How anticipated pride and guilt influence green consumption in the Middle East: The moderating role of environmental consciousness

This research empirically tests the combined effect of anticipated pride, anticipated guilt, and environmental consciousness in parallel to the Theory of Planned Behavior's main components on green purchase intention. For the first time, it also explores the interaction of environmental consciousness, anticipated pride, anticipated guilt, and attitude, respectively, on green purchase intention. Analysis of 304 responses collected from consumers in the United Arab Emirates revealed that environmental consciousness, attitude towards green products, anticipated pride, and anticipated guilt positively influence the intention to purchase green products, but not perceived behavioral control and subjective norms. Interestingly, anticipated pride increases green purchase intention under low level of environmental consciousness, while anticipated guilt decreases purchase intention. In contrast, anticipated guilt positively influences green purchase intention under high environmental consciousness, while anticipated pride does not. This study extends current knowledge related to green purchase behavior and provides a nuanced understanding of the influence of anticipated emotions. It also provides practical implications for marketers in the Middle East to formulate effective strategies to stimulate green products consumption.     

Reasoned Action and Food Choice in a Transitional Economy

ABSTRACT

This study examines predictive factors of consumer behaviour in food, employing a study of 485 Romanian respondents using the Theory of Reasoned Action (TRA). Drawing on a structural equation models approach, causal paths for six products were estimated. Habit emerged as the most significant predictor of behavioral intention. The results of this empirical study support the notion that attitudes and habits influence behavioral intentions toward food consumption. A modification of the TRA, within the context of income constraints, is proposed in the form of willingness to consume. Competing structural models are discussed, and the implications of the study for both marketers and consumers are highlighted.     

The role of advertising in consumer emotion management

Consumer research has demonstrated that emotions play an important role in the decisionmaking process. Individuals may use consumption or purchasing as a way to manage their emotions. This research develops a model to help explain the process by which individuals engage in consumption to manage their emotions, and examines the efficacy of an advertisement for a hedonic product that uses affect-laden language to stimulate such a process. Results suggest that favourable emotional responses from an advertisement can lead to positive attitudes towards the advertisement, prefactual thinking in the form of hedonic rationalisations and greater behavioural intentions. Additionally, guilt from consuming and purchasing these hedonic products can be mitigated, which is also associated with greater behavioural intentions. Findings have implications for marketers and advertisers of hedonic products.     

Emotions,deliberations, and end‐of‐life products

Death is inevitable; yet, not all consumers prepare for death by purchasing end‐of‐life (EOL) products. Using the theory of reasoned action (TRA) and the dual‐process model framework, this study aims to examine the role of emotions and cognitions in influencing consumers' decisions to engage in planning for death. A mixed methodology design was used. Study 1, a qualitative study, uncovered positive and negative emotions and deliberative reasoning that comprise consumers' EOL purchase decision process. Study 2, a quantitative study, confirmed that emotions and deliberations independently and jointly influenced consumers' EOL attitude and behavior and that emotions affected deliberations for both prepaid funerals and wills. Subjective norms outperformed attitude in predicting both products' purchase behavior. These finding supported the dual‐process model of behavior and the TRA in the EOL research context and contributed to the EOL literature by investigating the effects of emotions and deliberations concurrently; thus validating the important role of emotions in influencing EOL planning and purchase. In light of our findings, marketers could, after due cognizance of the morbidity and sensitivity of the topic, develop actionable promotional and segmentation strategies for EOL products and other emotion‐laden, unsought products and service.     

Displayed emotions to patronage intention: consumer response to contact personnel performance

The impact of service on consumers' brand attitudes and patronage intentions serves to stress its importance to service marketers. This study further investigates previous research by proposing an integrative model that examines the hierarchical influence underlying emotions displayed by service personnel and the subsequent effect on consumer behavioural intention in the retail service context. Results indicate that service personnel-displayed emotion hierarchically influences consumers' emotions, satisfaction with service personnel, brand attitude, and patronage intention. Findings also reveal that brand attitude plays a critical mediating role. This work discusses implications for retail service firms and marketing executives, in addition to providing direction for future research.     

