3,886
Views
11
CrossRef citations to date
0
Altmetric
Articles

Changing Attitudes on Social Media: Effects of Fear and Information in Green Advertising on Non-Green Consumers

ORCID Icon, &

References

  • Arora, Raj. 1985. “Consumer Involvement: What It Offers to Advertising Strategy.” International Journal of Advertising 4 (2):119–130.
  • Barbarossa, Camilla, and Patrick De Pelsmacker. 2016. “Positive and Negative Antecedents of Purchasing Eco-Friendly Products: A Comparison between Green and Non-Green Consumers.” Journal of Business Ethics 134 (2):229–247.
  • Bickart, Barbara A., and Julie A. Ruth. 2012. “Green Eco-Seals and Advertising Persuasion.” Journal of Advertising 41 (4):51–67.
  • Cacioppo, John, and Richard Petty. 1984. “The Elaboration Likelihood Model of Persuasion.” Advances in Consumer Research 11:673–675.
  • Campbell, Margaret C. 1995. “When Attention-Getting Advertising Tactics Elicit Consumer Inferences of Manipulative Intent: The Importance of Balancing Benefits and Investments.” Journal of Consumer Psychology 4 (3):225–254.
  • Carlson, Les, Stephen J. Grove, and Norman Kangun. 1993. “A Content Analysis of Environmental Advertising Claims: A Matrix Method Approach.” Journal of Advertising 22 (3):27–39. doi: 10.1080/00913367.1993.10673409.
  • Chaudhuri, Arjun, and Ross Buck. 1995. “Media Differences in Rational and Emotional Responses to Advertising.” Journal of Broadcasting & Electronic Media 39 (1):109–125.
  • Cui, Geng, Xiaoyan Yang, Haizhong Wang, and Hongyan Liu. 2012. “Culturally Incongruent Messages in International Advertising.” International Journal of Advertising 31 (2):355–376.
  • De Pelsmacker, Patrick, Maggie Geuens, and Pascal Anckaert. 2002. “Media Context and Advertising Effectiveness: The Role of Context Appreciation and Context/Ad Similarity.” Journal of Advertising 31 (2):49–61.
  • Doherty, Michael E., and Elke M. Kurz. 1996. “Social Judgement Theory.” Thinking & Reasoning 2 (2-3):109–140.
  • Easterling, Debbie, Amy Kenworthy, and Ruth Nemzoff. 1996. “The Greening of Advertising: A Twenty-Five Year Look at Environmental Advertising.” Journal of Marketing Theory and Practice: Special Issue: The New Promotion Mix 4 (1):20–34.
  • Edell, J. A., and M. C. Burke. 1987. “Power of Feelings in Understanding Advertising Effects.” Journal of Consumer Research 14 (3):421–433.
  • Edwards, Kari. 1990. “The Interplay of Affect and Cognition in Attitude Formation and Change.” Journal of Personality and Social Psychology 59 (2):202–216.
  • Fenigstein, Allan, Michael F. Scheier, and Arnold H. Buss. 1975. “Public and Private Self-Consciousness: Assessment and Theory.” Journal of Consulting and Clinical Psychology 43 (4):522–527.
  • Friestad, Marian, and Peter Wright. 1994. “The Persuasion Knowledge Model: How People Cope with Persuasion Attempts.” Journal of Consumer Research 21 (1):1–31.
  • Gelman, Andrew, and David K. Park. 2009. “Splitting a Predictor at the Upper Quarter or Third and the Lower Quarter or Third.” The American Statistician 63 (1):1–8.
  • Grimmer, Martin, and Meghann Woolley. 2014. “Green Marketing Messages and Consumers’ Purchase Intentions: Promoting Personal versus Environmental Benefits.” Journal of Marketing Communications 20 (4):231–250.
  • Gustafson, Abel, Parrish Bergquist, Anthony Leiserowitz, and Edward Maibach. 2019. “A Growing Majority of Americans Think Global Warming Is Happening and Are Worried.” Yale Program on Climate Change Communication, New Haven, CT. https://climatecommunication.yale.edu/publications/a-growing-majority-of-americans-think-global-warming-is-happening-and-are-worried/
  • Hartmann, Patrick, Vanessa Apaolaza Ibáñez, and F. Javier Forcada Sainz. 2005. “Green Branding Effects on Attitude: Functional versus Emotional Positioning Strategies.” Marketing Intelligence & Planning 23 (1):9–29.
