8,217
Views
92
CrossRef citations to date
0
Altmetric
Articles

Green marketing messages and consumers' purchase intentions: Promoting personal versus environmental benefits

&
Pages 231-250 | Received 18 Apr 2011, Accepted 30 Mar 2012, Published online: 03 Jul 2012

Keep up to date with the latest research on this topic with citation updates for this article.

Read on this site (18)

Fuyuan Shen, Guolan Yang, Jeff Conlin & Xiaohua Wang. (2023) Effects of green messages in advertisements: a meta-analysis. International Journal of Advertising 0:0, pages 1-17.
Read now
Michelle I. Seelig. (2023) Is it possible to create a favorable impression of greenness on skin care websites?. Journal of Marketing Communications 29:4, pages 358-378.
Read now
Lorena Carrete, Pilar Arroyo & Amaranta Arroyo. (2023) Should Green Products Be Advertised as Green? Exploring the Factors That Affect Ad Credibility. Journal of Promotion Management 29:4, pages 427-460.
Read now
Eun Yeon Kang & Yoon Hi Sung. (2022) Luxury and sustainability: The role of message appeals and objectivity on luxury brands’ green corporate social responsibility. Journal of Marketing Communications 28:3, pages 291-312.
Read now
Brigitte Naderer & Suzanna J. Opree. (2021) Increasing Advertising Literacy to Unveil Disinformation in Green Advertising. Environmental Communication 15:7, pages 923-936.
Read now
Matthew Pittman, Glenna L. Read & Jie Chen. (2021) Changing Attitudes on Social Media: Effects of Fear and Information in Green Advertising on Non-Green Consumers. Journal of Current Issues & Research in Advertising 42:2, pages 175-196.
Read now
Sarah Tanford, Minji Kim & Eun Joo Kim. (2020) Priming social media and framing cause-related marketing to promote sustainable hotel choice. Journal of Sustainable Tourism 28:11, pages 1762-1781.
Read now
Sindhuri Ponnapureddy, Julianna Priskin, Friederike Vinzenz, Werner Wirth & Timo Ohnmacht. (2020) The mediating role of perceived benefits on intentions to book a sustainable hotel: a multi-group comparison of the Swiss, German and USA travel markets. Journal of Sustainable Tourism 28:9, pages 1290-1309.
Read now
Marijn H. C. Meijers, Marret K. Noordewier, Peeter W. J. Verlegh, Winne Willems & Edith G. Smit. (2019) Paradoxical side effects of green advertising: how purchasing green products may instigate licensing effects for consumers with a weak environmental identity. International Journal of Advertising 38:8, pages 1202-1223.
Read now
Friederike Vinzenz, Julianna Priskin, Werner Wirth, Sindhuri Ponnapureddy & Timo Ohnmacht. (2019) Marketing sustainable tourism: the role of value orientation, well-being and credibility. Journal of Sustainable Tourism 27:11, pages 1663-1685.
Read now
Hsiangting Shatina Chen & Tun-Min (Catherine) Jai. (2018) Waste less, enjoy more: forming a messaging campaign and reducing food waste in restaurants. Journal of Quality Assurance in Hospitality & Tourism 19:4, pages 495-520.
Read now
Desirée Schmuck, Jörg Matthes, Brigitte Naderer & Maren Beaufort. (2018) The Effects of Environmental Brand Attributes and Nature Imagery in Green Advertising. Environmental Communication 12:3, pages 414-429.
Read now
César Sahelices-Pinto, Ana Lanero-Carrizo & José Luis Vázquez-Burguete. (2018) Social commitment or self-interest? Effect of responsible practices performance motivations of firms on the consumer decision-making process. Journal of Marketing Communications 24:3, pages 304-319.
Read now
Anke Wonneberger. (2018) Environmentalism—A Question of Guilt? Testing a Model of Guilt Arousal and Effects for Environmental Campaigns. Journal of Nonprofit & Public Sector Marketing 30:2, pages 168-186.
Read now
Xavier Font, Islam Elgammal & Ian Lamond. (2017) Greenhushing: the deliberate under communicating of sustainability practices by tourism businesses. Journal of Sustainable Tourism 25:7, pages 1007-1023.
Read now
Brandon J. Reich & Catherine A. Armstrong Soule. (2016) Green Demarketing in Advertisements: Comparing “Buy Green” and “Buy Less” Appeals in Product and Institutional Advertising Contexts. Journal of Advertising 45:4, pages 441-458.
Read now
Sigal Segev, Juliana Fernandes & Weirui Wang. (2015) The Effects of Gain Versus Loss Message Framing and Point of Reference on Consumer Responses to Green Advertising. Journal of Current Issues & Research in Advertising 36:1, pages 35-51.
