Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Influencing consumers to choose environment friendly offerings: Evidence from field experiments
Karlstad University, Faculty of Arts and Social Sciences (starting 2013), Service Research Center.ORCID iD: 0000-0002-7006-9906
Karlstad University, Faculty of Arts and Social Sciences (starting 2013), Service Research Center.ORCID iD: 0000-0001-8102-8168
Stockholm Sch Econ, Dept Mkt & Strategy, Stockholm, Sweden..
2017 (English)In: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 76, p. 89-97Article in journal (Refereed) Published
Abstract [en]

The objective of this article is to examine a set of ways to influence consumer behavior toward making more environmentally friendly choices. We conducted three different studies to investigate (1) what consumers think would influence their behavior, (2) how several question-based verbal influence strategies nudge consumer behavior in one direction or another, and (3) how question-based written influence strategies influence consumer behavior. The findings reveal a discrepancy between what consumers think would influence behavior and what actually does influence it. In addition, under all verbal and written experimental conditions, influence strategies led to consumer change toward environmentally friendly offerings compared with alternative non-environment friendly offerings. The discussion highlights possible explanations for the results, managerial implications, the study's limitations, and suggestions for future research, with a special emphasis on research into factors that can change consumer behavior.

Place, publisher, year, edition, pages
Elsevier, 2017. Vol. 76, p. 89-97
Keywords [en]
Field experiments, Influence, Retailing, Environmentally friendly products, Nudging, Question-behavior effects
National Category
Psychology Economics and Business
Research subject
Business Administration; Psychology
Identifiers
URN: urn:nbn:se:kau:diva-65530DOI: 10.1016/j.jbusres.2017.03.003ISI: 000401882200010OAI: oai:DiVA.org:kau-65530DiVA, id: diva2:1170854
Funder
Swedish Research Council Formas, 20132141Knowledge Foundation, 20100273Available from: 2018-01-04 Created: 2018-01-04 Last updated: 2019-07-12Bibliographically approved

Open Access in DiVA

Kristensson_et_al.(287 kB)9 downloads
File information
File name FULLTEXT01.pdfFile size 287 kBChecksum SHA-512
83f7f0526995582674a937e7c31713f3d544a8e0c2bdb839852f21999ab3b7e98823715d642fbb6ac1ac1fcecf2774d090e8c6b62c06ffe7955e00a1e0775a65
Type fulltextMimetype application/pdf

Other links

Publisher's full text

Authority records BETA

Kristensson, PerWästlund, Erik

Search in DiVA

By author/editor
Kristensson, PerWästlund, Erik
By organisation
Service Research Center
In the same journal
Journal of Business Research
PsychologyEconomics and Business

Search outside of DiVA

GoogleGoogle Scholar
Total: 9 downloads
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

doi
urn-nbn

Altmetric score

doi
urn-nbn
Total: 637 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf