Should companies hope instead? The role of verbal cues in consumers' evaluation of cause-related marketing (CRM)

Companies engaged in cause-related marketing (CRM) must demonstrate sincere commitment to gain consumer support. In this paper, we observe that consumers infer companies' commitment to the cause by the language used in the CRM promotional material. In a series of experiments, we compare the popular expression “we can make a difference” to “we hope to make a difference” in influencing consumers' response to the CRM. When consumers question company's motives—which can happen, for instance, when they do not perceive a congruency between the company and the supported cause (low firm/cause fit)—consumers seem to perceive the company to be less committed to the cause when the company says they “can” make a difference rather than “hope” to make a difference. Our conclusions offer implications for CRM by highlighting the importance of the words used and their semantic nuances to correctly reflect the company's motivations and thus communicate effectively.     

How much to give? — The effect of donation size on tactical and strategic success in cause-related marketing

In cause-related marketing (CM), companies promise a donation to a cause every time a consumer makes a purchase. We analyze the impact of the size of this donation on brand choice (tactical success) and brand image (strategic success). Our results reveal different effects of donation size on these success measures. For brand choice, the effect of donation size is moderated by a financial trade-off for consumers, whereas the effect on brand image is moderated by donation framing. Specifically, we show that donation size has a positive effect on brand choice if consumers face no financial trade-off; i.e., if they do not have to choose between triggering a donation or saving money. The effect is negative if a trade-off exists such that higher donations come at higher costs. Brand image is enhanced by larger donations if the framing is nonmonetary (e.g., the campaign promises the provision of vaccinations), whereas donation size has a negative effect if donation framing is monetary (e.g., the campaign states the Euro amount). If campaigns use a combination of both frames, the effect of donation size on brand image has an inverted U shape. Our results suggest that CM enhances tactical and strategic success only if firms select the right donation size, taking into account donation framing and financial trade-offs.     

The “ins” and “outs” of product and services marketing: The influence of consonant wanderings in consumer decision-making

The established preference for words featuring consonants ordered inward in the oral cavity—the in–out effect, may assist marketeers when naming new products and services. To investigate the conditions under which this effect may affect consumer preference we conducted four experiments (N = 818) examining the influence of consonant wanderings in the evaluation of different professionals and food products. While inward articulation direction selectively biased warmth judgments about workers who are perceived as relatively neutral on both warmth and competence, for professionals traditionally associated with either a warmth or a competence dimension inward-wandering usernames systematically presented a competitive advantage. In the same way, hypothetical food products with inward-wandering names were judged as more hedonic and more utilitarian. The present evidence supports the potential of the in–out effect to market products and services and highlights the relevance of exploiting this and other oral kinematics phenomena as an asset for managerial practice.     

The development of integrated marketing communications at the British General Post Office, 1931–39

In the 1930s, the General Post Office (GPO) in Britain became one of the nation’s most innovative pioneers of marketing communication. Following criticism of the organisation in the 1920s for its conservative use of publicity, the GPO embarked upon a series of creative publicity campaigns that applied, amongst other methods, advertising, public relations, promotions, cinema, events and artistic posters. Through an overview of its publicity, and through a narrative of three case-studies, this article argues that one of the most important innovations of the GPO was its integration of marketing communication, both in terms of techniques used and in relation to its emphasis in promoting the organisation and the services it provided.     

International new ventures as “small multinationals”: The importance of marketing capabilities

This paper explores how marketing capabilities contribute to the international expansion of international new ventures, and influence their choice of entry mode. The study examines how marketing capabilities help international new ventures to use entry modes involving higher resource commitment in international markets. The proposed model was tested on country-level data from Spain. The results show that marketing capabilities contribute to a firm's decision to choose entry modes involving higher resource commitment in foreign markets. The paper also includes insights on antecedents of international new ventures’ choice of entry modes in foreign markets.     

The effects of subsidiary’s leadership and entrepreneurship on international marketing knowledge transfer and new product development

This study investigates the role of a strong subsidiary leadership and entrepreneurial culture in the promotion of marketing knowledge inflows. We further examine their consequences on the subsidiary’s ability to develop new products when moderated by the tacitness of knowledge. The data were collected from 202 Portuguese subsidiaries of multinational corporations and were analyzed using partial least squares structural equation modelling to test the hypotheses. The results indicate that subsidiaries’ strong leadership support and entrepreneurial culture are fundamental mechanisms that foster marketing knowledge inflows from both the headquarters and peer subsidiaries. Moreover, marketing knowledge inflows enhance the focal subsidiary’s innovation abilities. We also find that tacit knowledge exerts contradictory moderating effects on the transfers of marketing knowledge, carrying distinct implications for a subsidiary’s knowledge management. The results expand our understanding of the effectiveness of transferring marketing knowledge among multinational corporations’ (MNCs) subsidiaries.     

