The influence of consumer concern about global climate change on framing effects for environmental sustainability messages

International Journal of Advertising

Volumn 31, Issue 3, 2012, Pages 511-527

  Newman, Christopher L ^a   Howlett, Elizabeth ^b   Burton, Scot ^b   Kozup, John C ^c   Tangari, Andrea Heintz ^d  

^a UNIVERSITY OF MISSISSIPPI   (United States)

^b UNIVERSITY OF ARKANSAS   (United States)

^c VILLANOVA UNIVERSITY   (United States)

^d WAYNE STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84865194954     PISSN: 02650487     EISSN: None     Source Type: Journal    
DOI: 10.2501/IJA-31-3-511-527     Document Type: Article

References (47)

1. Aaker, J. & Lee, A. (2001) I seek pleasures, we avoid pains: the role of self regulatory goals in information processing of persuasion. Journal of Consumer Research, 28(1), 33-49.
2. Armstrong, K., Schwartz, J.S., Fitzgerald, G., Putt, M. & Ubel, P.A. (2002) Effect of framing as gain versus loss on understanding and hypothetical treatment choices: survival and mortality curves. Medical Decision Making, 22(1), 76-83.
3. Cassara, A. (2007) Ask EarthTrends: how much of the world's resource consumption occurs in rich countries? Earth Trends. Available online at: http://earthtrends.wri.org/updates/node/236 (accessed 12 July 2011).
4. Chan, R.Y.K. (2000) The effectiveness of environmental advertising: the role of claim type and the source country green image. International Journal of Advertising, 19(3), 349-375.
5. Chang, C.T. & Lee, Y.K. (2010) Effects of message framing, vividness congruency and statistical framing on responses to charity advertising. International Journal of Advertising, 29(2), 195-220.
6. Cheng, F. & Wu, C.S. (2010) Debiasing the framing effect: the effect of warning and involvement. Decision Support Systems, 49(3), 328-334.
7. Crosby, L.A., Gill, J.D. & Taylor, J.R. (1981) Consumer/voter behavior in the passage of the Michigan container law. Journal of Marketing, 45(2), 19-32.
8. Decrop, A. (2007) The influence of message format on the effectiveness of print advertisements for tourism destinations. International Journal of Advertising, 26(4), 505-525.
9. Dobson, A. (2000) Three concepts of ecological sustainability. Natur and Kultur - Transdisziplinäre Zeitschrift für ökologische Nachhaltigkeit, 1, 62-85.
10. Druckman, J.N. (2004) Political preference formation: competition, deliberation, and the (ir)relevance of framing effects. American Political Science Review, 98(4), 671-686.
11. Fischhoff, B., Bruine de Bruin, W., Guvenc, U., Caruso, D. & Brilliant, L. (2006) Analyzing disaster risks and plans: an avian flu example. Journal of Risk Uncertainty, 33(1-2), 131-149.
12. Gill, J.D., Crosby, L.A. & Taylor, J.R. (1986) Ecological concern, attitudes, and social norms in voting behavior. Public Opinion Quarterly, 50 (4), 537-554.
13. Glanz, K., Basil, M., Maibach, E., Goldberg, J. & Snyder, D. (1998) Why Americans eat what they do: taste, nutrition, cost, convenience, and weight control concerns as influences on food consumption. Journal of the American Diabetic Association, 98(10), 1118-1126.
14. Higgins, E.T. (1998) Promotion and prevention: regulatory focus as a motivational principle. In: M.P. Zanna (ed.) Advances in Experimental Psychology, 30. San Diego: Academic Press, 1-46.
15. Jucker, R. (2003) Education for sustainable development: educating college students to ensure a future with a healthy environment, social justice, and strong economies. ACPA. Available online at: http://www.myacpa.org/taskforce/sustainability/primer.cfm (accessed 12 July 2011).
16. Kahneman, D. & Tversky, A. (1982) The psychology of preferences. Scientific American, 246(1), 160-173.
17. Kanouse, D.E. (1984) Explaining negativity biases in evaluation and choice behavior: theory and research. Advances in Consumer Research, 11, 703-708.
18. Kees, J., Burton, S. & Tangari, A. (2010) The impact of regulatory focus, temporal orientation, and fit on consumer responses to healthrelated advertising. Journal of Advertising, 39(1), 19-34.
19. Kollmuss, A. & Agyeman, J. (2002) Mind the gap: why do people act environmentally and what are the barriers to pro-environmental behavior? Environmental Education Research, 8(3), 239-260.
20. Krishnamurthy, P., Carter, P. & Blair, E. (2001) Attribute framing and goal framing effects in health decisions. Organizational Behavior and Human Decision Processes, 82(2), 382-399.
21. Leboeuf, R.A. & Shafir, E. (2003) Deep thoughts and shallow frames: on the susceptibility to framing effects. Journal of Behavioral Decision Making, 16(2), 77-92.