Read now

Articles from other publishers (74)

Aiping Zhang, Wei Xi, Feng Zeng Xu & Ruiyi Wu. (2023) Deconstructing consumers’ low-carbon tourism promotion preference and its consequences: A heuristic-systematic model. Journal of Hospitality and Tourism Management 57, pages 48-60.
Crossref
Osarodion Ogiemwonyi & Muhammad Tahir Jan. (2023) The influence of collectivism on consumer responses to green behavior. Business Strategy & Development 6:4, pages 542-556.
Crossref
Jiarong Shi & Zihao Jiang. (2023) Competence or warmth: why do consumers pay for green advertising?. Asia Pacific Journal of Marketing and Logistics 35:11, pages 2834-2857.
Crossref
Andrea Sestino, Cristian Rizzo & Gazi Mahabubul Alam. (2023) Look how sustainable I am! Effects of communication focus, individuals' differences on intention to use food waste fighting mobile applications. European Journal of Innovation Management.
Crossref
Arif YILDIZ & Aysel KELEPÇE KARACIL. (2023) TÜKETİCİ SATIN ALMA NİYETİNDE İŞLETMELERİN SÜRDÜRÜLEBİLİR PAZARLAMA FAALİYETLERİNİN ETKİSİ: BİR ALAN ARAŞTIRMASITHE EFFECT OF SUSTAINABLE MARKETING ACTIVITIES OF BUSINESSES ON CONSUMER PURCHASING INTENTION: A STUDY ON ACADEMICS. Kahramanmaraş Sütçü İmam Üniversitesi Sosyal Bilimler Dergisi 20:2, pages 709-728.
Crossref
Viviana D'Angelo, Francesco Cappa & Enzo Peruffo. (2023) Walking the tightrope: Circular economy breadth and firm economic performance. Corporate Social Responsibility and Environmental Management 30:4, pages 1869-1882.
Crossref
Álvaro Jiménez Sánchez, Belinda De Frutos Torres & Vasilica-María Margalina. (2023) Los efectos limitados del greenwashing en la actitud hacia las marcas comerciales. Revista Latina de Comunicación Social:81, pages 23-43.
Crossref
Selen Bakış & Hakan Kitapçı. (2023) Why do consumers purchase green clothing? Investigating symbolic meanings beyond social status and the role of consumer mindset. Journal of Fashion Marketing and Management: An International Journal 27:4, pages 710-738.
Crossref
Prashant Kumar & Utkarsh. (2023) Effects of in-store information quality and store credibility on consumer engagement in green retailing. Journal of Retailing and Consumer Services 71, pages 103195.
Crossref
Yanlin Li. (2023) Analysis of Asian Marketing Status of L 'Oreal Group. BCP Business & Management 39, pages 170-177.
Crossref
Yongtao Gan, Jian Gao, Jiahao Zhang, Xia Wu, Tian Zhang & Mengjun Shao. (2022) University Students’ Knowledge, Attitudes, and Behaviors Related to Marine Environment Pollution. International Journal of Environmental Research and Public Health 19:24, pages 16671.
Crossref
Jako Volschenk, Charlene Gerber & Bruno A. Santos. (2022) The (in)ability of consumers to perceive greenwashing and its influence on purchase intent and willingness to pay. South African Journal of Economic and management Sciences 25:1.
Crossref
Andreas Hesse, Karolin Bündgen, Saskia Claren & Sarah Frank. (2022) Practices of brand extensions and how consumers respond to FMCG giants’ greening attempts. Journal of Brand Management 29:6, pages 520-537.
Crossref
Danish Mehraj & Ishtiaq Hussain Qureshi. (2022) Does green brand positioning translate into green purchase intention?: A mediation–moderation model. Business Strategy and the Environment 31:7, pages 3166-3181.
Crossref
Andrea Szilagyi, Lucian-Ionel Cioca, Laura Bacali, Elena-Simina Lakatos & Andreea-Loredana Birgovan. (2022) Consumers in the Circular Economy: A Path Analysis of the Underlying Factors of Purchasing Behaviour. International Journal of Environmental Research and Public Health 19:18, pages 11333.
Crossref
Danish Mehraj & Ishtiaq Hussain Qureshi. (2021) Evaluating the emerging opportunities and challenges from green marketing practices among Indian manufacturing industries. Business Strategy & Development 5:3, pages 142-152.