Analyzing the food waste reduction intentions of UK households. A Value-Attitude-Behavior (VAB) theory perspective

Food waste is a complex and pervasive issue associated with growing corporate, political and public concerns. Addressing the issue of food waste is essential to achieve sustainable development. This study utilises the value–attitude–behaviour hierarchy to examine UK household consumers' food waste reduction intentions. The research model hypothesises a positive relationship between consumers' perceived values (hedonic value and sense of community), attitudes (anticipated guilt, social norms and attitude to reduce food waste), and household food waste reduction intentions. We collected data from 513 UK households via a survey questionnaire. The results confirmed that consumers' perceived values positively affect their attitude toward reducing food waste. We also found that attitude to reduce food waste is significantly associated with food waste reduction intentions. Furthermore, the control variables, age and gender, are significantly associated with social norms. However, the results revealed that a sense of community is not significantly associated with an attitude toward reducing food waste. The study findings offer useful insights for academics, marketers, policymakers and governments seeking to mitigate the adverse effects of food waste.     

The role of time convenience and (anticipated) emotions in AR mobile retailing application adoption

Drawing on cognitive appraisal theory as a theoretical foundation, this research examines the sequential effects of time convenience and (anticipated) emotions on consumer responses to (augmented) mobile retail apps in both pre-usage and usage stages. Two online experiments (N_Experiment1 = 303, N_Experiment2 = 114) using different stimuli reveal that time convenience and emotions stimulate favorable attitude towards the app and hence, behavioral intentions. The findings advance extant literature by identifying time convenience as an important construct prompting positive emotions toward mobile retail apps and consequently, favorable attitude and usage intention. Hence, practitioners should clearly communicate time convenience as an important utilitarian benefit of AR applications.     

The Role of Anticipated Emotions in Purchase Intentions

Key personal inputs to decision making reside in expectations about whether a purchase or nonpurchase will make one feel better. Integrating several theoretical approaches, this research proposes a holistic framework formed by four kinds of anticipated emotions (AEs) resulting from the crossing of positive‐ or negative‐valenced emotions with action or inaction. Specifically, this research proposes that consumers under a purchase scenario tend to consider positive and negative AEs of both purchase and nonpurchase in their decisions. Research in this area to date has been sparse and focused mostly on AEs with regard to purchase, but not nonpurchase. The results of four studies confirm that AEs influence purchase decisions in a coordinated way depending on their instrumentality, motivating purchase or nonpurchase. AEs also partially mediate the effect of outcome valence on purchase decisions. Taking the status quo bias as a theoretical basis, this work proposes that the amount of information of favorable and unfavorable outcome messages has a greater influence on AEs motivating purchase than AEs motivating nonpurchase. Finally, future research lines are proposed to expand the use of this fourfold framework and more generally to understand the role of forward‐looking emotions in decision processes.     

The Contribution of Ethical Obligation and Self-identity to the Theory of Planned Behaviour: An Exploration of Ethical Consumers

Whilst the Theory of Reasoned Action (TRA) has generated much research interest, many market researchers are divided over the addition of further constructs to the model. The TRA and its many modifications have been applied in numerous behavioural contexts, however, research to-date has neglected an emerging group of "ethical" consumers. This paper outlines results from a recent survey of over 1400 UK consumers that applied the TRA to this complex area of decision making. Using readers to the Ethical Consumer magazine, the study addresses issues involving proposed model modifications - specifically, by the addition of control, ethical obligation and self-identify. Management implications of the findings are discussed, including the importance of understanding consumers' self-identification with ethical issues in marketing communications programmes; and the underlying potential importance of ethical issues to mainstream consumer groups. Finally, the need to develop conceptually as well as practically robust techniques by using Structural Equation Modelling, which represents the next stage in this research, is outlined.     

Predicting green product consumption using theory of planned behavior and reasoned action

The extended Theory of Planned Behavior (TPB) incorporates environmental concern, a critical variable in green marketing literature, intending to achieve triple bottom line (TBL). In this context, this study aims to validate TPB and its extended form (mediating role of TPB variables), as well as the Theory of Reasoned Action (TRA), to predict Indian consumers’ green product purchase intention. We collected primary data from 521 respondents as input, establishing validity through confirmatory factor analysis (CFA). Our empirical results of structural equation modeling (SEM) show that extended TPB has higher predictability than TPB and TRA in green marketing settings. Consumer attitude and perceived behavioral control significantly predicts purchase intention whereas subjective norm does not. Our findings also suggest that TPB mediates the relationship between environmental concern and green products purchase intention. An additional construct in the new model considerably contributes to improving the understanding of green products purchase intention formation and could become a sustainable mainstream variable.     

