Should I Pay More? The Relationship Between Normative Beliefs and Willingness-to-Pay for Organic and Local Products

Bishop, Melissa; Barber, Nelson

doi:10.1080/10696679.2015.980182

Cited by 23 publications

(25 citation statements)

References 48 publications

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“…Methodologists ascribe to the existence of the IBG (in the organic context) due to the limitations of the methodological approaches (e.g., Carrington et al, 2010;De Pelsmacker, Driesen, & Rayp, 2005;Follows & Jobber, 2000). Most of the research done on organic groceries stops at the point of organic purchase intention and/or uses self-reported behavior, which certainly leads to distortion (Bishop & Barber, 2015;Carrington et al, 2014).…”

Section: Organic Ibg: Methodologists and Modelermentioning

confidence: 99%

“…Even though these matters are serious concerns, they are often ignored (Armitage & Conner, 2001). Hence, methodologists often plead for data, deploying real purchase behavior or market data to bridge the organic IBG (Bishop & Barber, 2015;McDonagh & Prothero, 2014).…”

Section: Organic Ibg: Methodologists and Modelermentioning

confidence: 99%

“…There are two main research streams with focus on the organic IBG, which contrast each other (Carrington et al., ; Newholm & Shaw, ): “methodologists” and “modeler.” Methodologists ascribe to the existence of the IBG (in the organic context) due to the limitations of the methodological approaches (e.g., Carrington et al., ; De Pelsmacker, Driesen, & Rayp, ; Follows & Jobber, ). Most of the research done on organic groceries stops at the point of organic purchase intention and/or uses self‐reported behavior, which certainly leads to distortion (Bishop & Barber, ; Carrington et al., ). Self‐reporting benefits exaggeration, socially desired answers, and self‐presentational biases (Schwarz, ).…”

Section: Literature Reviewmentioning

confidence: 99%

“…This is caused by a phenomenon called the intention-behavior gap (IBG), whereby a highly positive intention toward organic buying is expressed, followed by not acting in the depicted way due to different reasons (Aschemann-Witzel & Niebuhr Aagaard, 2014;Carrington, Neville, & Whitwell, 2014). However, the organic IBG is still unexplained (Carrington et al, 2014) due to inconclusive results and the lack of systematic research (Van Doorn & Verhoef, 2015) such as assessing reported purchases instead of real purchase behavior (Bishop & Barber, 2015;Kilbourne & Beckmann, 1998;McDonagh & Prothero, 2014). Additionally, various meta-studies and research papers on ethical buying conclude that just 30% of the variance in behavior is explainable by means of intention and perceived behavioral control (Armitage & Conner, 2001; Rivis, Sheeran, & Armitage, 2009;Sheeran, 2002;Webb & Sheeran, 2006), which refer to the theory of planned behavior (Ajzen, 1991).…”

Section: Introductionmentioning

confidence: 99%

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Bridging the intention–behavior gap among organic grocery customers: The crucial role of point‐of‐sale information

Frank

Brock

2018

Psychology and Marketing

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Although the interest in organic groceries has increased, actual buying behavior falls short for reasons that are mostly unknown to researchers and practitioners. This paper addresses this so‐called intention–behavior gap by investigating the impact of point‐of‐sale (POS) information on the perception of purchase barriers and behavior. While behavior and interest differ for various product categories, the organic groceries most frequently bought worldwide are differentiated on the basis of product category involvement in a pilot study. A laboratory experiment and a field experiment containing actual purchase behavior and market data revealed the possibility of enhancing organic purchases within low‐ and high‐involvement categories, while exposed to POS information. In low‐involvement product categories, POS information should reveal new product category‐specific organic features. In high‐involvement product categories, the perceived addition of value for money is crucial for purchasing organic groceries. While the effect of POS information on perceived trust and knowledge is higher for health conscious or green consumers in low‐involvement product categories, it is the converse in high‐involvement product categories.

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Section: Organic Ibg: Methodologists and Modelermentioning

confidence: 99%

Section: Organic Ibg: Methodologists and Modelermentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Bridging the intention–behavior gap among organic grocery customers: The crucial role of point‐of‐sale information

Frank

Brock

2018

Psychology and Marketing

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“…There is considerable agreement that it is the retailer, with their proximity to and understanding of the consumer, who likely plays a pivotal role in nudging consumers to buy green (Girod et al 2014;Gleim et al 2013). At the point of purchase, green marketing strategies can be realized through face-to-face communications with consumers, bridging the gap between intention and behavior (Bishop and Barber 2015;Thongplew et al 2014;Wu and Chen 2014), but research is needed to identify how retailers can exploit these opportunities to drive green sales (Gleim et al 2013).…”

mentioning

confidence: 99%

Making SENS: exploring the antecedents and impact of store environmental stewardship climate

Hensen

Keeling

Ruyter

et al. 2015

J. of the Acad. Mark. Sci.

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Retailers increasingly recognize that environmental responsibility is a strategic imperative. However, little research has investigated or identified the factors that facilitate the successful implementation of environmentally responsible strategies across a network of customer-facing sales units (stores). We propose that a store manager's ability to lead by example facilitates this process by fostering a supportive climate for store environmental stewardship (SENS-climate). By examining the influence of store managers' actions on sales associates' perceptions of the SENS-climate, as well as the subsequent impact on their performance-measured by margins, as well as sales of green and regular products-this study demonstrates that store managers can foster a SENS-climate by articulating their prioritization of environmental responsibility in their operational decisions. These positive effects are sustained by relational factors, such as the moderating effect of the store manager-sales associate dyadic tenure. In contrast, when store managers display high variability in their environmental orientation, it hinders the development of SENS-climate perceptions among sales associates. If sales associates perceive an enabling SENS-climate, they achieve higher margins and more green but fewer regular sales.

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The impact of marketing campaigns deterring the supply and demand of endangered wildlife in Kenya and China

Loebnitz

Kienou‐Traore

Zhou

et al. 2020

Psychology and Marketing

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Poaching rhinos to sell their horns is one of the most pressing threats to wildlife and constitutes an illicit yet extremely profitable business. Employing construal level and reactance theory, two studies examine which marketing campaign is most effective in countries where the crime is actually taking place by distinguishing supply (=poachers in Kenya) and demand (=consumers of Chinese traditional medicine in China). Both studies follow a 2 × 2 between‐subject design with an additional control group whereby temporal distance and social distance are manipulated to outline weaknesses of current antipoaching campaigns and identify alternatives that are more effective. Results suggest that economic and identity‐related factors can explain consumers (China) and poachers (Kenya) intentions to purchase traditional Chinese medicine with rhino horn or sell rhino horn. In both countries, marketing campaigns featuring temporal distance were superior to close counterparts; yet, the mediating variables differ for each country. Close temporal distance elicits reactance. Interestingly, poachers do not seem to discriminate between close and far social distance. The findings have lifesaving implications for wildlife, profound practical implications for non‐governmental organizations, and governmental agencies' additional theoretical contributions.

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Should I Pay More? The Relationship Between Normative Beliefs and Willingness-to-Pay for Organic and Local Products

Cited by 23 publications

References 48 publications

Bridging the intention–behavior gap among organic grocery customers: The crucial role of point‐of‐sale information

Bridging the intention–behavior gap among organic grocery customers: The crucial role of point‐of‐sale information

Making SENS: exploring the antecedents and impact of store environmental stewardship climate

The impact of marketing campaigns deterring the supply and demand of endangered wildlife in Kenya and China

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