Article  Google Scholar 

  67. Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14(2), 189–199.

    Article  Google Scholar 

  68. Rose, G. M., Boush, D., & Kahle, L. (1998). The influence of family communication patterns on parental reactions toward advertising: A cross-national. Journal of Advertising, 27(4), 71–85.

    Article  Google Scholar 

  69. Sabates, R., Gould, B. W., & Villarreal, H. J. (2001). Household composition and food expenditures: A cross country comparison. Food Policy, 26(6), 571–586.

    Article  Google Scholar 

  70. Shim, S. (1996). Adolescent consumer decision-making styles: The consumer socialization perspective. Psychology and Marketing, 13(6), 547–569.

    Article  Google Scholar 

  71. Shim, S., Barber, B., & Card, N. A. (2010). Financial socialization of first-year college students: The roles of parents, work, and education. Journal of Youth and Adolescence, 39(12), 1457–1470.

    Article  Google Scholar 

  72. Shim, S., Serido, J., & Barber, B. (2011). A consumer way of thinking: Linking consumer socialization and consumption motivation perspectives to adolescent development. Journal of Research on Adolescence, 21(1), 291–299.

    Article  Google Scholar 

  73. Smith, G. (2013). Tweens R’ shoppers: A look at the tween market & shopping behavior, http://www.popai.com/uploads/downloads/POPAIWhitePaper-Tweens-R-Shoppers-2013.pdf.

  74. Sneath, J., Lacey, R., & Kennett-Hensel, P. (2009). Coping with a natural disaster: Losses, emotions, and impulsive and compulsive buying. Marketing Letters, 20(1), 45–60.

    Article  Google Scholar 

  75. Sommer, C. (2012). Payments perspectives blog: Purchase power of global teens tops $819 billion. http://insights.mastercard.com/2012/11/21/purchase-power-of-global-teens-tops-819-billion/.

  76. Stern, H. (1962). The significance of impulse buying today. Journal of Marketing, 26(2), 59–62.

    Article  Google Scholar 

  77. Sultan, A. J., Joireman, J., & Sprott, D. E. (2013). Building consumer self-control: The effect of self-control exercises on impulse buying urges. Marketing Letter, 23(1), 61–72.

    Article  Google Scholar 

  78. Taylor, L. C., Clayton, J. D., & Rowley, S. J. (2004). Academic socialization: Understanding parental influences on children’s school-related development in the early years. Review of General Psychology, 8(3), 163–178.

    Article  Google Scholar 

  79. The Presbyterian Church in Canada. (2010). http://www.presbyterian.ca/.

  80. Tufte, B. (2007). Tweens as consumers—with focus on girls and boys internet use. In K. B. Ekström & B. Tufte (Eds.), Children, media and consumption: On the front edge (pp. 93–106). Goteborg: Nordicom.

    Google Scholar 

  81. Wackman, D., Wartella, E., & Ward, S. (1997). Learning to be consumers: The role of the family. Journal of Communication, 27(1), 138–151.

    Article  Google Scholar 

  82. Wærdahl, R., Kalmus, V., & Keller, M. (2011). Consumer socialisation and value orientations among Estonian and Chinese young people. Children and Society, 25(2), 127–138.

    Article  Google Scholar 

  83. Wang, X., Yu, C., & Wei, Y. (2012). Social media peer communication and impacts on purchase intentions: A consumer socialization framework. Journal of Interactive Marketing, 26(4), 198–208.

    Article  Google Scholar 

  84. Ward, S. (1974). Consumer socialization. Journal of Consumer Research, 1(1), 1–17.

    Article  Google Scholar 

  85. Wei, R. (2001). From luxury to utility: A longitudinal analysis of cell phone laggards. Journalism and Mass Communication Quarterly, 78(4), 702–719.

    Article  Google Scholar 

  86. Williams, A. D., & Grisham, J. R. (2012). Impulsivity, emotion regulation, and mindful attentional focus in compulsive buying. A Target of Research By Cognitive Therapy and Research 36, 451–457.

  87. Wood, B. (1985). Proximity and hierarchy: Orthogonal dimensions of family Interconnectedness. Family Process, 24(4), 487–507.

    Article  Google Scholar 

  88. World Council of Churches. (2009). http://www.oikoumene.org/.

  89. Yang, Z., Kim, C., Laroche, M., & Lee, H. (2014). Parental style and consumer socialization among adolescents: A cross-cultural investigation. Journal of Business Research, 67(3), 228–236.

    Article  Google Scholar 

Download references

Acknowledgment

This research was supported by NSC 98-2410-H-032-045-MY2 and NSC 101-2410-H-032-083-MY2 from the National Science Council, Taiwan, ROC, and thanks Chih-Wei Liao and Mei-Hua Liang for collecting the data.

Author information

Authors and Affiliations

  1. Department of Management Sciences, Tamkang University, 151 Ying-chuan Road Tamsui, New Taipei City, 25137, Taiwan, ROC

    Han-Jen Niu

Authors
  1. Han-Jen Niu
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Han-Jen Niu.

Appendix: Questionnaire

Appendix: Questionnaire

1.1 Style of communication

Concept-oriented communication

  1. 1.

    My parents ask for my opinions about locations for family outings.

  2. 2.

    I discuss with my parents where we could buy different products.

  3. 3.

    My parents ask for my opinion when they buy something for their own use.

  4. 4.

    My parents ask for my opinion when they are going to buy something.

  5. 5.

    I discuss product purchases with my parents.

  6. 6.

    My parents let me decide the location of family outings.

  7. 7.

    My parents ask me about the styles I prefer before they buy things for me.

  8. 8.

    My parents ask for my opinion for things that I buy for my own use.

  9. 9.

    My parents let me decide what I should buy for myself.

  10. 10.

    My parents ask me to buy something for the family.

Social-oriented communication

  1. 1.

    My parents prohibit me from buying certain things.

  2. 2.

    My parents complain when I buy things they do not like.

  3. 3.

    My parents tell me which products I can buy.

  4. 4.

    My parents question me how I use my allowances.

1.2 Purchasing behavior

Planned buying

  1. 1.

    To make sure I buy the right product or brand, I often observe what others are buying and using.

  2. 2.

    If I have little experience with a product, I often ask my friends about the product.

  3. 3.

    I often consult other people to help choose the best alternative available from a product class.

  4. 4.

    I frequently gather information from friends or family about a product before I buy.

Unplanned buying

  1. 1.

    I buy things that I don’t really need.

  2. 2.

    I buy things I normally wouldn’t buy.

  3. 3.

    I buy things and later on don’t know why I bought them.

  4. 4.

    I buy things I hadn’t planned on purchasing.

  5. 5.

    I just want to buy things and don’t care what I buy.

  6. 6.

    I buy things to make myself feel better.

  7. 7.

    I buy things that I can’t afford.

  8. 8.

    I go shopping to take my mind off things.

  9. 9.

    I buy things and put them away without ever using them.

Rights and permissions

Reprints and permissions

About this article

Check for updates. Verify currency and authenticity via CrossMark

Cite this article

Niu, HJ. Cyber purchasing behavior of adolescents: family communication relationships and parental influence. Electron Commer Res 17, 495–519 (2017). https://doi.org/10.1007/s10660-016-9223-x

Download citation

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s10660-016-9223-x

Keywords

Search

Navigation