Altruistic or egoistic: Which value promotes organic food consumption among young consumers? A study in the context of a developing nation

The present research attempts to understand the importance of altruistic and egoistic value in determining the young consumers’ intention to buy organic food. Environmental concern was considered as the altruistic value, whereas health concern as egoistic value. Using the convenience sampling method, a total of 304 usable responses was collected from young consumers, with the help of self administered questionnaire survey approach. Data analysis was done using two step structural equation modeling (SEM) approach, i.e. measurement model and structural model. Findings indicated that, both altruistic as well as egoistic value influences the intention to buy organic food among young Indian consumers. However, egoistic value was found to have more impact on the consumers’ organic food purchase intention. The present research is one of the initial attempts in the Indian context to understand the importance of values (altruistic and egoistic) organic food consumption among young consumers.     

Reducing crimes against wildlife through promoting animal–human continuity beliefs: The role of consumers' religiosity

Wildlife crime is a worldwide issue, but marketing research has been mostly silent on the topic. In particular, research has yet to understand how a consumer's level of religiosity may help to explain views toward and participation in crimes against wildlife. Thus, through three studies, these challenges are addressed. Study 1 shows that religiosity positively influences acceptability views and participation in crimes against wildlife, and this relationship is mediated by animal–human continuity beliefs (i.e., believing animals and humans are one of the same). Study 2 primes religion to show that religiously primed consumers are more likely to view crimes against wildlife as acceptable, thereby supporting religiosity as a primary mechanism in explaining crimes against wildlife. Additionally, animal–human continuity beliefs again mediate this relationship, with religiously primed consumers reporting lower animal–human continuity beliefs. Lastly, Study 3 provides practical implications through marketing messaging aimed at reducing attitudes toward and participation in crimes against wildlife. Findings reveal that religious-based messaging is the most effective. Findings build on belief congruence theory and provide implications for marketing practice and the preservation of wildlife.     

Guilt Regulation: The Relative Effects of Altruistic Versus Egoistic Appeals for Charity Advertising

This article examines how egoistic (versus altruistic) appeals in charity advertising help regulate guilt and result in more favorable ad attitudes and donation intentions. The proposed affect forecasting and regulation model depicts the process by which guilt states are mitigated more effectively by egoistic appeals, because they strengthen the affect forecasting belief that giving to charity leads to happiness. Such enhanced affect forecasting beliefs further improve ad attitudes, which lead to greater donation intentions. This research tests the proposed model by exploring three possible types of guilt: existing guilt (Study 1), integral guilt (Study 2), and incidental guilt (Study 3).     

Can Divine Intervention Aid in Domestic Violence Prevention? An Analysis of Bystanders' Advertising Attitudes and Reporting Intentions in India

The research explores how religious symbols can be used in advertising to encourage bystander intervention in the context of domestic violence. Using symbolic interactionism as the theoretical framework, a 4 (Ad type: Control vs. Visual vs. Verbal vs. Visual/Verbal) × 2 (Religiosity: Low vs. High) between-subjects experimental design was conducted to assess impact on attitudes toward the ad and intention to help. A national sample (N = 402) of Hindu adults from India was recruited. The findings suggest level of religiosity is critical to the process with highly religious individuals displaying higher levels of involvement, concern for others and willingness to report abuse. No significant differences were found across visual and verbal religious symbol conditions. Implications for advertisers and government agencies are presented.     

Studying the impact of religious symbols on domestic violence prevention in India: applying the theory of reasoned action to bystanders' reporting intentions

Using the theory of reasoned action (TRA), the study examines the process of religious beliefs, social norms and attitudes toward women to predict people's intentions to intervene when confronted with domestic violence. Drawing from a nationwide sample in India and the religion of Hinduism, the structural equation modeling (SEM) findings show support for the hypothesized models. The religious symbol primed one's level of religiosity, generating positive ad attitudes and intentions to report domestic violence. For both ads, beliefs in gender equality and social norms about helping were critical to reporting intentions. More importantly, the study extends the TRA by showing religion's relevance in public service persuasion. The study provides both theoretical and managerial implications as well as avenues for future research.     