Whistleblowing as Planned Behavior – A Survey of South Korean Police Officers

This article explores the relevance of the Theory of Planned Behavior to whistleblowing research, and considers whether its widely tested validity as a model of the link between attitudes, intention, and behavior might make it an appropriate candidate for a general theory to account for whistleblowing. This proposition is developed through an empirical test of the theory’s predictive validity for whistleblowing intentions. Using a sample of 296 Korean police officers, the analysis showed that attitude, subjective norm, and perceived behavioral control all had significantly positive main effects on internal whistleblowing intentions, but for external whistleblowing intentions only subjective norm was significant. The implications of these findings for applying the Theory of Planned Behavior to whistleblowing research are discussed.     

Extending the Theory of Planned Behavior to examine the role of anticipated negative emotions on channel intention: The case of an embarrassing product

The Theory of Planned Behavior (TPB) is successful in predicting consumer intentions for a wide variety of products and behaviors. However, little is known about how effective the TPB is when the behavior under study is embarrassing. To this end, this paper extends the TPB to create a conceptual model to examine the role of anticipated negative emotions on channel intention. An empirical study was conducted whereby the model was tested using survey data on the purchase of Regaine (a hair loss product that is embarrassing to buy) in Boots (a well-known UK multichannel drugstore). The embarrassing nature of Regaine created differences in the importance that emotions played when consumers intend to purchase using face-to-face channels (such as the physical drugstore) as against multichannel options or the internet. The results were analyzed using partial least squares structural equation modelling (PLS-SEM). The effectiveness of the TPB was improved. The variance explained (R² to intention) was 0.44% for the total sample, 49% for the drugstore, 58.4% for the internet, and 42.5% for multichannel.     

The Power Of Affective Response And Cognitive Structure In Product-Trial Attitude Formation

Consumers' affective responses to and cognitive structures in thinking about a product, and the influence of these processes on the trial experience evaluation, are examined in experiments where product types (hedonic and functional) and involvements (low and high) are simultaneously manipulated. The results show that affective response overrode cognitive structure under all experimental conditions in forming product-trial attitudes (A₁), whereas the roles of affective response and cognitive structure were similar in product trial-based product attitude (A_p) formation. The implications of the varied roles of affective responses and cognitive structure in overarching models, and their roles in each experimental condition, are discussed.     

Attitude formation from product trial: Distinct roles of cognition and affect for hedonic and functional products

Affective and cognitive responses to a product trial are examined in an experiment containing two cells representing two product types: hedonic and functional. The stimulus products were a computer game and grammar‐checking software. Forty‐two college students comprised the sample for the experiment. The specific affective responses studied are pleasure and arousal, and brand cognitions are represented as the expectancy value from brand attributes (the product of brand beliefs, belief confidence, and attribute evaluations, summed across the attributes (σ b_ic_ie_i)). The relative level and influence of affective and cognitive responses to a product trial were shown to differ significantly, depending on whether the product was hedonic or functional in nature. Specifically, for the hedonic product, felt arousal during the trial was higher than for the functional product, and emotional responses were significant antecedents of subjects' evaluations of the trial experience. Brand cognitions, however, were not significantly related to trial evaluations for the hedonic product. In contrast, for the functional product, brand cognitions and pleasure were significant antecedents of trial evaluations, but arousal was not. The findings of this study demonstrate the importance of considering both the cognitive structure created by a product trial and the consumer's emotional reactions to the trial. For hedonic products, especially, emotional responses to the trial were shown to be powerful antecedents to consumers' evaluations of a trial experience, and subsequently, brand attitude. Marketers and marketing researchers can use these results to predict which category of responses to product trial (affective or cognitive) will be most important for brand evaluation for the particular product in question. This knowledge may also enable marketers to manipulate aspects of a product trial that are most influential on the set of trial responses that this study has shown to significantly affect brand evaluation for that product type. © 1999 John Wiley & Sons, Inc.     

The contribution of implicit cognition to the Theory of Reasoned Action Model: a study of food preferences

Abstract

Attitudes are at the heart of the Theory of Reasoned Action (TRA), but problems in defining and measuring attitudes have contributed to typically low ability to predict behaviour. This article investigates the impact of potential disjuncture between evaluations that an individual externally verbalises (explicit attitudes), and evaluations that are internally held and may exist outside of conscious awareness (implicit attitudes), on the predictive ability of TRA. We study consumers’ attitudes towards eating healthy food and subsequent behaviour in a context of socially consensual behaviour. An Implicit Association Test (IAT) is used to measure implicit attitudes, and these scores are contrasted with self-reported explicit attitude scores. Ninety one participants took part in the study. We found, surprisingly, that implicit attitude has no significant effect on behavioural intention. However, a disjuncture between an individual’s implicit and explicit attitudes, reflecting internal psychological conflict, affected behaviour.     