Crossref
Xisi Yang, Anja Weber & Anna-Katharina Grimm. (2021) The effects of green consumer empowerment in advertising on corporate evaluations and purchase intention: the case of organic food. Review of Managerial Science 16:6, pages 1877-1909.
Crossref
Zhongfu Tan, Burhan Sadiq, Tayyeba Bashir, Hassan Mahmood & Yasir Rasool. (2022) Investigating the Impact of Green Marketing Components on Purchase Intention: The Mediating Role of Brand Image and Brand Trust. Sustainability 14:10, pages 5939.
Crossref
Elizabeth Agyeiwaah, Frederick Dayour & (Joe) Yong Zhou. (2021) How does employee commitment impact customers' attitudinal loyalty?. Journal of Hospitality and Tourism Insights 5:2, pages 350-376.
Crossref
Muhammad Talha Salam, Katherine Taken Smith & Faria Mehboob. (2021) Purchase intention for green brands among Pakistani millennials. Social Responsibility Journal 18:3, pages 469-483.
Crossref
Hashim Khan, Saif-ur-Rehman, Abdul Qadus, Sharif Ullah Jan & Alamzeb Aamir. (2022) Adoption of eco-friendly cars: mediated effects of attitude and moderation role of gender diversity across UAE market: application of extended version of theory of planned behaivour. Annals of Operations Research.
Crossref
Giovanni Pino, Giampaolo Viglia, Rajan Nataraajan, Alessandro M. Peluso & Marco Pichierri. (2022) How to Shape Consumer Reaction to Corporate Environmental Communications. Journal of Advertising Research 62:1, pages 62-86.
Crossref
Ebenezer Asare Effah & Robert E. Hinson. 2022. Green Marketing in Emerging Economies. Green Marketing in Emerging Economies 193 224 .
Nguyen Phong Nguyen & Emmanuel Mogaji. 2022. Green Marketing in Emerging Economies. Green Marketing in Emerging Economies 253 274 .
Emmanuel Mogaji, Ogechi Adeola, Isaiah Adisa, Robert E. Hinson, Chipo Mukonza & Ayça Can Kirgiz. 2022. Green Marketing in Emerging Economies. Green Marketing in Emerging Economies 1 16 .
Melvina Adeline Tjokrosoeharto & Eristia Lidia Paramita. (2021) Understanding consumer purchase intention to purchase sustainable fashion: the moderating role of gender perception. Diponegoro International Journal of Business 4:2, pages 136-146.
Crossref
Selin URKUT & Emrah CENGİZ. (2021) YEŞİL PAZARLAMANIN TÜKETİCİLERİN ÇEVRE DOSTU KOZMETİK ÜRÜNLERİ SATIN ALMA NİYETİNE ETKİSİTHE EFFECT OF GREEN MARKETING ON CONSUMERS’ PURCHASE INTENTION FOR ECO-FRIENDLY COSMETICS. Journal of Research in Business 6:2, pages 470-492.
Crossref
Paul Heintzman. (2021) The potential for voluntary carbon offset programs in the Canadian snow-based outdoor recreation industry. Journal of Outdoor Recreation and Tourism 36, pages 100422.
Crossref
Pradeep Kautish, Rajesh Sharma, Sachin Kumar Mangla, Fauzia Jabeen & Usama Awan. (2021) Understanding choice behavior towards plastic consumption: An emerging market investigation. Resources, Conservation and Recycling 174, pages 105828.
Crossref
Muhammad Ali. (2021) A social practice theory perspective on green marketing initiatives and green purchase behavior. Cross Cultural & Strategic Management 28:4, pages 815-838.
Crossref
Felix Septianto & Joya A. Kemper. (2021) The effects of age cues on preferences for organic food: The moderating role of message claim. Journal of Retailing and Consumer Services 62, pages 102641.
Crossref
Khan Md Raziuddin Taufique & Shahidul Islam. (2021) Green marketing in emerging Asia: antecedents of green consumer behavior among younger millennials. Journal of Asia Business Studies 15:4, pages 541-558.
Crossref
Issahaku Adam, Tony R. Walker, C. Andrea Clayton & Joana Carlos Bezerra. (2021) Attitudinal and behavioural segments on single-use plastics in Ghana: Implications for reducing marine plastic pollution. Environmental Challenges 4, pages 100185.
Crossref
Bahadur Ali Soomro, Hassan K. Almahdi & Naimatullah Shah. (2020) Perceptions of young entrepreneurial aspirants towards sustainable entrepreneurship in Pakistan. Kybernetes 50:7, pages 2134-2154.
Crossref
Pradeep Kautish & Rajesh Sharma. (2018) Study on relationships among terminal and instrumental values, environmental consciousness and behavioral intentions for green products. Journal of Indian Business Research 13:1, pages 1-29.