Women's bodies,menstruation and marketing “protection:” interpreting a paradox of gendered discourses in consumer practices and advertising campaigns

This essay explores the various associations, conflicts, and resolutions that converge in consumer research to produce an advertising campaign for a feminine hygiene product. Ethnographic research identified a correspondence in beliefs and values among women who discuss menstruation as a natural process of rhythms and flow in their changing bodies. Building off the work of gender discourses in advertising, this paper claims women's “natural” discourse located in research differs from “protection” discourse in advertising, which holds a binary view of menstruation and associates menstruation socially with shame and secrecy. The research reveals that while women adopt a “natural” discourse of menstruation, discourses of “protection” still dominate marketing. Paradoxically, women incorporate both discourses in assemblages of constructing “feminine identities.” This research proposes a correspondence model that regards the consumption of consumer personal-care products in terms of embodiment rather than binary categories as a way to interpret such paradoxes.     

The terror of death and consumers’ sustainability attitudes

Applying Terror Management Theory, this research attempts to investigate how the terror of death perception affects consumers' sustainability attitudes under the contingent condition of religiosity. This field study was conducted in Malang, Indonesia. The findings disclose that both mortality salience and self-esteem increase materialism. Materialism is found to intensify consumers’ sustainability attitudes of green concern and consumer social responsibility (CnSR). It is also found that religiosity strengthens the effect of mortality salience on materialism and that of materialism on CnSR. Contrarily, religiosity weakens the effects of materialism on green concern. However, there is no statistical support for the moderating effect of religiosity on the linkage between self-esteem and materialism.     

Reading ‘the marketing revolution’ through the prism of the FBI

Abstract

This paper details the rebranding process undertaken by the UK co-operative movement and provides an understanding of the strategic issues involved in maintaining a coherent brand identity across a group of autonomous, independent societies. The methodology uses previously unpublished and archive material from across the movement. This is followed by a series of semi-structured interviews with Board Directors, senior management and individuals responsible for implementing the rebranding strategy. The rebranding exercise took almost ten years and the research identifies nine (non-discrete) overlapping stages. The paper argues that while many parallels can be drawn with the corporate rebranding literature, the need to achieve compromise and consensus combined with the independence of those participating creates issues not detailed in previous academic studies.     

Exploring the effect of Starbucks' green marketing on consumers' purchase decisions from consumers’ perspective

This study contributes to current literature by constructing a model to evaluate how using green marketing to promote brand image affects consumers' purchase intentions. First, the decision-making trial and evaluation laboratory (DEMATEL) method was used to explore the mutual influence on evaluation indicators, and an influential network relation map (INRM) of indicators and sub-indicators was constructed based on the results. The DEMATEL method was then combined with the analytic network process to create a DANP method to calculate weights for each indicator and sub-indicator. A modified Vlse Kriterijumska Optimizacija Kompromisno Resenje (VIKOR) method was then employed to explore the comprehensive performance of each indicator and sub-indicator using empirical data. Finally, conclusions were summarised and suggestions were proposed. This study's findings can serve as a reference for firms seeking to improve the tangible effects of their green marketing strategies by stimulating consumers' purchase intentions.     

Pushing speed? The marketing of fast and convenience food

The Menu: This paper explores the complex relationship between the marketing of fast and convenience food, and Western constructions and experiences of time in late Modernity, through a polemical analysis of a set of recent British television advertisements for a variety of brands in this sector. A cursory reading of these ads reveals some apparent contradictions in the deployment of time in fast/convenience food marketing: they seem to celebrate both speed (time as “sameness” and “continuity”) and nostalgia (time as “difference” and “discontinuity”). We go beyond a simple understanding of these alternative tropes as indices of competing brand strategies by interpreting their wider relations to the systemic and cultural vicissitudes of contemporary global capital. We conclude that the temporal articulation of fast and convenience foods presented in the ads is not in fact paradoxical, but dialectical. This dialectical relationship is an essential and continuing ideological structure of late Modernity.     

The role of disclosure in organized word‐of‐mouth marketing programs

Prevailing views of organized word‐of‐mouth (WOM) marketing programs suggest that disclosing corporate affiliation reduces perceived credibility and hampers campaign effectiveness. To test this view we surveyed WOM marketing agents and their conversational partners (CP) after a WOM marketing episode. Results indicate that when disclosure occurred – defined as when the CP was aware they were talking with a person participating in an organized WOM marketing program – agents were rated as more credible, CPs had fewer negative feelings about the agent's corporate affiliation, and CPs told more people about the brand being discussed. These counter‐intuitive results can be explained in part by the existing personal relationship between the agent and CP and invite us to consider how personal relationships may moderate the impact and potential business advantages of disclosure in organized WOM marketing programs.     

The effect of attribute originality on consumers’ adoption intention of customization: The role of construal level

As consumers' preferences become increasingly diversified, many companies strive to satisfy individual needs by offering customization options for products or services. To enhance the effectiveness of customization strategies, managers need to decide what type of attributes to provide for consumers to customize and also take consumers' individual differences into consideration. The current research investigates the joint impacts of the originality of the attributes involved in a customization option and consumers' construal level on their intention to adopt customization. Findings from two experiments consistently demonstrate that, in comparison to customization options that include common customizable attributes, offering customization options that includes original customizable attributes undermine consumers’ adoption intention. However, such negative effects will be mitigated when consumers have a high construal level.     