Empathy with influencers? The impact of the sensory advertising experience on user behavioral responses

Short-form video influencer advertising offers new opportunities for user sensory experience to promote advertising effectiveness and induce positive user responses. This unique means of influencer-generated advertising via short-form videos has not yet been investigated. This study builds on the reciprocity norm of social exchange theory to investigate relationships among ad sensory stimuli (i.e., the sensory advertising experience), the efficacy of influencer advertising (i.e., empathy and altruistic motive), and user behavioral responses (i.e., ad avoidance intention, ad engagement, and purchase intention). It also seeks to shed light on the critical role of perceived influencer effort in these relationships. An empirical study using data from TikTok (Douyin) users and results indicate that sensory advertising experience positively affects user behavioral responses through the serial mediation of empathy and altruistic motive. Additionally, perceived influencer effort is found to be a crucial moderator of the effect of sensory advertising experience on user empathy, which further influences user behavioral responses. The findings provide insight into the persuasion effect and mechanism of short-form video influencer advertising and offer suggestions for advertising campaign designers.     

Sacred Attributions: Implications for Marketplace Behavior

Prior research in marketing has extensively examined attribution theory and how this influences product evaluations; however, such research has only examined secular attributions to a company, employees, other consumers, or one's self. Thus, through a series of three studies, the research herein examines a new category of attributions—sacred attributions—to determine when consumers make secular versus sacred attributions and how this influences product evaluations. Study 1 shows that religiosity is positively correlated with sacred attributions. Additionally, Study 1 finds that sacred attributions to God are more likely in positive consumption situations, while sacred attributions to Satan are more likely in negative consumption situations. Study 2 finds that God (Satan) attributions lead to positive (negative) product evaluations, and these effects are pervasive, regardless of religious priming. Study 3 increases external validity by using real businesses to show that sacred attributions are greatest for businesses with a sacred value system, although these effects differ based on situational affect. Findings build upon the literature on attribution theory and priming.     

Religion,spirituality, and well-being: A systematic literature review and futuristic agenda

Informed by religion and psychology literature, this study reviews the literature on religiosity, spirituality, and psychology to support existing theory development in the current emergence of “Management, Spirituality, and Religion” field of study, encourage new contextual thinking and develop a framework to guide businesses on the integration of spirituality and religiosity at work given their documented benefits in relation to personal well-being and productivity. Using the Web of Science (WoS) database, the paper reviews and synthesizes recent research in a systematic, transparent, and reproducible manner. In addition, to verify and include the state-of-the-art of high-quality scientific articles, we refer to the Chartered Association of Business Schools list leading to the adoption of the following criteria: (a) journals listed in the ABS ranking as 3- and 4-star class, (b) indexed under the field of ethics (i.e., ETHICS-CSR-MAN), (c) articles published between 2000 and 2021, and (d) topical relevance. The review extends the existing literature by developing a framework for organizations that helps in identifying possible linkages between religiosity, spirituality, and employee well-being. This was done by (1) extending the six indicators of Ryff's well-being framework, (2) highlighting potential spiritual practices for individuals and organizations and their implications, and (3) presenting a framework that is contextualized to the extent possible and that can serve as a useful guide for organizations. Insights from our review yield in turn two key propositions: (1) workplace spirituality and individual spirituality are both important for employees' well-being, and (2) individual religiosity is an important factor for personal well-being. This offers in turn reinvigorated awareness and new insights into the topic under study. The study highlights in closing an array of future possible research directions.     

Unselfish? Understanding the Role of Altruism,Empathy, and Beliefs in Volunteering Commitment

This study explores the extent to which young volunteers perform voluntary service for selfless reasons by investigating the role of altruism, empathy, and beliefs in their commitment to voluntary projects that last for an extended period of time. A sample of young volunteers who have begun a voluntary long-term project completed a survey on the theoretical constructs under investigation. An objective measure of actual volunteering behavior was taken from the voluntary organization’s records from 4 to 6 months after the questionnaires had been completed. Results show that volunteers fulfilled their agreement to take part in the projects independently of the motivation underlying their behavior, whether egoistic or altruistic. Volunteers do not differ in terms of altruism, empathy, and attitudinal and normative beliefs when compared by levels of committed volunteering behavior, but they do differ in terms of two control beliefs: lack of time and the hindrances to volunteering work.     

