Strategies of children and parents during shopping for groceries

Purpose - Only a limited number of studies have examined the behaviour and the strategies of children and parents during shopping. This ethnographical study aims at thoroughly understanding family decision-making when shopping for groceries, especially children's and parents' negotiation strategies. Design/methodology/approach - Using a qualitative ethnographical approach, seven known families were accompanied on 19 grocery shopping trips. Their behaviour, their interactions and their strategies during shopping were observed. Analysis was conducted by coding relevant information, defining categories, comparing data and identifying patterns. Findings - The results show that children constantly influence their parents, directly and indirectly. They do this by displaying various behaviours in the grocery store. Their negotiation tactics are diverse, as are parents' reactions to their children's negotiation strategies. Children aim at fulfilling spontaneous desires while parents want to restrain their children's requests. Research limitations/implications - Limitations of the study can be found in their qualitative methodology. Practical implications - This study has several implications for marketers. By learning about the joint decision-making process, companies as well as public policy makers will be able to address families more successfully and market healthy food more effectively. Originality/value - This study contributes to existing research on family decision-making by presenting different ways of children and parents behaviour during shopping trips. It applied an unusual technique of observing well-known families on their shopping trips.