Theorising children influence in consumer research: Towards an integrative model

Hosany, A R S and Floh, A. 2020. 'Theorising children influence in consumer research: Towards an integrative model'. In: European Marketing Academy 2020 Annual Conference. Budapest, Hungary 27 May 2020. [Conference or Workshop Item]

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Abstract or Description

Academics and practitioners recognise the prominence of Children Influence (CI) in family consumer decisions. Over 50 years of research in the field has generated substantial, but disjointed findings. Accordingly, the purpose of this paper is to develop a conceptual framework to synthesize the antecedents and outcomes of CI. The paper adopts a systematic literature review process and generates a completely innovative model of CI. The model identifies ten antecedents of CI, including: advertising and media, celebrity influence, family communication style, purchase decision characteristics, children characteristics, peer influence, family characteristics, brands, in store marketing stimuli and packaging. Outcome measures comprise of influence strategies and purchase behaviours. Based on this model, contributions and areas for future research are outlined.

Item Type:

Conference or Workshop Item (Paper)


Children influence; Consumer socialisation; Family decision making

Departments, Centres and Research Units:

Institute of Management Studies


27 May 2020Published

Event Location:

Budapest, Hungary

Date range:

27 May 2020

Item ID:


Date Deposited:

15 Mar 2024 11:18

Last Modified:

15 Mar 2024 11:18


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