Exploring the role of family communication and brand awareness in understanding the influence of child on purchase decisions: scale development and validation Online publication date: Fri, 09-Oct-2015
by Adya Sharma; Vandana Sonwaney
International Journal of Business Excellence (IJBEX), Vol. 8, No. 6, 2015
Abstract: Understanding children's influence in purchase decisions is an area in need of further research especially in Indian context. To address this need, this research proposes a theoretical model with focus on family communication, brand awareness and demographic variables as important factors which affect the influence of children. The research further develops scales to measure family communication, brand awareness and to measure child's influence. These scales are developed through literature review, focus groups, in-depth interviews and surveys of 329 pair of mother and child. The scales are shown to demonstrate adequate internal consistency, construct validity and discriminant validity. Segregation of the child's influence with respect to different product category is the unique contribution of this study. In total six scales have been developed and validated. Future research suggestions and limitations are also discussed.
Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Business Excellence (IJBEX):
Login with your Inderscience username and password:
Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.
If you still need assistance, please email subs@inderscience.com
Our Blog 
Follow us on Twitter 
Visit us on Facebook