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No descriptive material is available for this title.
- Sales Rank: #2037503 in Books
- Color: Other
- Brand: Brand: Lexington Books
- Published on: 1992-07-01
- Original language: English
- Number of items: 1
- Dimensions: 9.42" h x 1.00" w x 6.33" l, 1.18 pounds
- Binding: Hardcover
- 272 pages
- Used Book in Good Condition
From the Back Cover
At the age of four or five, many children begin to make purchases on their own. By the time they are ten, they make more than 250 purchase visits to stores each year. Marketing to children has come a long way since the days when "secret decoder rings" were sold on cereal boxes. Children today have their own television and radio networks, magazines, newspapers, product clubs, banks, bookstores, and clothing shops. Changes in the American family have also served to force children into the marketplace sooner. Working parents rely on their children to do more household chores, including shopping. Smart manufacturers and retailers recognize the children's market as a potential gold mine, and the expert they turn to for advice is internationally recognized authority James U. McNeal. McNeal's Kids as Customers is the indispensable marketing handbook for companies marketing to four-to-twelve year-olds--a market McNeal describes as having the greatest sales potential of any age or demographic group. McNeal classifies the children's market into three distinct categories: primary, influence, and future. As a primary market, children in the United States have over $9 billion to spend. McNeal explains how they get their money, where they shop, what they buy, and what persuades them to select one product over another. As an influence market, children direct at least $130 billion of adults' spending. McNeal offers for the first time a measure of kids' influence on their parents' purchases of 62 household items, from ice cream to home computers. As future consumers, children will control even more purchasing dollars. McNeal shows businesses how to cultivate today's children into loyal long-termcustomers. What's more, McNeal urges businesses not to overlook the potential of the vast overseas market. Many foreign children, especially in countries like Great Britain, Japan, and Taiwan, have the same purchasing power as Americans, but they often have fewer products to choose from. And, unlike their parents, foreign children frequently prefer American-made goods. McNeal provides invaluable data on foreign children's income, purchasing, and saving practices--and practical guidelines for tapping into the children's market overseas. Retailers, advertisers, product designers, and market researchers will all benefit from McNeal's extensive research and his examples of highly successful children's marketing strategies, as well as some that were total failures. Kids as Customers presents the practical advice and hands-on techniques any business needs to succeed in the fast-growing children's marketplace.
About the Author
Dr Kara Chan is associate professor at the Department of Communication Studies, Hong Kong Baptist University.
Prof. James U. McNeal is Visiting Professor at Guanghua School of Management, Peking University, China where he teaches a course in children consumer behavior. He is author of over 50 articles on the subject, and three books: "Children as Consumers: Insights and Implications"; "Kids as Customers: A Handbook of Marketing to Children"; and "The Kids Market: Myths and Realities,"
Most helpful customer reviews
0 of 0 people found the following review helpful.
The reviewer of October 25, 1999 is probably right.
By Goggle-Eyed Slewfoot
The author pays occasional lip service to the eithical considerations of marketing to children. At first, I was going to gather up all those quotes and use them as a rebuttal to the reviewer of October 25, 1999.
But then, on page 189, I read "Needs are not for products; products are for needs." In this one disclaimer, McNeal is absolving himself for selling comic books which could be read in ten minutes, colorful toys which lose every child's attention in five minutes, addicting electronic games, and junk food.
The statement would be objectionable even if the word "desires" were substituted for "needs." Children had no desire for designer jeans or hundred-dollar tennis shoes before they were invented by the market.
On the whole, it is an interesting book, but I am a little disappointed. I wanted to learn about the psychological ploys used in baiting children, but I learned very little about that.
1 of 7 people found the following review helpful.
Coming Soon! The Kids Market: Myths and Realities
By A Customer
The newest book from James McNeal answers important questions about the kids market, including: When do children become consumers? Do kids really save more than their parents? How much money does the average kid have and where does it come from? Why are the numbers six and seven more effective at getting kids' attention than other numbers? What do children say is their favorite fast food? How do children in other countries spend their time and discretionary income? Find answers to these and other important questions from the expert on marketing to kids. Pehaps the book's finest feature is the information contained in dozens of actual drawings done by children from the U.S. and abroad. It's amazing how much you can learn from these illustrations when you have a seasoned expert to point out their most interesting elements and share his wisdom on the topics at hand.
9 of 18 people found the following review helpful.
Fabulous research!
By A Customer
This book provides valuable insight into maximizing profit from your 4-12 year-old target market - it has been very helpful in developing promotional material for my large corporate firm. With this valuable research I helped my firm pull in larger profits, leaving minds of society's youth in my wake - including the minds of my own children. But that's okay: I make it up to them by buying them whatever they want. Of course, I'm sure they will want the usual - a trip to the new Disney movie and dinner afterwards at McDonald's. It's baffling yet convenient how they always want the same thing! I recommend this book to any father with sound, capitalistic priorities.
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