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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: 0000-0001-7346-1674
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, 89-97 p.Article 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, 89-97 p.
Keyword [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: diva2:1170854
Funder
Swedish Research Council Formas, 20132141Knowledge Foundation, 20100273
Available from: 2018-01-04 Created: 2018-01-04 Last updated: 2018-01-08Bibliographically approved

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The full text will be freely available from 2019-07-01 09:23
Available from 2019-07-01 09:23

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Kristensson, PerWästlund, Erik

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  • apa
  • harvard1
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  • modern-language-association-8th-edition
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  • de-DE
  • en-GB
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Output format
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