Positive cueing: Promoting sustainable consumer behavior by cueing common environmental behaviors as environmental

International Journal of Research in Marketing

Volumn 25, Issue 1, 2008, Pages 46-55

  Cornelissen, Gert ^a   Pandelaere, Mario ^b   Warlop, Luk ^b   Dewitte, Siegfried ^b  

^a DEPARTMENT OF ECONOMICS AND BUSINESS   (Spain)

^b UNIVERSITY OF LEUVEN   (Belgium)

Author keywords

Accessibility diagnosticity framework; Ecological consumer behavior; Pro environmental attitudes; Self perception theory; Social marketing

Indexed keywords

EID: 39249083436     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ijresmar.2007.06.002     Document Type: Article

References (46)

1. Ajzen I. The directive influence of attitudes on behavior. In: Gollwitzer P.M., and Bargh J.A. (Eds). The psychology of action (1996), The Guilford Press, New York 385-403
2. Albarracín D., and Wyer R.S. The cognitive impact of past behavior: Influences on beliefs, attitudes, and future behavioral decisions. Journal of Personality and Social Psychology 79 1 (2000) 5-22
3. Albarracin D., and Wyer Jr. R.S. Elaborative and nonelaborative processing of a behavior-related communication. Personality and Social Psychology Bulletin 27 6 (2001) 691-705
4. Andreasen A.R. Marketing social change (1995), Jossey-Bass, San Francisco
5. Aronson E., Fried C., and Stone J. Overcoming denial and increasing the intention to use condoms through the induction of hypocrisy. American Journal of Public Health 81 December (1991) 1636-1638
6. Baron R.M., and Kenny D.A. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology 51 6 (1986) 1173-1182
7. Bem D.J. Self-perception theory. In: Berkowitz L. (Ed). Advances in experimental social psychology Vol. 6 (1972), Academic Press, New York 1-62
8. Buss D.M., and Craik K.H. The act frequency approach to personality. Psychological Review 90 2 (1983) 105-126
9. Cialdini R.B. Crafting normative messages to protect the environment. Current Directions in Psychological Science 12 4 (2003) 105-109
10. Cialdini R.B., Reno R.R., and Kallgren C.A. A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology 58 6 (1990) 1015-1026
11. Crane A., and Desmond J. Societal marketing and morality European. Journal of Marketing 36 (2002, june) 548-569
12. Department for Environment, Food and Rural Affairs (2002). Survey of Public Attitudes to Quality of Life and to the Environment. London, UK: Defra Publications.
13. European Commission, Directorate General of the Environment (2005). The attitudes of European citizens towards environment. Brussels, Belgium: Directorate General of Communication.
14. Follows S.B., and Jobber D. Environmentally responsible purchase behaviour: A test of a consumer model European. Journal of Marketing 34 5/6 (2000) 723-746
15. Gannon K.M., and Ostrom T.M. How meaning is given to rating scales: The effects of response language on category activation. Journal of Experimental Social Psychology 32 4 (1996) 337-360
16. Gill J.D., Crosby L.A., and Taylor J.R. Ecological concern, attitudes, and social norms in voting behavior. Public Opinion Quarterly 50 4 (1986) 537-554
17. Grice H.P. Logic and Conversation. In: Cole P., and Morgan J.L. (Eds). Syntax and semantics Vol. 3 (1975), Academic Press, New York
18. Grunert S.C. Everybody seems to be concerned about the environment; but is this concern reflected in (Danish) consumers' food choice?. In: Van Raaij F., and Bamossy G.J. (Eds). European advances in consumer research Vol. 1 (1993), Association for Consumer Research, Provo, UT
19. Holbrook M.B., and Batra R. Assessing the role of emotions as mediators of consumer responses to advertising. Journal of Consumer Research 14 3 (1987) 404
20. Holbrook M.B., and Lehmann D.R. Form versus content in predicting Starch scores. Journal of Advertising Research 20 4 (1980) 53
21. Kahneman D., and Tversky A. Subjective probability: A judgment of representativeness. Cognitive Psychology 3 3 (1972) 430-454
22. Kelley H.H. The processes of causal attribution. American Psychologist 28 2 (1973) 107-128
23. Kotler P., and Zaltman G. Social marketing: An approach to planned social change. Journal of Marketing 35 3 (1971) 3-12