  • Hartmann, Patrick, Vanessa Apaolaza, Clare D’Souza, Jose M. Barrutia, and Carmen Echebarria. 2014. “Environmental Threat Appeals in Green Advertising: The Role of Fear Arousal and Coping Efficacy.” International Journal of Advertising 33 (4):741–765.
  • Hartmann, Patrick, Vanessa Apaolaza, Clare D'Souza, Carmen Echebarria, and Jose M. Barrutia. 2013. “Nuclear Power Threats, Public Opposition and Green Electricity Adoption: Effects of Threat Belief Appraisal and Fear Arousal.” Energy Policy 62:1366–1376.
  • Hartmann, Patrick, Vanessa Apaolaza, and Martin Eisend. 2016. “Nature Imagery in Non-Green Advertising: The Effects of Emotion, Autobiographical Memory, and Consumer's Green Traits.” Journal of Advertising 45 (4):427–440.
  • Hartmann, Patrick, and Vanessa Apaolaza-Ibáñez. 2009. “Green Advertising Revisited: Conditioning Virtual Nature Experiences.” International Journal of Advertising 28 (4):715–739.
  • Hutton, Debra G., and Roy F. Baumeister. 1992. “Self-Awareness and Attitude Change: Seeing Oneself on the Central Route to Persuasion.” Personality and Social Psychology Bulletin 18 (1):68–75.
  • Hynes, Niki, and Juliette Wilson. 2016. “I Do It, But Don’t Tell Anyone! Personal Values, Personal and Social Norms: Can Social Media Play a Role in Changing Pro-Environmental Behaviours?” Technological Forecasting & Social Change 111:349–359.
  • Jeong, Hyun Ju. 2020. “The Roles of Self-Identity Cues and Public Self-Consciousness in Volunteering for Socially Stigmatized Causes on Social Media.” Journal of Nonprofit & Public Sector Marketing 32 (1):47–72.
  • Kareklas, Ioannis, Jeffrey R. Carlson, and Darrel D. Muehling. 2014. “I Eat Organic for My Benefit and Yours’: Egoistic and Altruistic Considerations for Purchasing Organic Food and Their Implications for Advertising Strategists.” Journal of Advertising 43 (1):18–32. doi: 10.1080/00913367.2013.799450.
  • Kees, Jeremy, Christopher Berry, Scot Burton, and Kim Sheehan. 2017. “An Analysis of Data Quality: Professional Panels, Student Subject Pools, and Amazon’s Mechanical Turk.” Journal of Advertising: Themed Issue - Methodology in Advertising Research 46 (1):141–155.
  • Kenny, D. 2018. “Mediation.” http://davidakenny.net/cm/mediate.htm.
  • Kim, Yeonshin, Tae Hyun Baek, Sukki Yoon, Sangdo Oh, and Yung Kyun Choi. 2017. “Assertive Environmental Advertising and Reactance: Differences between South Koreans and Americans.” Journal of Advertising 46 (4):550–564.
  • Kong, Ying, and Lingling Zhang. 2014. “When Does Green Advertising Work? the Moderating Role of Product Type.” Journal of Marketing Communications 20 (3):197–213.
  • Lee, Jong-Eun Roselyn, David Clark Moore, Eun-A. Park, and Sung Gwan Park. 2012. “Who Wants to Be “Friend-Rich”? Social Compensatory Friending on Facebook and the Moderating Role of Public Self-Consciousness.” Computers in Human Behavior 28 (3):1036–1043. doi: 10.1016/j.chb.2012.01.006.
  • Lee, Dong Hwan, and Richard W. Olshavsky. 1995. “Conditions and Consequences of Spontaneous Inference Generation: A Concurrent Protocol Approach.” Organizational Behavior and Human Decision Processes 61 (2):177–189.
  • Manca, Sara, Gianmarco Altoè, P. Wesley Schultz, and Ferdinando Fornara. 2019. “The Persuasive Route to Sustainable Mobility: Elaboration Likelihood Model and Emotions Predict Implicit Attitudes.” Environment and Behavior 52 (8):830–860. doi :0013916518820898.
  • Matthes, Jörg. 2019. “Uncharted Territory in Research on Environmental Advertising: Toward an Organizing Framework.” Journal of Advertising 48 (1):91–101.
