Against the Green: A Multi-method Examination of the Barriers to Green Consumption

Gleim, Mark R.; Smith, Jeffery S.; Andrews, Demetra; Cronin, J. Joseph

doi:10.1016/j.jretai.2012.10.001

Cited by 682 publications

(653 citation statements)

References 65 publications

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“…In the introduction, we emphasized that retailers can play a focal role in facilitating consumer adoption of green products, though little research explores this role in depth (Gleim et al 2013;Wu and Chen 2014). Our contribution is to develop and empirically assess a model that features SENS-climate as a central concept, offered as a mechanism through which retailers can stimulate sales associates to encourage consumers to buy green.…”

Section: Discussionmentioning

confidence: 99%

“…The SENS-climate is based on a set of operational-level articulations that stimulate store-based, shared beliefs about environmentally responsible behaviors and serve the interests of the store, the company, and customers, in line with an environmental marketing doctrine. Through this process, retailers can address a key condition to facilitate consumer adoption of green products, namely, to gain credibility by implementing policies consistent with the sale of green products (Gleim et al 2013).…”

Section: Discussionmentioning

confidence: 99%

“…Thus household appliance manufacturers and retailers face the challenge of educating consumers about Bwhy to buy^green products (Castle 2011;Electrolux 2013). There is considerable agreement that it is the retailer, with their proximity to and understanding of the consumer, who likely plays a pivotal role in nudging consumers to buy green (Girod et al 2014;Gleim et al 2013). At the point of purchase, green marketing strategies can be realized through face-to-face communications with consumers, bridging the gap between intention and behavior (Bishop and Barber 2015;Thongplew et al 2014;Wu and Chen 2014), but research is needed to identify how retailers can exploit these opportunities to drive green sales (Gleim et al 2013).…”

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confidence: 99%

“…In addition, we account for how relationship-oriented behavior aids the sustainable creation of a SENS-climate, because both articulation and sustainability are critical to a collective interpretation of the environmental marketing doctrine in an operational (retail) context (Challagalla et al 2014). Thus consistency in green sales can be promoted; this consistency then reinforces the credibility of the organization as green among consumers (Gleim et al 2013).…”

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confidence: 99%

See 3 more Smart Citations

Making SENS: exploring the antecedents and impact of store environmental stewardship climate

Hensen

Keeling

Ruyter

et al. 2015

J. of the Acad. Mark. Sci.

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Retailers increasingly recognize that environmental responsibility is a strategic imperative. However, little research has investigated or identified the factors that facilitate the successful implementation of environmentally responsible strategies across a network of customer-facing sales units (stores). We propose that a store manager's ability to lead by example facilitates this process by fostering a supportive climate for store environmental stewardship (SENS-climate). By examining the influence of store managers' actions on sales associates' perceptions of the SENS-climate, as well as the subsequent impact on their performance-measured by margins, as well as sales of green and regular products-this study demonstrates that store managers can foster a SENS-climate by articulating their prioritization of environmental responsibility in their operational decisions. These positive effects are sustained by relational factors, such as the moderating effect of the store manager-sales associate dyadic tenure. In contrast, when store managers display high variability in their environmental orientation, it hinders the development of SENS-climate perceptions among sales associates. If sales associates perceive an enabling SENS-climate, they achieve higher margins and more green but fewer regular sales.

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Section: Discussionmentioning

confidence: 99%

Section: Discussionmentioning

confidence: 99%

mentioning

confidence: 99%

mentioning

confidence: 99%

See 2 more Smart Citations

Making SENS: exploring the antecedents and impact of store environmental stewardship climate

Hensen

Keeling

Ruyter

et al. 2015

J. of the Acad. Mark. Sci.

View full text Add to dashboard Cite

show abstract

“…Gleim et al, 2013). Coté offre, le déploiement des arguments écologiques par les sites et plus particulièrement par les sites de mobilité peut être considéré à l'instar des entreprises « classiques » comme une réponse aux attentes du segment des consommateurs verts que les marketeurs tentent d'identifier et de cibler (Connolly et Prothero 2003).…”

Section: Des Motivations éCologiques Réelles Mais Non Prédominantesunclassified

La consommation collaborative, le versant encore équivoque de l’économie de la fonctionnalité

Robert¹,

Binninger²,

Ourahmoune³

2014

developpementdurable

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The influence of collectivism on consumer responses to green behavior

Ogiemwonyi

Jan

2023

Bus Strat Dev

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The purpose of this research is to examine consumer responses to green behavior linking constructs like attitude, perceived behavioral control (PBC), and subjective norms (SN) from the theory of planned behavior (TPB) model in connection to cultural dimension influence such as collectivism. A well‐established survey was developed to capture adequate responses using a quantitative approach. SmartPLSver3.3 were applied to the reliability and path relationship analysis. Results indicate that collectivism influences green behavior and multiple factors of the TPB constructs (attitude, PBC, and SN). In addition, PBC exerted a positive influence on SN, which significantly accelerated green behavior. Likewise, attitude positively mediates collectivism, PBC, and the green behavior nexus. The research shows that responses to green behavior are the solution in attaining the sustainable development goal −12 in a collectivist society as consumers with a stronger collectivist orientation rely on group identity and are disposed to engage in responsible consumption and production owing to their strong attitude, perceived control, and social norms. The study contributes meaningful insights to new lines of research on how to eliminate perceived difficulty linked to green consumption and improve responses to green behavior, which is still a concern; thus, policymakers must try to improve collectivist values.

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Against the Green: A Multi-method Examination of the Barriers to Green Consumption

Cited by 682 publications

References 65 publications

Making SENS: exploring the antecedents and impact of store environmental stewardship climate

Making SENS: exploring the antecedents and impact of store environmental stewardship climate

La consommation collaborative, le versant encore équivoque de l’économie de la fonctionnalité

The influence of collectivism on consumer responses to green behavior

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