The differential effects of self-identity appeals on consumers’ intentions to purchase socially responsible products with hedonic and utilitarian values

References

• Ajzen, I., & Fishbein, M. (1977). Attitude-behavior relations: A theoretical analysis and review of empirical research. Psychological Bulletin, 84(5), 888–19. https://doi.org/10.1037/0033-2909.84.5.888
   Web of Science ®Google Scholar
• Aron, A., Aron, E., Tudor, M., & Nelson, G. (1991). Close relationships as including other in the self. Journal of Personality and Social Psychology, 60(2), 241–253. https://doi.org/10.1037/0022-3514.60.2.241
   Web of Science ®Google Scholar
• Baldwin, M. W. (1992). Relational schemas and the processing of social information. Psychological Bulletin, 112(3), 461–484. https://doi.org/10.1037/0033-2909.112.3.461
   Web of Science ®Google Scholar
• Bamberg, S., & Moser, G. (2007). Twenty years after Hines, Hungerford, and Tomera: A new meta-analysis of psycho-social determinants of pro-environmental behaviour. Journal of Environmental Psychology, 27(1), 14–25. https://doi.org/10.1016/j.jenvp.2006.12.002
   Web of Science ®Google Scholar
• Belk, R. W., Ger, G., & Askegaard, S. (2003). The fire of desire: A multisited inquiry into consumer passion. Journal of Consumer Research, 30(3), 326–351. https://doi.org/10.1086/378613
   Web of Science ®Google Scholar
• Biernat, M., Vescio, T. K., & Green, M. L. (1996). Selective self-stereotyping. Journal of Personality and Social Psychology, 71(6), 1194–1209. https://doi.org/10.1037/0022-3514.71.6.1194
   PubMed Web of Science ®Google Scholar
• Blasi, A. (1994). Moral identity: Its role in moral functioning. In B. Puka (Ed.), Moral Development: Fundamental research in moral development (pp. 168–179). Garland Publishing.
   Google Scholar
• Borgmann, A. (2000). The moral complexion of consumption. Journal of Consumer Research, 26(4), 418–422. https://doi.org/10.1086/209572
   Web of Science ®Google Scholar
• Brough, A. R., Wilkie, J. E., Ma, J., Isaac, M. S., & Gal, D. (2016). Is eco-friendly unmanly? The green-feminine stereotype and its effect on sustainable consumption. Journal of Consumer Research, 43(4), 567–582. https://doi.org/10.1093/jcr/ucw044
   Web of Science ®Google Scholar
• Budruk, M., & Lee, W. (2016). Importance of managing for personal benefits, hedonic and utilitarian motivations, and place attachment at an urban natural setting. Environmental Management, 58(3), 504–517. https://doi.org/10.1007/s00267-016-0723-1
   PubMed Web of Science ®Google Scholar
• Chang, C. T. (2011). Guilt appeals in cause-related marketing: The subversive roles of product type and donation magnitude. International Journal of Advertising, 30(4), 587–616. https://doi.org/10.2501/IJA-30-4-587-616
   Web of Science ®Google Scholar
• Chang, C. T., & Chen, P. C. (2017). Cause-related marketing ads in the eye tracker: It depends on how you present, who sees the ad, and what you promote. International Journal of Advertising, 36(2), 336–355. https://doi.org/10.1080/02650487.2015.1100698
   Web of Science ®Google Scholar
• Chang, C. T., & Chu, X. Y. M. (2020). The give and take of cause-related marketing: Purchasing cause-related products licenses consumer indulgence. Journal of the Academy of Marketing Science, 48, 203–221. https://doi.org/10.1007/s11747-019-00675-5
   Web of Science ®Google Scholar
• Cheek, J. M., & Briggs, S. R. (1982). Self-consciousness and aspects of identity. Journal of Research in Personality, 16(4), 401–408. https://doi.org/10.1016/0092-6566(82)90001-0
   Web of Science ®Google Scholar
• Cheek, N. N., & Cheek, J. M. (2018). Aspects of identity: From the inner-outer metaphor to a tetrapartite model of the self. Self and Identity, 17(4), 467–482. https://doi.org/10.1080/15298868.2017.1412347
   Web of Science ®Google Scholar
• Chen, S., Boucher, H. C., & Tapias, M. P. (2006). The relational self revealed: Integrative conceptualization and implications for interpersonal life. Psychological Bulletin, 132(2), 151–179. https://doi.org/10.1037/0033-2909.132.2.151