Crossref
Kulwinder Kaur, Vikas Kumar, Amanjot Singh Syan & Yadvinder Parmar. (2021) Role of green advertisement authenticity in determining customers' pro‐environmental behavior. Business and Society Review 126:2, pages 135-154.
Crossref
Tsungjen Shih & Shaojung Sharon Wang. (2021) Cause-Related Marketing in the Telecom Sector: Understanding the Dynamics among Environmental Values, Cause-Brand Fit, and Product Type. Sustainability 13:9, pages 5129.
Crossref
Shilpa Taneja & Liaqat Ali. (2021) Determinants of customers’ intentions towards environmentally sustainable banking: Testing the structural model. Journal of Retailing and Consumer Services 59, pages 102418.
Crossref
Xavier Font, Rosa English, Alkmini Gkritzali & Wen (Stella) Tian. (2021) Value co-creation in sustainable tourism: A service-dominant logic approach. Tourism Management 82, pages 104200.
Crossref
Márcia Vieira de Alencar Caldas, Alípio Ramos Veiga-Neto, Luciana Gondim de Almeida Guimarães, Ahiram Brunni Cartaxo de Castro & Glauber Ruan Barbosa Pereira. (2021) Greenwashing in environmental marketing strategy in the brazilian furniture market. Revista de Economia e Sociologia Rural 59:3.
Crossref
Muhammad Tahir Jan. 2021. Islamic Finance and Circular Economy. Islamic Finance and Circular Economy 195 212 .
Chipo Mukonza, Ogechi Adeola & Isaiah Adisa. 2021. Green Marketing in Emerging Markets. Green Marketing in Emerging Markets 277 286 .
Kevin W. K. Chu. (2020) The green gap of high-involvement purchasing decisions: an exploratory study. Asian Journal of Business Ethics 9:2, pages 371-394.
Crossref
Safak Sahin, Seyhmus Baloglu & Esra Topcuoglu. (2019) The Influence of Green Message Types on Advertising Effectiveness for Luxury and Budget Hotel Segments. Cornell Hospitality Quarterly 61:4, pages 443-460.
Crossref
Mei‐Fang Chen. (2020) The impacts of perceived moral obligation and sustainability self‐identity on sustainability development: A theory of planned behavior purchase intention model of sustainability‐labeled coffee and the moderating effect of climate change skepticism. Business Strategy and the Environment 29:6, pages 2404-2417.
Crossref
Dorojatun Prihandono, Angga Pandu Wijaya, Ina Rizqiana, Wan Kalthom Yahya & Agung Kresnamurti Rivai Prabumenang. (2020) GREEN MARKETING TOOLS EFFECT ON CONSUMER BUYING DECISION IN THE BOTTLED WATER INDUSTRY. Humanities & Social Sciences Reviews 8:4, pages 537-546.
Crossref
Anna-Katharina Jäger & Anja Weber. (2020) Can you believe it? The effects of benefit type versus construal level on advertisement credibility and purchase intention for organic food. Journal of Cleaner Production 257, pages 120543.
Crossref
Arthur Cheng-Hsui Chen & Hsiu-Hui Wu. (2020) How Should Green Messages Be Framed: Single or Double?. Sustainability 12:10, pages 4257.
Crossref
Amanda Beatson, Udo Gottlieb & Katrina Pleming. (2020) Green consumption practices for sustainability: an exploration through social practice theory. Journal of Social Marketing 10:2, pages 197-213.
Crossref
Ahmet Mutlu AKYÜZ. (2020) Reklamlarda Algılanan Yeşile Boyamanın Yeşil Tüketicilerin Tüketim Değerlerinin Farklılaşmasındaki Olası RolüThe Possible Role of the Perceived Greenwashing in Ads on Differentiation of Consumption Values of Green Consumers. The Journal of International Scientific Researches 5:1, pages 22-37.
Crossref
Adrian T.H. Kuah & Pengji Wang. (2020) Circular economy and consumer acceptance: An exploratory study in East and Southeast Asia. Journal of Cleaner Production 247, pages 119097.
Crossref
Nila A Windasari. (2019) Motivation and Value of Low-Cost Green Car (Lcgc) Purchase Intention Across Generations. Journal of Marketing and Consumer Behaviour in Emerging Markets 2019:1, pages 30-41.
Crossref
Juhi Gahlot Sarkar, Abhigyan Sarkar & Rambalak Yadav. (2019) Brand it green: young consumers’ brand attitudes and purchase intentions toward green brand advertising appeals. Young Consumers 20:3, pages 190-207.