22. Lee, A. & Aaker, J. (2004) Bring the frame into focus: the influence of regulatory fit on processing fluency and persuasion. Journal of Personality and Social Psychology, 86(2), 205-218.
23. Levin, I.P. & Gaeth, G.J. (1988) How consumers are affected by the framing of attribute information before and after consuming the product. Journal of Consumer Research, 15(3), 374-378.
24. Levin, I.P., Huneke, M.E. & Jasper, J.D. (2000) Information processing at successive stages of decision making: need for cognition and inclusion-exclusion effects. Organizational Behavior and Human Decision Processes, 82(2), 171-193.
25. Levin, I.P., Schneider, S.L. & Gaeth, G.J. (1998) All frames are not created equal: a typology and critical analysis of framing effects. Organizational Behavior and Human Decision Processes, 76(2), 149-188.
26. Mackie, D.M., Worth, L.T. & Asuncion, A.G. (1990) Processing of persuasive in-group messages. Journal of Personality and Social Psychology, 58(5), 812-822.
27. McKee, M. & Stuckler, D. (2010) How cognitive biases affect our interpretation of political messages. British Medical Journal, 340(7753), 936-953.
28. Minton, A.P. & Rose, R.L. (1997) The effects of environmental concern on environmentally friendly consumer behavior: an exploratory study. Journal of Business Research, 40(1), 37-48.
29. Petty, R.E., Cacioppo, J.T. & Schumann, D. (1983) Central and peripheral routes to advertising effectiveness: the moderating role of involvement. Journal of Consumer Research, 10(2), 135-146.
30. Pinon, A. & Gambara, H. (2005) A meta-analytic review of framing effect: risky, attribute, and goal framing. Psicothema, 17(2), 325-331.
31. Rapert, M.I., Newman, C.L., Lee, E.M. & Park, S.Y. (2010) Seeking a better place: sustainability in the CPG industry. Journal of Global Academy of Marketing Science, 20(2), 199-207.
32. Roberts, J.H. & Urban, G.L. (1988) Modeling multiattribute utility, risk, and belief dynamics for new consumer durable brand choice. Management Science, 34(2), 167-185.
33. Rothman, A. J. & Salovey, P. (1997) Shaping perceptions to motivate healthy behavior: the role of message framing. Psychological Bulletin, 121(1), 3-19.
34. Sammer, K. & Wüstenhagen, R. (2006) The influence of eco-labelling on consumer behavior - results of a discrete choice analysis. Business Strategy and the Environment, 15(3), 185-199.
35. Schuhwerk, M.E. & Lefkoff-Hagius, R. (1995) Green or non-green? does type of appeal matter when advertising a green product? Journal of Advertising, 24(2), 21-31.
36. Sonneveld, K., James, K., Fitzpatrick, L. & Lewis, H. (2005) Sustainable packaging: how do we define and measure it?. Proceedings of the 22nd IAPRI Symposium. Available online at: http://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.113.740&rep=rep1&type=pdf (accessed 12 July 2011).
37. Tversky, A. & Kahneman, D. (1981) The framing of decisions and the psychology of choice. Science, 211(4481), 453-458.
38. Tversky, A. & Kahneman, D. (1986) Rational choice and the framing of decisions. Journal of Business, 59(4), 251-278.
39. Van Liere, K.D. & Dunlap, R.E. (1981) The social bases of environmental concern: a review of hypotheses, explanations, and empirical evidence. Public Opinion Quarterly, 44(2), 181-197.
40. Veer, E. & Pervan, S. (2008) How the tone and wording of advertisements interact. International Journal of Advertising, 27(2), 191-207.
41. Vermeir, I. & Verbeke, W. (2006) Sustainable food consumption: exploring the consumer 'attitude-behavioral intention' gap. Journal of Agricultural and Environmental Ethics, 19(2), 169-194.
42. Vermeir, I. & Verbeke, W. (2008) Sustainable food consumption among young adults in Belgium: theory of planned behavior and the role of confidence and values. Ecological Economics, 64(3), 542-553.
43. Weinberger, M.G., Allen, C.T. & Dillon, W.R. (1981) Negative information: perspectives and research directions. Advances in Consumer Research, 8, 398-404.
44. West, R.F. & Stanovich, K.E. (1997) The domain specificity and generality of overconfidence: individual differences in performance estimation bias. Psychological Bulletin and Review, 4(3), 387-392.
45. Wright, G. & Goodwin, P. (2002) Eliminating a framing bias by using simple instructions to think harder and respondents with managerial experience: comment on breaking the frame. Strategic Management Journal, 23(11), 1059-1067.
46. Xia, L. & Monroe, K.B. (2009) The influence of pre-purchase goals on consumers' perceptions of price promotions. International Journal of Retail and Distribution Management, 37(8), 680-694.
47. Zimmer, M., Stafford, T.F. & Stafford, M.R. (1994) Green issues: dimensions of environmental concern. Journal of Business Research, 30 (1), 63-74.