   PubMed Web of Science ®Google Scholar
• Cherrier, H. (2009). Anti-consumption discourses and consumer-resistant identities. Journal of Business Research, 62(2), 181–190. https://doi.org/10.1016/j.jbusres.2008.01.025
   Web of Science ®Google Scholar
• Dedeoğlu, A. Ö., & Kazançoğlu, İ. (2012). Consumer guilt: A model of its antecedents and consequences. Ege Academic Review, 12(1), 9–22. https://doi.org/10.21121/eab.2012119542
   Google Scholar
• Demir, M., & Davidson, I. (2013). Toward a better understanding of the relationship between friendship and happiness: Perceived responses to capitalization attempts, feelings of mattering, and satisfaction of basic psychological needs in same-sex best friendships as predictors of happiness. Journal of Happiness Studies, 14(2), 525–550. https://doi.org/10.1007/s10902-012-9341-7
   Web of Science ®Google Scholar
• Demir, M., Demir, M. (2015). Friendship and happiness: Across the life-span and cultures. Springer Netherlands. https://doi.org/10.1007/978-94-017-9603-3
   Google Scholar
• Dobscha, S. (1998). The lived experience of consumer rebellion against marketing. Advances in Consumer Research, 25(1), 91–97.
   Google Scholar
• Durif, F., Boivin, C., Rajaobelina, L., & François-Lecompte, A. (2011). Socially responsible consumers: Profile and implications for marketing strategy. International Review of Business Research Papers, 7(6), 215–224.
   Google Scholar
• Estes, Z., Brotto, L., & Busacca, B. (2018). The value of art in marketing: An emotion-based model of how artworks in ads improve product evaluations. Journal of Business Research, 85, 396–405. https://doi.org/10.1016/j.jbusres.2017.10.017
   Web of Science ®Google Scholar
• EU Commission. (2011) . Communication form the commission to the European parliament, the council, the European economic and social committee and the committee of the regions – a renewed EU strategy 2011–14 for corporate social responsibility. European Union.
   Google Scholar
• Fishbein, M., & Ajzen, I. (2010). Predicting and changing behavior: The reasoned action approach. Taylor & Francis. https://doi.org/10.4324/9780203838020
   Google Scholar
• Gupta, S., & Ogden, D. T. (2009). To buy or not to buy? A social dilemma perspective on green buying. Journal of Consumer Marketing, 26(6), 376–391. https://doi.org/10.1108/07363760910988201
   Google Scholar
• Gu, H., & Ryan, C. (2008). Place attachment, identity and community impacts of tourism—the case of a Beijing hutong. Tourism Management, 29(4), 637–647. https://doi.org/10.1016/j.tourman.2007.06.006
   Web of Science ®Google Scholar
• Hackel, L. M., Coppin, G., Wohl, M. J., & Van Bavel, J. J. (2018). From groups to grits: Social identity shapes evaluations of food pleasantness. Journal of Experimental Social Psychology, 74, 270–280. https://doi.org/10.1016/j.jesp.2017.09.007
   Web of Science ®Google Scholar
• Hanzaee, K. H., & Rezaeyeh, S. P. (2013). Investigation of the effects of hedonic value and utilitarian value on customer satisfaction and behavioural intentions. African Journal of Business Management, 7(11), 818–825.
   Google Scholar
• Imada, H. (2020). Preference for anonymous giving. Letters on Evolutionary Behavioral Science, 11(1), 22–26. https://doi.org/10.5178/lebs.2020.76
   Google Scholar
• Iyer, R., & Muncy, J. A. (2009). Purpose and object of anti-consumption. Journal of Business Research, 62(2), 160–168. https://doi.org/10.1016/j.jbusres.2008.01.023
   Web of Science ®Google Scholar
• Kang, J., & Park-Poaps, H. (2010). Hedonic and utilitarian shopping motivations of fashion leadership. Journal of Fashion Marketing and Management: An International Journal, 14(2), 312–328. https://doi.org/10.1108/13612021011046138
   Google Scholar
• Kaynak, R., & Eksi, S. (2011). Ethnocentrism, religiosity, environmental and health consciousness: Motivators for anti-consumers. Eurasian Journal of Business and Economics, 4(8), 31–50.