The development of Shanghai＇s service industry

The development of Shanghai‘s service industry should be choreographed in the following steps: (1) Actively promoting for the development of the industry through awareness of the general laws for its developmertt; (2) Speeding up the monopolies existing in some service sectors so as to open to the private some     

The effectiveness of coupons on the restaurant consumers’ purchase decision

Coupons have been used as promotional and marketing campaigns with the key objective of boosting sales through new customers or bringing back existing ones (Venkatesan & Farris, 2012). Coupons are distributed to consumers through digital formats, smartphone applications, and print formats (Restaurant Business, 2015). The focus of this research is to examine the effectiveness of coupons as a marketing contrivance on the restaurant consumers’ purchase decision including the most efficient mode of transfer. A cross-sectional survey⁴ was used and collected from 247 participants. Frequency distributions, cross-tabulation, chi-square, and independent sample t-tests were used to assess consumer motivations, behaviors, and attitudes toward coupons.     

The effect of win-back investment on lost consumers’ intention of reinitiating relationship

This research studies the effect of win-back strategy on reinitiating brand-consumer relationship (BCR) by examining three commonly adopted strategies, namely apology, tangible reward, and privilege. Empirical findings demonstrate that these strategies have different effects on consumers’ intention of reinitiating relationship (CIRR). More specifically, whereas consumers will show positive CIRR if a transgression brand employs the strategies of apology, tangible reward and privilege, consumers’ perception of apology has the most significant effect. In addition, this study also tests the moderating role of brand relationship quality on CIRR. Results show that if the brand-relationship quality prior to brand transgression is high, win-back strategies will have more positive effects on CIRR, and vice versa.     

An inquiry into the compulsive side of “normal” consumers

This article reports on a study designed to investigate the nature of compulsive-like buying behavior in the general consumer population. A previously tested compulsive buying scale was administered to a sample of 190 consumers. As predicted by the hypotheses, compulsive buying tendencies correlate negatively with self-esteem and positively with the extent of irrational credit card usage. Several other findings are reported and discussed. Thus women are shown to be higher on compulsive buying than men. Also, compuslive buying tendencies correlate negatively with age and positively with one's susceptibility to social influence. Finally, the data suggest that early consumption experiences may affect significantly the extent of compulsive-like buying behavior. Areas where further research should be done are identified.

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Eine Untersuchung zwanghafter Züge im Verhalten normaler Konsumenten

Zusammenfassung Der Beitrag faßt das Phänomen zwanghaften Kaufverhaltens als generellen Drang zum Einkaufen auf, der in unterschiedlicher Intensität auftreten kann und deshalb zwischen verschiedenen Konsumenten und zwischen verschiedenen Zeiten differenzieren kann. Nach diesem Verständnis empfinden zwanghafte Käufer einfach während der meisten Zeit ein höheres Ausmaß dieses Dranges. Berichtet wird allerdings über eine Studie, die zwanghafte Aspekte des üblichen Konsumentenverhaltens untersuchen will. Dazu wurde die von Valence, d'Astous und Fortier (1988) entwickelte Skala zur Erfassung zwanghaften Kaufverhaltens einer Stichprobe von 190 Konsumenten vorgelegt.Die Ergebnisse bestätigen die Hypothesen, daß die Tendenz zu zwanghaftem Kaufverhalten negativ mit Selbsteinschätzung und positiv mit unvernünftigem Gebrauch von Kreditkarten korreliert. Gerade dieses letzte Ergebnis weist auf die Notwendigkeit hin, anfällige Konsumenten über die potentiellen Gefahren von Kreditkarten zu informieren.Einige weitere Ergebnisse: Frauen haben eine stärkere Neigung zu zwanghaftem Kaufen als Männer. Gründe dafür können in der Tatsache liegen, daß Frauen generell mehr Einkaufsgelegenheiten haben, die zudem wichtige Gelegenheiten für Sozialkontakte darstellen können. — Die Neigung zu zwanghaftem Kaufen korreliert negativ mit dem Alter (, was mit anderen Befunden der Verbrauchersozialisationsforschung in Einklang steht,) und positiv mit der individuellen Empfänglichkeit für Umgebungseinflüsse, was mit einer sozialen Anpassungsfunktion des Kaufens erklärt werden kann. — Schließlich führen die Daten zu der Vermutung, daß frühe Kauferfahrungen das spätere Ausmaß zwanghafter Kauftendenzen signifikant beeinflussen können.

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Alain d'Astous is Professor of Marketing at the Université de Sherbrooke, Sherbrooke, Québec, Canada, J1K 2R1. The author would like to thank Sylvie Tremblay for her help in the data collection and analysis phases of this study and an anonymous reviewer for useful comments. Portions of this article were presented at the XVIIIth Annual Conference of the European Marketing Academy, Athens, Greece, April 18–21, 1989.