When do normative appeals influence sustainable consumer behaviors?

By:

WHITE, KATHERINE

Contributor(s):

SIMPSON, BONNIE

Material type:

Mixed materialsPublication details: 2013Description: 78-95Subject(s):

CONSUMER BEAHVIOR

NLM classification:

658.8342

In: JOURNAL OF MARKETINGMSummary: The authors explore how injuctive appeals, descriptive appeals and benefit appeals can encorage consumers to engage in relatively unfamiliar sustainable behaviors such as grasscycling and composting. Across one field study and three laboratory studies, the authors demonstrate that the effectiveness of the appeal type depends on wheather the individual or collective level of the self is activated.

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Holdings
Item type	Current library	Call number	Vol info	Status	Date due	Barcode
Periodicals/Magazines	SSCBS Library		77/2	Available		P14947

The authors explore how injuctive appeals, descriptive appeals and benefit appeals can encorage consumers to engage in relatively unfamiliar sustainable behaviors such as grasscycling and composting. Across one field study and three laboratory studies, the authors demonstrate that the effectiveness of the appeal type depends on wheather the individual or collective level of the self is activated.

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