   Google Scholar
• Khan, U., Dhar, R., & Wertenbroch, K. (2005). A behavioral decision theory perspective on hedonic and utilitarian choice. In S. Ratneshwar & D. G. Mick (Eds.), Inside consumption: Frontiers of research on consumer motives, goals, and desires (pp. 144–165). Routledge.
   Google Scholar
• Kim, J. E., & Johnson, K. K. (2013). The impact of moral emotions on cause-related marketing campaigns: A cross-cultural examination. Journal of Business Ethics, 112(1), 79–90. https://doi.org/10.1007/s10551-012-1233-6
   Web of Science ®Google Scholar
• Klein, O., Spears, R., & Reicher, S. (2007). Social identity performance: Extending the strategic side of SIDE. Personality and Social Psychology Review, 11(1), 28–45. https://doi.org/10.1177/1088868306294588
   PubMed Web of Science ®Google Scholar
• Laurenti, R., & Acuña, F. M. B. (2020). Exploring antecedents of behavioural intention and preferences in online peer-to-peer resource sharing: A Swedish university setting. Sustainable Production and Consumption, 21, 47–56. https://doi.org/10.1016/j.spc.2019.10.002
   Web of Science ®Google Scholar
• Lee, S., Winterich, K. P., & Ross, W. T., Jr. (2014). I’m moral, but I won’t help you: The distinct roles of empathy and justice in donations. Journal of Consumer Research, 41(3), 678–696. https://doi.org/10.1086/677226
   Web of Science ®Google Scholar
• Li, N. P., & Kanazawa, S. (2016). Country roads, take me home … to my friends: How intelligence, population density, and friendship affect modern happiness. British Journal of Psychology, 107(4), 675–697. https://doi.org/10.1111/bjop.12181
   PubMed Web of Science ®Google Scholar
• Li, Y., Lu, Y., Zhang, X., Liu, L., Wang, M., & Jiang, X. (2016). Propensity of green consumption behaviors in representative cities in China. Journal of Cleaner Production, 133, 1328–1336. https://doi.org/10.1016/j.jclepro.2016.06.012
   Web of Science ®Google Scholar
• Luchs, M. G., & Kumar, M. (2017). Yes, but this other one looks better/works better”: How do consumers respond to trade-offs between sustainability and other valued attributes? Journal of Business Ethics, 140(3), 567–584. https://doi.org/10.1007/s10551-015-2695-0
   Web of Science ®Google Scholar
• Lu, J., Liu, Z., & Fang, Z. (2016). Hedonic products for you, utilitarian products for me. Judgment and Decision Making, 11(4), 332–341. https://doi.org/10.1017/S1930297500003764
   Web of Science ®Google Scholar
• Luo, J., & Gao, G. (2023). Donor recognition: A double‐edged sword in charitable giving. Journal of Philanthropy and Marketing, 28(1), e1772. https://doi.org/10.1002/nvsm.1772
   Google Scholar
• Maimaran, M., & Simonson, I. (2011). Multiple routes to self- versus other- expression in consumer choice. Journal of Marketing Research, 48(4), 755–766. https://doi.org/10.1509/jmkr.48.4.755
   Web of Science ®Google Scholar
• Mannetti, L., Pierro, A., & Livi, S. (2004). Recycling: Planned and self-expressive behaviour. Journal of Environmental Psychology, 24(2), 227–236. https://doi.org/10.1016/j.jenvp.2004.01.002
   Web of Science ®Google Scholar
• Maxwell, S. E., Camp, C. J., & Arvey, R. D. (1981). Measures of strength of association: A comparative examination. Journal of Applied Psychology, 66(5), 525–534. https://doi.org/10.1037/0021-9010.66.5.525
   Web of Science ®Google Scholar
• Micu, C. C., Sciandra, M. R., & Micu, A. (2019). Understanding social media: The effect of belief type and product type on consumers’ social media use. Journal of Marketing Theory & Practice, 27(1), 55–66. https://doi.org/10.1080/10696679.2018.1534212
   Web of Science ®Google Scholar
• Milinski, M., Semmann, D., Krambeck, H., & Marotzke, J. (2006). Stabilizing the Earth’s climate is not a losing game: Supporting evidence from public goods experiments. Proceedings of the National Academy of Sciences (PNAS), 103(11), 3994–3998. https://doi.org/10.1073/pnas.0504902103
