Now that's a Bright Idea: The Influence of Consumer Elaboration and Distance Perceptions on Sustainable Choices

Tangari, Andrea Heintz; Burton, Scot; Smith, Ronn J.

doi:10.1016/j.jretai.2015.05.002

Cited by 25 publications

(19 citation statements)

References 51 publications

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“…The 16 messages were designed according to the CLT and in reference to recent studies (e.g. Tangari et al , 2015; Willems et al , 2017). Both distance dimensions and the degree of abstraction were manipulated to assure a clear difference between the messages.…”

Section: Methodsmentioning

confidence: 99%

Increasing sustainable consumption: message framing and in-store technology

Jäger

Weber

2020

IJRDM

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PurposeThis study investigates the potential of two different digital in-store technologies and advertisement message framings according to the construal-level theory for increasing sustainable consumption. This paper aims to provide managerial implications for the promotion of sustainable products at the point of sale as well as to theoretically contribute by integrating the literature streams of perceptual research, point-of-sale marketing and construal-level theory.Design/methodology/approachThe authors tested their hypotheses in a two-week field experiment with a 2 (product label: organic vs local) × 2 (message framing: high vs low construal level) × 2 (presentation technology: digital signage vs augmented reality) between-subjects factorial design. The study was conducted in two grocery stores of different sizes using milk as a test product. Purchase data, as well as attention data gathered by facial recognition software, were analyzed.FindingsEven though the magic mirror augmented reality application attracted significantly more attention, it did not significantly boost sales compared to the digital signage technology. In the larger store, the sales of the advertised sustainable products were significantly higher in both technology conditions than in the control condition without advertisement. If consumers pay enough attention to the promotion, results indicate that using messages with a concrete low-level construal is more useful for organic goods.Originality/valueThis study is the first investigating a combination of in-store technology and construal-level message framing for the promotion of sustainable products. It extends the retailing literature by proposing a two-step approach on how to use in-store technology effectively: (1) gaining attention and (2) matching messages to existing cognitions.

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Section: Methodsmentioning

confidence: 99%

Increasing sustainable consumption: message framing and in-store technology

Jäger

Weber

2020

IJRDM

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“…La distance psychologique pour comprendre l'écart entre attitudes et comportements prosociaux du consommateur White et al (2019) ont souligné l'écart existant entre les attitudes prosociales du consommateur et son comportement effectif. L'une des raisons qui expliquent cette différence est liée à la distance psychologique expérimentée avec des causes environnementales telles que le changement climatique (Brügger, 2020 ;Brügger et al, 2015 ;Spence et Pidgeon, 2010 ;Spence et al, 2012), la pollution (Zhang et al, 2014, la réduction du gaspillage (Barnes, 2019 ;Guillard, 2019 ), l'utilisation raisonnée des énergies (Griffioen et al, 2019 ;Tangari et Smith, 2012 ;Tangari et al, 2015) ou encore le recyclage (Schill et Schaw 2016 ;White et al, 2011).…”

Section: La Distance Psychologique Pour éClairer Le Comportement Du Consommateurunclassified

La distance psychologique comme outil actionnable par les managers

Alaoui

Cova

2021

Recherche et Applications en Marketing (French Edition)

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Cet article propose une synthèse des recherches ayant mobilisé le concept de distance psychologique autour des questions liées aux comportements prosociaux du consommateur, à la digitalisation de la consommation et aux pratiques marketing. Ce travail s’appuie sur une méta-synthèse de 584 articles issus de revues en psychologie et en marketing. Il permet une consolidation et une validation des connaissances du concept de distance psychologique dans ces différentes thématiques du marketing. Il montre également comment la distance psychologique peut être actionnée par les managers afin d’améliorer les réponses du consommateur. Les managers peuvent agir directement sur la distance en la réduisant ou l’augmentant pour profiter des bienfaits de la proximité ou de l’éloignement psychologique. Ils peuvent également ajuster les variables du marketing-mix en fonction de la distance psychologique expérimentée par le consommateur pour fluidifier le traitement de l’information et, in fine, améliorer les réponses de ce dernier.

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“…Researchers are concerned about the "green intention-behavior gap," whereby consumers' positive attitudes and intentions toward green consumption often do not translate into actual green behaviors (Carrington et al 2010(Carrington et al , 2014Gleim et al 2013;Olson 2013). In this vein, some researchers examine the cognitive and emotional factors underlying how consumers process green information, including message/ad framing, message assertiveness, perceived guilt, pride (Amatulli et al 2019;Antonetti and Maklan 2014;Kronrod et al 2012;Theotokis and Manganari 2015), information elaboration and psychological distance (Tangari et al 2015), as well as regulatory focus (Bullard and Manchanda 2013).…”

Section: Sustainability and Green Consumptionmentioning

confidence: 99%

Powering Sustainable Consumption: The Roles of Green Consumption Values and Power Distance Belief

Keh

Wang

2019

J Bus Ethics

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As human consumption is one of the key contributors to environmental problems, it is increasingly urgent to promote sustainable consumption. Drawing on the agentic-communal model of power, this research explores how the psychological feeling of power influences consumers' preference for green products. We show that low power increases consumers' preference for green (vs. conventional) products compared to high power (Studies 1a and 1b).Importantly, we identify two factors moderating the main effect of power on green consumption.Specifically, we find that the effect of power on green consumption is more salient among those with high green consumption values (Study 2). In addition, the effects of power are dynamic as a function of power distance belief (PDB), such that low power (vs. high power) promotes green consumption in the low-PDB context while high power (vs. low power) promotes green consumption in the high-PDB context (Study 3). Taken together, these findings provide novel insights into understanding green consumption from the perspectives of social power, green values, and PDB. Besides contributing to the literature, the findings have significant implications for marketers and policy-makers in promoting green campaigns, bridging the attitude-behavior gap, and building a more sustainable society.

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Now that's a Bright Idea: The Influence of Consumer Elaboration and Distance Perceptions on Sustainable Choices

Cited by 25 publications

References 51 publications

Increasing sustainable consumption: message framing and in-store technology

Increasing sustainable consumption: message framing and in-store technology

La distance psychologique comme outil actionnable par les managers

Powering Sustainable Consumption: The Roles of Green Consumption Values and Power Distance Belief

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