  • Matthes, Jörg, Anke Wonneberger, and Desirée Schmuck. 2014. “Consumers’ Green Involvement and the Persuasive Effects of Emotional versus Functional Ads.” Journal of Business Research 67 (9):1885–1893.
  • Matthews, Nicholas L. 2019. “Detecting the Boundaries of Disposition Bias on Moral Judgments of Media Characters’ Behaviors Using Social Judgment Theory.” Journal of Communication 69 (4):418–441.
  • Mcquarrie, Edward F., and Barbara J. Phillips. 2005. “Indirect Persuasion in Advertising: How Consumers Process Metaphors Presented in Pictures and Words.” Journal of Advertising 34 (2):7–20.
  • Moore, Jensen, and Shelly Rodgers. 2005. “An Examination of Advertising Credibility and Skepticism in Five Different Media Using the Persuasion Knowledge Model.” In American Academy of Advertising. Conference, Lubbock, TX.
  • Sherif, Muzafer, and CarlI Hovland. 1961. Social Judgment: Assimilation and Contrast Effects in Communication and Attitude Change. New Haven, CT: Yale University Press.
  • Naderer, Brigitte, Alice Binder, Jörg Matthes, and Mira Mayrhofer. 2020. “Healthy, Sweet, Brightly Colored, and Full of Vitamins: Cognitive and Affective Persuasive Cues of Food Placements and Children’s Healthy Eating Behavior.” International Journal of Advertising :1–19. doi:10.1080/02650487.2020.1735140
  • Nguyen, The Ninh, Antonio Lobo, and Steven Greenland. 2016. “Pro-Environmental Purchase Behaviour: The Role of Consumers' Biospheric Values.” Journal of Retailing and Consumer Services 33:98–108.
  • Petty, Richard E., Haugtvedt, Curtis P., and S. M. Smith. 1995. “Elaboration as a Determinant of Attitude Strength: Creating Attitudes That Are Persistent, Resistant, and Predictive of Behavior.” In Attitude Strength: Antecedents and Consequences, edited by R. E. Petty and J. A. Krosnick, 93–130. New York: Psychology Press.
  • Petty, Richard E., and John T. Cacioppo. 1984. “The Effects of Involvement on Responses to Argument Quantity and Quality: Central and Peripheral Routes to Persuasion.” Journal of Personality and Social Psychology 46 (1):69–81.
  • Petty, Richard E., and John T. Cacioppo. 1990. “Involvement and Persuasion: Tradition versus Integration.” Psychological Bulletin 107 (3):367–374.
  • Pittman, Matthew. 2020. “Accountability Moderates the Effects of Egoistic and Altruistic Appeals in Prosocial Messages.” Journal of Consumer Marketing 37 (7):807–820. doi: 10.1108/JCM-07-2018-2751
  • Pittman, Matthew, and Brandon J. Reich. 2016. “Social Media and Loneliness: Why an Instagram Picture May Be Worth More than a Thousand Twitter Words.” Computers in Human Behavior 62:155–167. doi: 10.1016/j.chb.2016.03.084
  • Pittman, Matthew, and Kim Sheehan. 2020. “Brand Authenticity and Strategic Response to Crises: Symbolic Effects of Donation Type on Purchase Intent and Digital Engagement.” Journal of Current Issues & Research in Advertising :1–21. https://www.tandfonline.com/doi/full/10.1080/10641734.2020.1734503
  • Reich, Brandon J., and 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):441–458.
  • Reich, Brandon J., and Matthew Pittman. 2020. “An Appeal to Intimacy: Consumer Response to Platform‐Appeal Fit on Social Media.” Journal of Consumer Psychology. doi: https://doi.org/10.1002/jcpy.1154
  • Schuhwerk, Melody E., and Roxanne Lefkoff-Hagius. 1995. “Green or Non-Green? Does Type of Appeal Matter When Advertising a Green Product?” Journal of Advertising 24 (2):45–54.
  • Segev, Sigal, Juliana Fernandes, and Cheng Hong. 2016. “Is Your Product Really Green? A Content Analysis to Reassess Green Advertising.” Journal of Advertising: Reinquiries in Advertising Research 45 (1):85–93.
  • Seidman, Gwendolyn. 2013. “Self-Presentation and Belonging on Facebook: How Personality Influences Social Media Use and Motivations.” Personality and Individual Differences 54 (3):402–407.