The role of personality characteristics and service failure severity in consumer forgiveness and service outcomes

Abstract

This study investigates how consumer personality characteristics of religiosity, spirituality, and emotional intelligence and the severity of service failure affect emotional and decisional forgiveness as a response to service failure. Further, the study explores the relationships between these two forms of forgiveness and service outcomes, including the intention to switch the service provider and spread negative word of mouth. Findings reveal that consumer religiosity has a strong and positive effect on both types of forgiveness. However, contrary to expectations, consumer spirituality has a negative relationship with decisional and no relationship with emotional forgiveness. While consumers' perceived severity of service failure is negatively related to both types of forgiveness, the findings also suggest that emotional intelligence exerts a significant moderating influence on the relationship between service failure severity and emotional forgiveness, whereas its moderating effect on decisional forgiveness does not appear to be significant. Results demonstrate the asymmetric effects of perceived severity of service failure and the two types of forgiveness on negative service outcomes. These findings contribute to the understanding on the role of consumers' implicit personality characteristics in interpretation of service failure incidents.     

Clean labeling: Is it about the presence of benefits or the absence of detriments? Consumer response to personal care claims

The personal care industry is gradually shifting its promises toward health and environment-based messages, promoting either the addition of beneficial ingredients or processes or the removal of potentially deleterious additives or procedures. However, prior research has failed to encapsulate and organize the plethora of claims and to link consumer concerns, knowledge, and the influence of prosocial norms to attitude and purchase intention. This study examines the impact of absence- and presence-framed claims referring either to health or environmental friendliness on attitude and behavioral intention toward personal care products. It also explores differences in consumer profiles (concerning health, the environment, appearance, peer pressure, or disparate levels of front-of-package literacy). Using a framework based on Ajzen (1985) theory of planned behavior enriched with variables such as personal altruistic and egoistic concerns, claim credibility, and attitude, this study shows the superiority of absence-versus presence-framed claims for health and environment-based messages. Both claims pertaining to the environment and to health generate a positive attitude and are powerful in further converting it into buying intention.     

Electronic word-of-mouth (eWOM) on WeChat: examining the influence of sense of belonging,need for self-enhancement,and consumer engagement on Chinese travellers’ eWOM

‘Friends’ circles’ on WeChat have helped make eWOM more easily accessible and influential than ever. Drawing from the social identity theory, literature on consumer engagement and eWOM, this study presents the first research that examines the influence of two personality traits, sense of belonging and need for self-enhancement, on consumer engagement and in turn leads to eWOM intention. The results suggest that the need for self-enhancement positively influences Chinese travellers’ engagement with WeChat. In addition, a partial positive relationship between consumer engagement and eWOM intention was identified: only dedication towards WeChat is directly related to travellers’ intention to engage in eWOM on WeChat. Dedication was found to mediate the influence of need for self-enhancement on eWOM intentions. Sense of belonging, however, does not have a significant impact on consumer engagement. These mixed results demonstrate changing cultural values of contemporary Chinese society. Theoretical and practical implications are discussed.     

Factors affecting attitudes and behavioural intention towards social networking advertising: a case of Facebook users in South Korea

This study examined factors (e.g., ad values and social networking advertising characteristics) influencing consumers' attitudes and behavioural intention towards three types of social networking advertising (SNA) on Facebook – home page ad, social impression ad, and organic impression ad. Findings demonstrate that peer influence had the most significant impacts on attitude and behavioural intention across all types of SNA. The significant interaction term of invasiveness and privacy concern indicates that both attitude and behavioural intention were diminished, particularly when perceived invasiveness and privacy concern were high simultaneously. In addition, results suggest that attitudes towards the ad played a mediating role between SNA characteristics and behavioural intention. Lastly, among the types of SNA, consumers preferred organic impression ads that featured friends' names on their newsfeed more than paid ads located on the sidebar of their Facebook pages.     

Becoming a tree when I will be dead? Why not! Generation X,Y and Z,and innovative green death practices

Within the theoretical field of ethical consumption, the study focuses on consumer behavior and innovative green death practices. While scarcely investigated in the marketing and consumer behavior research domains, at least four main reasons spur to consider the funeral industry as an interesting subject of enquiry: i) the sector boasts of a significant economic relevance; ii) it is extremely impactful from an environmental and social point of view; iii) it is witnessing interesting innovative processes in the direction of social and environmental sustainability; iv) consumer movements are rising all over the world asking for more sustainable death practices. Thus, adopting an augmented version of the theory of planned behavior (TPB), which includes individuals’ environmentally responsible consumption, and egoistic and altruistic environmental concern, the study investigates behavioral intention to adopt innovative green death practices (a green funeral) of people belonging to three different generations: X, Y, and Z. A purposive sample of 627 Italian people participated in an online the survey. Collected data were analyzed adopting an ordinal logit model. The results confirm the TPB predictive power also in the field of green funeral behavioral intention. Furthermore, environmentally responsible consumption and environmental concern – even though only in its altruistic component – positively influence behavioral intention, and generation exerts a moderating effect among the examined constructs. Overall, the research attempts to enrich the literature on ethical consumption by exploring the underinvestigated phenomenon of buying behavior of unsought and end-of-life products, that of green funerals, and provide managerial recommendations to funeral service sellers.     

