The Attitude–Behavior Relationship in Consumer Conduct: The Role of Norms, Past Behavior, and Self-Identity

Smith, Joanne R.; Terry, Deborah J.; Manstead, Antony Stephen Reid; Louis, Winnifred R.; Kotterman, Diana; Wolfs, Jacqueline

doi:10.3200/socp.148.3.311-334

Cited by 204 publications

(160 citation statements)

References 48 publications

(58 reference statements)

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“…This result contradicts most prior research on social norms (e.g., Goldstein et al 2008;Smith et al 2008); reactance theory may provide an explanation. That is, people believe that they have behavioral freedoms (Brehm and Mann 1975;Woller et al 2007), such as the freedom to respond to sustainability efforts as they prefer.…”

Section: Discussion Theoretical Implicationscontrasting

confidence: 56%

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How and When Retailers’ Sustainability Efforts Translate into Positive Consumer Responses: The Interplay Between Personal and Social Factors

et al. 2017

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This study aims to address how (through which mechanisms) and when (under which conditions) retailers' sustainability efforts translate into positive consumer responses. Hypotheses are developed and tested through a scenario-based experiment among 672 consumers. Retailers' assortment sustainability and distribution sustainability are manipulated. Retailers' sustainability efforts lead to positive consumer responses (e.g., improved store evaluations) via two underlying mechanisms: consumers' identification with the store (personal route) and store legitimacy (social route). The effects of sustainability efforts are strengthened if consumers have personal norms favoring shopping at environmentally friendly stores. Remarkably, when controlling for moderation by personal norms, social norms weaken the effects. The findings show that traditional marketing mix elements provide opportunities for retailers to improve their organizations' bottom line and positively affect consumer (and societal) well-being. This study helps retailers decide whether or not to invest in and communicate about sustainability. Past research has shown the clear potential for positive consumer responses to firms' sustainability efforts, but little is known about the underlying mechanisms and the conditions under which such responses take place. This study advances theory by examining personal and social factors as mediators and moderators of the retailers' sustainability efforts-consumer responses relationship.

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Section: Discussion Theoretical Implicationscontrasting

confidence: 56%

“…To measure social norms, we used one item from Ajzen and Madden (1986), a second item adapted from Smith et al (2008), and a third item based on Harland et al (1999). All items appear in Table 1, which also includes the control variable of scenario credibility (measured with two items; Sen and Bhattacharya 2001).…”

Section: Moderatorsmentioning

confidence: 99%

How and When Retailers’ Sustainability Efforts Translate into Positive Consumer Responses: The Interplay Between Personal and Social Factors

et al. 2017

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“…Five items measured attitude [40,41], three items measured injunctive norms [40,42], three items measured descriptive norms [43], four items measured PBC [40,41], and three items measured purchase intentions [41,44].…”

Section: Instrumentsmentioning

confidence: 99%

Determinants of Organic Cotton Apparel Purchase: A Comparison of Young Consumers in the U.S.A. and South Korea

Han

2018

Sustainability

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Abstract:The purpose of this research was to examine consumers from distinct cultural groups and identify similarities and differences in their green purchase behaviors. The sample consisted of consumers from the U.S.A. and South Korea and the theory of planned behavior was used as a theoretical framework to test the influence of diverse constructs on consumers' purchase intentions toward organic cotton apparel. For both countries, perceived behavioral control (PBC) and descriptive norms were strong predictors of purchase intentions and injunctive norms strongly influenced attitude formation. However, the study also found different results between the two groups. For example, while attitude was the strongest predictor of purchase intentions in the U.S.A. group (strength of influence on intentions: attitude > descriptive norms > PBC > injunctive norms), it had an insignificant effect in the South Korea group. For the South Korea group descriptive norms and PBC had strongest effects on consumers purchase intentions (strength of influence on intentions: descriptive norms = PBC > injunctive norms > attitude). South Koreans were more affected by the social pressure: their purchase intentions were strongly influenced by both injunctive norms and descriptive norms in contrast to the findings from American consumers. Injunctive norms were an insignificant predictor of purchase intentions in the U.S.A. group. This result is consistent with previous research that suggest conformity is a crucial factor for people belonging to a collectivistic culture. Exposure of others' purchasing behavior is particularly important in motivating consumers' buying in collectivistic culture. Marketers of organic cotton apparel may consider using diverse formats of media to display consumers' ethical buying behaviors or creating product design or packaging that can directly reveal the ethical features of the product to display greater exposure in the market.