   PubMed Web of Science ®Google Scholar
• Oyserman, D. (2009). Identity‐based motivation and consumer behavior. Journal of Consumer Psychology, 19(3), 276–279. https://doi.org/10.1016/j.jcps.2009.06.001
   Web of Science ®Google Scholar
• Oyserman, D. (2013). Not just any path: Implications of identity-based motivation for disparities in school outcomes. Economics of Education Review, 33, 179–190. https://doi.org/10.1016/j.econedurev.2012.09.002
   Web of Science ®Google Scholar
• Oyserman, D., Fryberg, S. A., & Yoder, N. (2007). Identity-based motivation and health. Journal of Personality and Social Psychology, 93(6), 1011–1027. https://doi.org/10.1037/0022-3514.93.6.1011
   PubMed Web of Science ®Google Scholar
• Papaoikonomou, E., Cascon-Pereira, R., & Ryan, G. (2014). Constructing and communicating an ethical consumer identity: A social identity approach. Journal of Consumer Culture, 16(1), 1–23. https://doi.org/10.1177/1469540514521080
   Web of Science ®Google Scholar
• Park, E., Rishika, R., Janakiraman, R., Houston, M. B., & Yoo, B. (2018). Social dollars in online communities: The effect of product, user, and network characteristics. Journal of Marketing, 82(1), 93–114. https://doi.org/10.1509/jm.16.0271
   Web of Science ®Google Scholar
• Peer, E., Brandimarte, L., Samat, S., & Acquisti, A. (2017). Beyond the Turk: Alternative platforms for crowdsourcing behavioral research. Journal of Experimental Social Psychology, 70, 153–163. https://doi.org/10.1016/j.jesp.2017.01.006
   Web of Science ®Google Scholar
• Peloza, J., White, K., & Shang, J. (2013). Good and guilt-free: The role of self-accountability in influencing preferences for products with ethical attributes. Journal of Marketing, 77(1), 104–119. https://doi.org/10.1509/jm.11.0454
   Web of Science ®Google Scholar
• Rintamäki, T., Kanto, A., Kuusela, H., & Spence, M. T. (2006). Decomposing the value of department store shopping into utilitarian, hedonic and social dimensions: Evidence from Finland. International Journal of Retail and Distribution Management, 34(1), 6–24. https://doi.org/10.1108/09590550610642792
   Google Scholar
• Sawyer, A. G., & Ball, A. D. (1981). Statistical power and effect size in marketing research. Journal of Marketing Research, 18(3), 275–290. https://doi.org/10.1177/002224378101800302
   Web of Science ®Google Scholar
• Schlenker, B. R., & Britt, T. W. (1999). Beneficial impression management: Strategically controlling information to help friends. Journal of Personality and Social Psychology, 76(4), 559–573. https://doi.org/10.1037/0022-3514.76.4.559
   Web of Science ®Google Scholar
• Schmitt, B. (1999). Experiential marketing. Journal of Marketing Management, 15(1–3), 53–67. https://doi.org/10.1362/026725799784870496
   Google Scholar
• Seo, J. Y., Yoon, S., & Vangelova, M. (2016). Shopping plans, buying motivations, and return policies: Impacts on product returns and purchase likelihoods. Marketing Letters, 27(4), 645–659. https://doi.org/10.1007/s11002-015-9381-y
   Web of Science ®Google Scholar
• Shapiro, D. L. (2010). Relational identity theory: A systematic approach for transforming the emotional dimension of conflict. American Psychologist, 65(7), 634–645. https://doi.org/10.1037/a0020004
   PubMed Web of Science ®Google Scholar
• Singh, G., & Pandey, N. (2018). The determinants of green packaging that influence buyers’ willingness to pay a price premium. Australasian Marketing Journal, 26(3), 221–230. https://doi.org/10.1016/j.ausmj.2018.06.001
   Web of Science ®Google Scholar
• Soetevent, A. R. (2011). Payment choice, image motivation and contributions to charity: Evidence from a field experiment. American Economic Journal: Economic Policy, 3(1), 180–205. https://doi.org/10.1257/pol.3.1.180
   Web of Science ®Google Scholar