Is it godly to waste food? How understanding consumers' religion can help reduce consumer food waste

Food waste is a problem worldwide, but solutions have yet to adequately incorporate consumers' core values—values which are often rooted in religion. Study 1 shows that restrictive religious norms (e.g., rules about food consumption, fasting) lead to greater food waste, whereas supportive religious norms (e.g., sharing food) lead to reduced food waste. Study 2 replicates prior findings and rules out competing explanations. Study 3 manipulates marketing messaging to show that consumers with higher (lower) levels of religiosity are more likely to reduce food waste with a prevention (promotion) framed message partnered with environmental reasoning or a promotion (prevention) framed message partnered with people-based reasoning. Implications for marketers, consumer advocacy groups, and policy makers desiring to reduce food waste are provided.     

Additive omnichannel atmospheric cues: The mediating effects of cognitive and affective responses on purchase intention

In today's channel-centric retail ecosystem the right mix and orchestration of online and offline stimulus is paramount towards providing an optimal store atmosphere and shopping experience. Applying the S-O-R framework, this research explores additive omnichannel atmospheric cues stimuli, in order to discover their impact on affective (i.e., pleasure, arousal and dominance) and cognitive (i.e., store environmental quality perception) states and their consequential effect on consumer responses in the form of purchase intention. Employing a four-condition repeated measures experimental design in a physical store, utilizing mobile, IoT and social media channels (Study 1), as well as a between-subjects online lab experiment (Study 2), this research sheds light into the affective and cognition-mediated causal mechanisms that influence shopping outcomes. This work reveals that combining stimulus from all retail channels within the physical store (i.e., omnichannel atmospheric cues) increases consumers' pleasure, arousal and the quality of the environment as a whole, which in turn positively influences purchase intention. However, the impact of dominance is only prominent at the more controlled, laboratory setting, in which purchase intention increases while dominance attenuates.     

Loving my local business as my neighbor: Religiosity's influence on local business support during a crisis

Many local businesses have and are continuing to struggle as a result of the pandemic crisis due in part to reduced consumer spending. However, the motives behind why some consumers are more supportive than others toward local businesses in such a crisis are not adequately understood. We address this gap in the literature through three experimental studies where we examine how the core consumer value of religiosity explains consumer response to the crisis as consumers seek to act in ways that align with their value system. Study 1 (257 adults from MTurk) shows a positive relationship between religiosity and support for local businesses but only during a pandemic. Study 2 (307 adults from MTurk) shows that this relationship is greatest for local (vs. non-local) businesses, and caring for one's neighbors mediates this effect. Finally, Study 3 (200 adults from MTurk) uses advertising to prime focus on one's neighbors, revealing that a neighbors-focused ad increases local business support to similar levels for consumers of all religiosity levels. Findings build on belief congruence theory with implications for marketing practitioners in the current pandemic crisis and other crises of medical, environmental, and other origins.     

Heighton,Elizabeth J. and Don R. Cunningham. Advertising in the Broadcast Media. Belmont: Wadsworth Publishing Co., 1976

Abstract

Surrealistic ads are common in the print media, but empirical investigations of their persuasive impact are lacking. Findings of a study manipulating surrealism and priming (i.e., leading subjects to expect forthcoming messages with product-relevant information) supports the social adaptation theory and further investigation of this phenomenon.     

"Religion and Business – The Critical Role of Religious Traditions in Management Education"

During the past decade many individuals have sought to create a connection between their work persona and their religious/spiritual persona. Management education has a legitimate role to play in introducing teachings drawn from our religious traditions into business ethics and other courses. Thereby, we can help prepare students to consider the possibility that business endeavors, spirituality and religious commitment can be inextricable parts of a coherent life.