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“…Las personas serían "buscadores" de intercambios que les proporcionen el mayor 3 Aunque en las formulaciones del paradigma olvidan el componente normativo, estudios recientes han demostrado que podría ser un factor relevante en el ámbito del consumo privado (Smith et al 2008). Conviene retener este dato para futuras investigaciones.…”

Section: El Paradigma Intencional Aplicado a La Transacción Privadaunclassified

“…Renunciamos a conocer, en esta investigación, los efectos de la presión de la norma social ("debe hacerse", "la mayoría piensa así", Smith et al 2008) y el proceso de mediación de la confianza ("el responsable es fiable" Mizrahi et al 2010), antes comentados. Pasamos a presentar las medidas que originan los constructos.…”

Section: El Paradigma Intencional Aplicado a La Transacción Privadaunclassified

El paradigma intencional en la evaluación ciudadana de la administración local. La utilidad frente al bienestar

Romero

Rodrı́guez

2012

Rev. int. sociol.

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BEnjamín GonzálEz rodríGuEz mino@udc.esUniversidad de A Coruña. España rEsumEn Encontramos, en los últimos años, un renovado interés por la evaluación ciudadana de los servicios locales. El artículo examina las posibilidades de la aplicación del paradigma intencional en este campo. El paradigma, basado en la teoría de la acción razonada, vincula en un mismo mecanismo explicativo, la evaluación de los servicios con la intención política del ciudadano. Sin embargo, este mecanismo ha sido formulado en dos versiones rivales, la satisfacción y el valor del servicio. El propósito del artículo es determinar cuál de los dos modelos funciona en la evaluación de los servicios locales. Sobre los datos empíricos obtenidos de una investigación en nueve ciudades del levante español, se ha operado un análisis secundario utilizando modelos de ecuaciones estructurales para determinar el mecanismo más verosímil (utilidad del servicio o bienestar) que explica la formación de actitudes favorables hacia las Entidades Locales Públicas. PalaBras ClavECalidad de servicio; Ecuaciones estructurales; Satisfacción ciudadana; Valor del servicio. aBstraCtIn the last years, one can find a renewed interest in the citizen´s assessment of local services. This article examines the possibility of applying the so called intentional paradigm to this field. The paradigm is based on the theory of reasoned action and it links service evaluation to the citizen´s political intention within the same explanatory mechanism. Nevertheless, this mechanism has been formulated in two rival versions, "satisfaction" and "service value". The purpose of this paper is to determine which of these models works better in the assessment of local services. Using empirical data collected in nine cities from the east of Spain, a secondary analysis was applied using structural equation models in order to find out the most plausible mechanism (utility versus wellbeing) that explains the formation of favorable attitudes towards Local Entities.

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The Attitude–Behavior Relationship in Consumer Conduct: The Role of Norms, Past Behavior, and Self-Identity

Cited by 204 publications

References 48 publications

How and When Retailers’ Sustainability Efforts Translate into Positive Consumer Responses: The Interplay Between Personal and Social Factors

How and When Retailers’ Sustainability Efforts Translate into Positive Consumer Responses: The Interplay Between Personal and Social Factors

Determinants of Organic Cotton Apparel Purchase: A Comparison of Young Consumers in the U.S.A. and South Korea

El paradigma intencional en la evaluación ciudadana de la administración local. La utilidad frente al bienestar

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