Front

What are the three stages of consumer socialization identified in the research?

Back

1. Perceptual (3–7 years old) 2. Analytical (7–11 years) 3. Reflective (11–16 years)

Front

What happens during the Perceptual stage of consumer socialization?

Back

Children begin to distinguish ads from programs, associate brand names with product categories, and understand the basic script of consumption.

Front

What occurs during the Analytical stage of consumer socialization?

Back

Children capture the persuasive intent of ads, process functional cues regarding products, and develop purchase influence and negotiation strategies.

Front

What characterizes the Reflective stage of consumer socialization?

Back

Children understand advertising tactics and appeals, become skeptical about ads, understand complex shopping scripts, and can influence purchases.

Front

What is one tactic children use to influence parents during the consumer socialization process?

Back

Pressure: The child demands, threatens, and tries to intimidate the parents.

Front

What is the 'Exchange' tactic in consumer socialization?

Back

The child promises something (e.g., to 'be good' or to clean her or his room) in exchange for a purchase.

Front

What does the 'Rational' tactic involve in consumer socialization?

Back

The child uses logical arguments and factual evidence to influence parents.

Front

What is the 'Consultation' tactic in consumer socialization?

Back

The child seeks parents’ involvement in the decision-making process.

Front

What does the 'Ingratiation' tactic entail in consumer socialization?

Back

The child tries to get the parent in a good mood first and then makes the request.