Crossref
Eric C. Brevik, Joshua J. Steffan, Jesús Rodrigo‐Comino, Darrell Neubert, Lynn C. Burgess & Artemi Cerdà. (2019) Connecting the public with soil to improve human health. European Journal of Soil Science 70:4, pages 898-910.
Crossref
Abiodun Elijah Obayelu. 2019. Green Business. Green Business 1523 1544 .
Szu-Tung Lin & Han-Jen Niu. (2018) Green consumption: Environmental knowledge, environmental consciousness, social norms, and purchasing behavior. Business Strategy and the Environment 27:8, pages 1679-1688.
Crossref
Ainsworth A. Bailey, Aditya S. Mishra & Mojisola F. Tiamiyu. (2018) Application of GREEN scale to understanding US consumer response to green marketing communications. Psychology & Marketing 35:11, pages 863-875.
Crossref
So Young Song & Youn-Kyung Kim. (2018) A Human-Centered Approach to Green Apparel Advertising: Decision Tree Predictive Modeling of Consumer Choice. Sustainability 10:10, pages 3688.
Crossref
Ionica Oncioiu, Sorinel Căpuşneanu, Mirela Türkeș, Dan Topor, Dana-Maria Constantin, Andreea Marin-Pantelescu & Mihaela Ștefan Hint. (2018) The Sustainability of Romanian SMEs and Their Involvement in the Circular Economy. Sustainability 10:8, pages 2761.
Crossref
Lucy Chamberlin & Casper Boks. (2018) Marketing Approaches for a Circular Economy: Using Design Frameworks to Interpret Online Communications. Sustainability 10:6, pages 2070.
Crossref
Ziying Mo, Matthew Tingchi Liu & Yongdan Liu. (2018) Effects of functional green advertising on self and others. Psychology & Marketing 35:5, pages 368-382.
Crossref
Marlies Gude. 2018. Psychologie und Nachhaltigkeit. Psychologie und Nachhaltigkeit 135 148 .
Daniel Schwartz & George Loewenstein. (2017) The Chill of the Moment: Emotions and Proenvironmental Behavior. Journal of Public Policy & Marketing 36:2, pages 255-268.
Crossref
Benjamin T. Hazen, Diane A. Mollenkopf & Yacan Wang. (2017) Remanufacturing for the Circular Economy: An Examination of Consumer Switching Behavior. Business Strategy and the Environment 26:4, pages 451-464.
Crossref
Gerben Hardeman, Xavier Font & Jeroen Nawijn. (2017) The power of persuasive communication to influence sustainable holiday choices: Appealing to self-benefits and norms. Tourism Management 59, pages 484-493.
Crossref
Martin Grimmer & Morgan P. Miles. (2017) With the best of intentions: a large sample test of the intention-behaviour gap in pro-environmental consumer behaviour. International Journal of Consumer Studies 41:1, pages 2-10.
Crossref
Lay Peng Tan, Micael-Lee Johnstone & Lin Yang. (2021) Barriers to Green Consumption Behaviours: The Roles of Consumers’ Green Perceptions. Australasian Marketing Journal 24:4, pages 288-299.
Crossref
Gyaneshwar Singh Kushwaha & Nagendra Kumar Sharma. (2016) Green initiatives: a step towards sustainable development and firm's performance in the automobile industry. Journal of Cleaner Production 121, pages 116-129.
Crossref
Abiodun Elijah Obayelu. 2016. Handbook of Research on Consumerism and Buying Behavior in Developing Nations. Handbook of Research on Consumerism and Buying Behavior in Developing Nations 429 451 .
Anke Wonneberger & Jörg Matthes. 2016. Handbuch Werbeforschung. Handbuch Werbeforschung 741 760 .
Micael-Lee Johnstone & Lay Peng Tan. (2014) Exploring the Gap Between Consumers’ Green Rhetoric and Purchasing Behaviour. Journal of Business Ethics 132:2, pages 311-328.
Crossref
Javiera Villarino & Xavier Font. (2015) Sustainability marketing myopia. Journal of Vacation Marketing 21:4, pages 326-335.
Crossref
Victoria Louise Smith & Xavier Font. (2015) Marketing and communication of responsibility in volunteer tourism. Worldwide Hospitality and Tourism Themes 7:2, pages 159-180.
Crossref
Michael Jay Polonsky, Andrea Vocino, Martin Grimmer & Morgan P. Miles. (2014) The interrelationship between temporal and environmental orientation and pro-environmental consumer behaviour. International Journal of Consumer Studies 38:6, pages 612-619.
Crossref

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.