  • Sheehan, Kim, and Matthew Pittman. 2016. Amazon’s Mechanical Turk for Academics: The HIT Handbook for Social Science Research Irvine. Irvine, CA: Melvin & Leigh, Publishers.
  • Sherif, CarolynW, Muzafer Sherif, and RogerEllis Nebergall. 1965. Attitude and Attitude Change; the Social Judgment-Involvement Approach. Philadelphia, PA: Saunders.
  • Shim, Minsun, Min Ju Lee, and Sang Hee Park. 2008. “Photograph Use on Social Network Sites among South Korean College Students: The Role of Public and Private Self-Consciousness.” Cyberpsychology & Behavior : The Impact of the Internet, Multimedia and Virtual Reality on Behavior and Society 11 (4):489–493. doi: 10.1089/cpb.2007.0104.
  • Shrout, Patrick E., and Niall Bolger. 2002. “Mediation in Experimental and Nonexperimental Studies: New Procedures and Recommendations.” Psychological Methods 7 (4):422–445.
  • Smith, Sandi W., Charles K. Atkin, Dennis Martell, Rebecca Allen, and Larry Hembroff. 2006. “A Social Judgment Theory Approach to Conducting Formative Research in a Social Norms Campaign.” Communication Theory 16 (1):141–152.
  • Spears, Nancy, and Surendra N. Singh. 2004. “Measuring Attitude toward the Brand and Purchase Intentions.” Journal of Current Issues & Research in Advertising 26 (2):53–66.
  • Spielmann, Nathalie. 2020. “Green is the New White: How Virtue Motivates Green Product Purchase.” Journal of Business Ethics. https://idp.springer.com/authorize/casa?redirect_uri=https://link.springer.com/content/pdf/10.1007/s10551-020-04493-6.pdf&casa_token=Ioye4-DhC4AAAAAA:h6jS9M9MVDxLyVZuyxdZcKNjieW9K3g9b0EFzDYr_3pf2nLdnHJdcGBNLU1uDiBBnNZuEwsgd5gtLG8
  • Sreen, Naman, Shankar Purbey, and Pradip Sadarangani. 2018. “Impact of Culture, Behavior and Gender on Green Purchase Intention.” Journal of Retailing and Consumer Services 41:177–189.
  • Sundar, Shyam. 2008. “The Main Model: A Heuristic Approach to Understanding Technology Effects on Credibility.” Digital Media, Youth, and Credibility, edited by Miriam J. Metzger and Andrew J. Flanagin, 73–100. Cambridge: The MIT Press.
  • Sweeney, Erica. 2018. “Study: Political Polarization, Social Activism Cause Major Shift in Consumer Loyalty.” MarketingDive. https://www.marketingdive.com/news/study-political-polarization-social-activism-cause-major-shift-in-custome/515319/
  • Tucker, Elizabeth M., Nora J. Rifon, Eun Mi Lee, and Bonnie B. Reece. 2012. “Consumer Receptivity to Green Ads: A Test of Green Claim Types and the Role of Individual Consumer Characteristics for Green Ad Response.” Journal of Advertising 41 (4):9–23.
  • Uski, Suvi, and Airi Lampinen. 2016. “Social Norms and Self-Presentation on Social Network Sites: Profile Work in Action.” New Media & Society 18 (3):447–464.
  • Voorveld, Hilde A. M. 2019. “Brand Communication in Social Media: A Research Agenda.” Journal of Advertising: Themed Issue-Future Directions in Advertising Research 48 (1):14–26.
  • Voorveld, Hilde A. M., Peter C. Neijens, and Edith G. Smit. 2011. “Opening the Black Box: Understanding Cross-Media Effects.” Journal of Marketing Communications 17 (2):69–85.
  • Voorveld, Hilde A. M., Guda van Noort, Daniël G. Muntinga, and Fred Bronner. 2018. “Engagement with Social Media and Social Media Advertising: The Differentiating Role of Platform Type.” Journal of Advertising: Digital Engagement with Advertising 47 (1):38–54.
  • Yoon, Gunwoo, Cong Li, Ji Yi, Michael North, Cheng Hong, and Jiangmeng Liu. 2018. “Attracting Comments: Digital Engagement Metrics on Facebook and Financial Performance.” Journal of Advertising 47 (1):24–37. doi: 10.1080/00913367.2017.1405753.

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.