Can Marketing Communication Prime You to Act ‘Green’?

Open access


As popularity of eco-friendly products has increased over the past decade, brands utilize green advertising and position their products as green to appeal to the taste of environmentally conscious customers. Even though many customers are concerned about the state of environment, they are discouraged from purchasing eco-friendly products and engaging in other sustainable behaviors due to economic and social barriers. This research poses a question how marketing communication can capitalize on environmental concern to promote desired green behaviors by priming customers to think about their proenvironmental values and motivations to act green. To answer this question, we analyze over 1500 customer responses to marketing communications on social media. In this content analysis study we utilize logistic regression to discover which primers are the most effective at activating green behaviors. This research provides managerial implications helping marketing communicators employ effective primers that will generate desired customer behaviors.

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Management of Sustainable Development

The Journal of „Lucian Blaga“ University of Sibiu

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