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ERIC Number: ED258717
Record Type: Non-Journal
Publication Date: 1985-May
Pages: 11
Abstractor: N/A
Reference Count: N/A
Age Differences in Children's Strategies for Influencing Parents' Purchases.
Fuehrer, Ann; And Others
The specific purposes of this study were to examine (1) age differences in the sophistication of influence strategies children use to affect parents' consumption decisions, and (2) whether or not parents differentially reinforce such strategies according to the child's age. Data were gathered by observing the interactions of 145 parent-child dyads in the cereal aisles of two supermarkets. The dyads included 82 girls and 63 boys, of which 49 were judged to be preschoolers, 80 to be grade-schoolers, and 16 to be adolescents. Observers recorded children's use of eight types of influence strategies. Strategies were assigned to three separate groups according to the degree to which they involved understanding of the internal state of self and other, and the use of explicit, implicit, or psychological power. Success of influence attempts was also recorded. As predicted, older children used more psychologically sophisticated negotiation strategies, particularly emotional appeals. Parents did not differentially reinforce their child's attempts according to age-related expectations. Unexpected differences were found between the two observation locations. (RH)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A