• Sparks, T. H., Langowska, A., Głazaczow, A., Wilkaniec, Z., Bieńkowska, M., & Tryjanowski, P. (2010). Advances in the timing of spring cleaning by the honeybee Apis mellifera in Poland. Ecological Entomology, 35(6), 788–791. https://doi.org/10.1111/j.1365-2311.2010.01226.x
   Web of Science ®Google Scholar
• Starbucks. (2019). Ethical sourcing: Coffee. https://www.starbucks.com/responsibility/sourcing/coffee
   Google Scholar
• Strahilevitz, M. (1999). The effects of product type and donation magnitude on willingness to pay more for a charity‐linked brand. Journal of Consumer Psychology, 8(3), 215–241. https://doi.org/10.1207/s15327663jcp0803_02
   Google Scholar
• Strahilevitz, M., & Myers, J. G. (1998). Donations to charity as purchase incentives: How well they work may depend on what you are trying to sell. Journal of Consumer Research, 24(4), 434–446. https://doi.org/10.1086/209519
   Web of Science ®Google Scholar
• Terry, D. J., Hogg, M. A., & White, K. M. (1999). The theory of planned behaviour: Self-identity, social identity and group norms. British Journal of Social Psychology, 38(3), 225–244. https://doi.org/10.1348/014466699164149
   PubMed Web of Science ®Google Scholar
• Urbonavicius, S., Adomaviciute, K., Urbutyte, I., & Cherian, J. (2019). Donation to charity and purchase of cause‐related products: The influence of existential guilt and experience. Journal of Consumer Behaviour, 18(2), 89–96. https://doi.org/10.1002/cb.1749
   Web of Science ®Google Scholar
• Van der Werff, E., Steg, L., & Keizer, K. (2013). The value of environmental self-identity: The relationship between biospheric values, environmental self-identity and environmental preferences, intentions and behaviour. Journal of Environmental Psychology, 34, 55–63. https://doi.org/10.1016/j.jenvp.2012.12.006
   Web of Science ®Google Scholar
• van Prooijen, A. M., & Sparks, P. (2014). Attenuating initial beliefs: Increasing the acceptance of anthropogenic climate change information by reflecting on values. Risk Analysis, 34(5), 929–936. https://doi.org/10.1111/risa.12152
   PubMed Web of Science ®Google Scholar
• Wade, J. C., & Brittan-Powell, C. (2000). Male reference group identity dependence: Support for construct validity. Sex Roles, 43(5/6), 323–340. https://doi.org/10.1023/A:1026695209399
   Web of Science ®Google Scholar
• Webb, D. J., Mohr, L. A., & Harris, K. E. (2008). A re-examination of socially responsible consumption and its measurement. Journal of Business Research, 61(2), 91–98. https://doi.org/10.1016/j.jbusres.2007.05.007
   Web of Science ®Google Scholar
• White, K., Habib, R., & Hardisty, D. J. (2019). How to SHIFT consumer behaviors to be more sustainable: A literature review and guiding framework. Journal of Marketing, 83(3), 22–49. https://doi.org/10.1177/0022242919825649
   Web of Science ®Google Scholar
• White, K., & Peloza, J. (2009). Self-benefit versus other-benefit marketing appeals: Their effectiveness in generating charitable support. Journal of Marketing, 73(4), 109–124. https://doi.org/10.1509/jmkg.73.4.109
   Web of Science ®Google Scholar
• White, K., & Simpson, B. (2013). When do (and don’t) normative appeals influence sustainable consumer behaviors? Journal of Marketing, 77(2), 78–95. https://doi.org/10.1509/jm.11.0278
   Web of Science ®Google Scholar
• Winterich, K. P., Mittal, V., & Ross, W. T., Jr. (2009). Donation behavior toward in-groups and out-groups: The role of gender and moral identity. Journal of Consumer Research, 36(2), 199–214. https://doi.org/10.1086/596720
   Web of Science ®Google Scholar
• Zemack-Rugar, Y., Rabino, R., Cavanaugh, L. A., & Fitzsimons, G. J. (2016). When donating is liberating: The role of product and consumer characteristics in the appeal of cause-related products. Journal of Consumer Psychology, 26(2), 213–230. https://doi.org/10.1016/j.jcps.2015.06.001
   Web of Science ®Google Scholar