Unveiling ways to reach organic purchase: Green perceived value,perceived knowledge,attitude, subjective norm,and trust

This paper aims to investigate organic food consumption based on the perspectives of an extended research model by integrating the theory of consumption value (TCV) and the theory of reasoned action (TRA). First, we tried to find out how five consumption values of functional, social, emotional, conditional, and epistemic in classic TCV influence consumption choice especially in the sustainable consumption domain of organic food, interpreted as green perceived value (GPV) in the reflective-reflective second-order latent. Second, as an attempt to extend the classic TRA, this study included trust and perceived knowledge in the research model in addition to the subjective norm, attitude, and behavioral intention. A partial least square structural equation method (PLS-SEM) was adopted to examine our research model with 251 samples. Our results revealed that GPV significantly affects consumer attitudes. Consumer attitudes and subjective norms also have a significantly positive effect on purchase intention. As an extended TRA, GPV has a significantly positive effect on trust while trust significantly impacts purchase intention. Further, perceived knowledge positively influences attitude and trust. By jointly considering TCV and TRA, this study proposes several implications emphasizing how GPV and perceived knowledge affects consumers’ organic food consumption choice based on the role of increased trust.     

Relationship Quality and the Theory of Planned Behavior models of behavioral intentions and purchase behavior

Using real-life purchase behavior data of apparel and survey information, this study compares the Relationship Quality and the Theory of Planned Behavior models. The attitude towards the buying behavior, the subjective norm and perceived behavioral control (antecedents of the buying intention in the Theory of Planned Behavior) are better predictors of behavioral intentions than Relationship Quality. In both models intentions fully mediate the impact of attitudinal antecedents on behavior, both in terms of purchase incidence and purchase behavior (amount spent, number of visits, and types of products bought). Frequency and recency of prior buying behavior and, to a lesser extent, its monetary value, predict subsequent purchase incidence, above and beyond the impact of attitude and intention. Attitudinal antecedents of behavior significantly predict buying behavior, but they become insignificant when buying behavior is included in the model.     

The typeface curvature effect: The role of typeface curvature in increasing preference toward hedonic products

Characters with a variety of typefaces are ubiquitous in our daily lives. How do typeface characteristics influence consumers’ preferences toward different kinds of products? The current research identifies the effect of an important design characteristic of typefaces—curvature on consumers’ preferences toward hedonic products. Our four experiments reveal that when consumers are exposed to hedonic products whose advertisements or packaging use round typefaces (high curvature), they show greater preferences toward them. This phenomenon is induced by the implicit associations between round typefaces and hedonic products which automatically initiate consumers’ mental simulation of experiences related with the products. This simulation process triggers pleasant feelings which eventually enhance preferences. We conclude with the implications of these findings for marketers, such as for their typeface choices in marketing actions. Theoretically, we contribute to a growing body of research examining the congruity between typeface characteristics and product type.     

An Examination of Emotional Information Management in Gift Giving and Receipt

Gift giving is prominent in marketplace exchanges and has robust emotional implications for both the giver and recipient. For example, prior to and during the selection of a gift, the giver endures positive and negative emotions, as he/she grapples with selecting the perfect gift, and ponders if the recipient will actually cherish the purchased item. During this dynamic exchange process, emotional recognition, management of emotions, emotional empathy, and anticipated elation are oft experienced by both the giver and recipient. However, research examining such emotions quantitatively in a gifting context is scant and models of these faculties in the gift‐giving milieu are nonexistent. To help fill this research fissure, four studies are developed; they, in general, investigate determinants of feelings linked with the gestation, prestation, and reformulation stages of the gift‐giving event. Specifically, Study 1 (giver's perspective) and Study 2 (receiver's perspective) reveal a mediation void in the models tested. Heeding these results, Study 3 (gift given) and Study 4 (gift received) introduce anticipated elation as a key factor between the aforementioned emotive factors and the emotional responses inherent in the gift‐giving stages, among others. Managerial implications and future research directions are offered.