Do role models influence teenagers' purchase intentions and behavior?

Journal of Consumer Marketing

Volumn 17, Issue 5, 2000, Pages 441-454

  Martin, Craig A ^a   Bush, Alan J ^a  

^a UNIVERSITY OF MEMPHIS   (United States)

Author keywords

Advertising; Consumer behaviour; Consumer marketing; Fashion; Young people

Indexed keywords

EID: 0040518044     PISSN: 07363761     EISSN: None     Source Type: Journal    
DOI: 10.1108/07363760010341081     Document Type: Article

References (36)

1. Bandura, A. (1977), Social Learning Theory, Prentice-Hall, Englewood Cliffs, NJ.
2. Bandura, A. (1986), Social Foundations of Thought and Action: A Social Cognitive Theory, Prentice-Hall, Englewood Cliffs, NJ.
3. Basow, S.A. and Howe, K.G. (1980), "Role-model influence: effects of sex and sex-role attitude in college students", Psychology of Women Quarterly, Vol. 4 No. 4, pp. 558-72.
4. Brown, J.E. and Mann, L. (1991), "Decision-making competence and self-esteem: a comparison of parents and adolescents", Journal of Adolescence, Vol. 14, December, pp. 363-71.
5. Bush, A.J., Smith, R. and Martin, C.A. (1999), "The influence of consumer socialization variables on attitude toward advertising: a comparison of African-Americans and Caucasians", Journal of Advertising, Vol. 28 No. 3, pp. 13-24.
6. Carlson, L., Walsh, A., Laczniak, R.N. and Grossbart, S. (1994), "Family communication patterns and marketplace motivations, attitudes, and behaviors of children and mothers", Journal of Consumer Affairs, Vol. 28 No. 1, pp. 25-53.
7. Christiansen, J.B. (1979), "Television role models and adolescent occupational goals", Human Communication Research, Vol. 5 No. 4, pp. 335-7.
8. Dates, J. (1980), "Race, racial attitudes and adolescent perceptions of black television characters", Journal of Broadcasting, Vol. 24 No. 4, pp. 549-60.
9. Goetzl, D. (1999), "J&J to polish public image with celeb ads", Advertising Age, Vol. 70 No. 43, pp. 3, 77.
10. Institute of Medicine (1994), Growing up Tobacco-free, edited by Lynch, B.S. and Bonnie, R.J., National Academy Press, Washington DC.
11. Jensen, J. (1998), "Nike, Adidas ads target younger golfwear buyers", Advertising Age, Vol. 69 No. 4, p. 4.
12. Kaffka, R. and London, P. (1991), "Communication in relationships and adolescent substance abuse: the influence of parents and friends", Adolescence, Vol. 26 No. 103, pp. 587-98.
13. Keillor, B.D., Parker, S.R. and Schaefer, A. (1996), "Influences on adolescent brand preferences in the United States and Mexico", Journal of Advertising Research, Vol. 36 No. 3, pp. 47-56.
14. Kelly, J.I. (1999), "GGC&Y expands dot-com roster", Adweek, Vol. 49 No. 32, p. 5.
15. Kelly, K.J., Swaim, R.C. and Wayman, J.C. (1996), "The impact of a localized antidrug media campaign on targeted variables associated with adolescent drug use", Journal of Public Policy & Marketing, Vol. 15 No. 2, pp. 238-51.
16. King, M.M. and Multon, K.D. (1996), "The effects of television role models on the career aspirations of African-American junior high school students", Journal of Career Development, Vol. 23 No. 2, pp. 111-25.
17. Laczniak, R.N., Muehling, D.D. and Carlson, L. (1995), "Mothers' attitudes toward 900-number advertising directed at children", Journal of Public Policy & Marketing, Vol. 14 No. 1, pp. 108-16.
18. Lafferty, B.A. and Goldsmith, R.E. (1999), "Corporate credibility's role in consumers' attitudes and purchase intentions when a high versus a low credibility endorser is used in the ad", Journal of Business Research, Vol. 44 No. 2, pp. 109-16.
19. Lockwood, P. and Kunda, Z. (1997), "Superstars and me: predicting the impact of role models on the self", Journal of Personality and Social Psychology, Vol. 73 No. 1, pp. 91-103.
20. Merrill, C. (1999), "Keeping up with teens", American Demographics, Vol. 21 No. 10, pp. 27-31.
21. Miller, C. (1994), "That is where it's at for today's teen market", Marketing News, Vol. 28 No. 17, pp. 6-7.
22. Mitchell, A.M., Jones, B.G. and Krumboltz, J.D. (1979), Social Learning and Career Decision Making, Carroll Press, Cranston, RI.
23. Moschis, G.P. (1985), "The role of family communication in consumer socialization of children and adolescents", Journal of Consumer Research, Vol. 11 No. 4, pp. 898-913.
24. Moschis, G.P. and Churchill, G.A. Jr (1978), "Consumer socialization: a theoretical and empirical analysis", Journal of Marketing Research, Vol. 15 No. 4, pp. 599-609.
25. Moschis, G.P. and Smith, R.B. (1985), "Consumer socialization: origins, trends and directions for future research", in Tan, C.T. and Sheth, J.N. (Eds), Historical Perspective in Consumer Research: National and International Perspectives, Association for Consumer Research, Singapore, pp. 275-81.
26. Moschis, G.P., Moore, R.L. and Smith, R.B. (1983), "The impact of family communication on adolescent consumer socialization", in Kinnear, T.C. (Ed.), Advances in Consumer Research, Volume 11, Association for Consumer Research, Chicago, IL, pp. 314-19.
27. Nicholas, K.B., McCarter, R.E. and Heckel, R.V. (1971), "The effects of race and sex on the imitation of television models", The Journal of Social Psychology, Vol. 85, December, pp. 315-16.
28. Ohanian, R. (1990), "Construction and validation of a scale to measure celebrity endorsers' perceived expertise, trustworthiness, and attractiveness", Journal of Advertising, Vol. 19 No. 3, pp. 39-52.
29. Parker, W.M. and Lord, S.L. (1993), "Characteristics of role models for young African-American men: an exploratory survey", Journal of Multicultural Counseling and Development, Vol. 21, pp. 97-105.
30. Pollay, R.W., Siddarth, S., Siegel, M., Haddix, A., Merritt, R. K., Giovino, G.A. and Eriksen, M.P. (1996), "The last straw? Cigarette advertising and realized market share among youths and adults", Journal of Marketing, Vol. 60 No. 2, pp. 1-16.
31. Rich, G.A. (1997), "The sales manager as a role model: effects on trust, job satisfaction, and performance of salespeople", Journal of the Academy of Marketing Science, Vol. 25 No. 4, pp. 319-28.
32. Rose, R.L., Bearden, W.O. and Manning, K.C. (1996), "Using individual differences to segment the 'market' for an attributional-based substance abuse intervention program", Journal of Public Policy & Marketing, Vol. 15 No. 2, pp. 252-62.
33. Smith, K.H. and Stutts, M.A. (1999), "Factors that influence adolescents to smoke", The Journal of Consumer Affairs, Vol. 33 No. 2, pp. 321-57.
34. Ward, S. (1974), "Consumer socialization", Journal of Consumer Research, Vol. 1 No. 2, pp. 1-16.
35. Zeithaml, V.A., Berry, L.L. and Parasuraman, A. (1996), "The behavioral consequences of service quality", Journal of Marketing, Vol. 60 No. 2, pp. 31-46.
36. Zollo, P. (1995), Wise Up to Teens, New Strategists Publications, Inc., Ithaca, NY.