24. MacKenzie S.B., Lutz R.J., and Belch G.E. The role of attitude toward the ad as a mediator of advertising effectiveness: A test of competing explanations. Journal of Marketing Research 23 2 (1986) 130
25. McCarthy J.A., and Shrum L.J. the recycling of solid wastes: personal values, value orientations, and attitudes about recycling as antecedents of recycling behavior. Journal of Business Research 30 May (1994) 53-62
26. Menon G., Block L.G., and Ramanathan S. We're at as much risk as we are led to believe: Effects of message cues on judgments of health risk. Journal of Consumer Research 28 4 (2002) 533-549
27. Minton A.P., and Rose R.L. the effects of environmental concern on environmentally friendly consumer behavior: An exploratory study - Dimensions of environmental concern. Journal of Business Research 40 (1997, September) 37-48
28. Morris M.W., and Larrick R.P. When one cause casts doubt on another: A normative analysis of discounting in causal attribution. Psychological Review 102 2 (1995) 331
29. Osbaldiston R., and Sheldon K.M. Promoting internalized motivation for environmentally responsible behavior: A prospective study of environmental goals. Journal of Environmental Psychology 23 (2003, December) 349-357
30. Pieters R.G. Attitudes and behavior in a source-separation program: A garbology approach (1989), Eburon, Delft
31. Pieters R.G., Bijmolt T., van Raaij F., and de Kruijk M. Consumers' attributions of pro-environmental behavior, motivation, and ability to self and others. Journal of Public Policy and Marketing 17 2 (1998) 215-225
32. Preacher K.J., and Hayes A.F. SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behavior Research Methods, Instruments, & Computers 36 4 (2004) 717-731
33. Raghubir P., and Menon G. Depressed or just blue? The persuasive effects of a self-diagnosis inventory. Journal of Applied Social Psychology 35 12 (2005) 2535-2559
34. Reich J.W., and Robertson J.L. Reactance and norm appeal in anti-littering messages. Journal of Applied Social Psychology 9 1 (1979) 91-101
35. Ryan R.M., and Deci E.L. Facilitation of intrinsic motivation, social development, and well-being. American Psychologist 55 (2000, January) 68-78
36. Salancik G.R., and Conway M. Attitude inferences from salient and relevant cognitive content about behavior. Journal of Personality and Social Psychology 32 (1975, November) 829-840
37. Sawyer A.G. Demand artifacts in laboratory experiments in consumer research. Journal of Consumer Research 1 4 (1975) 20
38. Schwarz N. Judgment in a social context: Biases, shortcomings, and the logic of conversation. In: Zanna M.P. (Ed). Advances in experimental social psychology Vol. 26 (1994), Academic Press, San Diego, CA 123-162
39. Schwarz N., Strack F., Bless H., Klumpp G., Rittenauer-Schatka H., and Simons A. Ease of retrieval as information: Another look at the availability heuristic. Journal of Personality and Social Psychology 61 2 (1991) 195-202
40. Sheldon K.M., and Elliot A.J. Goal striving, need satisfaction, and longitudinal well-being: The self-concordance model. Journal of Personality and Social Psychology 76 (1999, March) 482-497
41. Sperling G., and Dosher B.A. Strategy and optimization in human information processing. In: Boff K.R., Kaufman L., and Thomas J.P. (Eds). Handbook of perception and human performance Vol. 1 (1986), Wiley, New York
42. Taylor S.E. On inferring one's attitudes from one's behavior: Some delimiting conditions. Journal of Personality and Social Psychology 31 1 (1975) 126-131
43. Thøgersen J. A model of recycling behaviour, with evidence from Danish source separation programmes international. Journal of Research in Marketing 11 (1994, march) 145-163
44. Thøgersen J., and Grunert-Beckmann S.C. Values and attitude formation towards emerging attitude objects: From recycling to general, waste minimizing behavior. Advances in Consumer Research 24 1 (1997) 182-189
45. Tversky A., and Kahneman D. Availability: A heuristic for judging frequency and probability. Cognitive Psychology 5 (1973) 207-232
46. Vanden Abeele P., and MacLachlan D.L. Process tracing of emotional responses to TV ads: Revisiting the warmth monitor. Journal of Consumer Research 20 4 (1994) 586