How intensity of cause-related marketing guilt appeals influences consumers: The roles of company motive and consumer identification with the brand

Singh, J., Crisafulli, B. and Quamina, L. 2020. How intensity of cause-related marketing guilt appeals influences consumers: The roles of company motive and consumer identification with the brand. Journal of Advertising Research. 60 (2), pp. 148-162. https://doi.org/10.2501/JAR-2018-049

TitleHow intensity of cause-related marketing guilt appeals influences consumers: The roles of company motive and consumer identification with the brand
TypeJournal article
AuthorsSingh, J., Crisafulli, B. and Quamina, L.
Abstract

When exposed to cause-related marketing advertisements that use guilt appeals, consumers actively try to interpret the motives behind the company's message and consequently accept (or resist) the persuasion attempt. This study demonstrates that high-emotional-intensity cause-related marketing advertisements create suspicion that the company truly might not be committed to the social cause. If the advertisement is low in emotional intensity, however, guilt appeals lower negative inferences and act as a stimulus to foster consumer identification and positive perceptions of corporate image.

JournalJournal of Advertising Research
Journal citation60 (2), pp. 148-162
ISSN0021-8499
Year2020
PublisherWorld Advertising Research Center Ltd.
Accepted author manuscript
File Access Level
Open (open metadata and files)
Digital Object Identifier (DOI)https://doi.org/10.2501/JAR-2018-049
Publication dates
Published online08 Jan 2019
Published in printJun 2020

Related outputs

Generative AI in Higher Education Assessments: Examining the Impact of Risk and Tech-Savviness on Students’ Adoption
Oc, Y., Gonsalves, C. and Quamina, L. 2024. Generative AI in Higher Education Assessments: Examining the Impact of Risk and Tech-Savviness on Students’ Adoption. Journal of Marketing Education.

Negative Spill Over Effects in Brand Alliance Crises
Quamina, L. and Singh, J. 2023. Negative Spill Over Effects in Brand Alliance Crises. Public Relations Review. 49 (5) 102394. https://doi.org/10.1016/j.pubrev.2023.102394

Selecting the Right Digital Influencer in B2B Markets: Guidelines for Managers
Crisafulli, B., Singh, J. and Quamina, L. 2023. Selecting the Right Digital Influencer in B2B Markets: Guidelines for Managers. European Business Review.

'Co-branding as a Masstige Strategy for Luxury Brands: Desirable or Not?
Quamina, L., T Xue, M. and Chawdhary, R. 2023. 'Co-branding as a Masstige Strategy for Luxury Brands: Desirable or Not? Journal of Business Research. 158 113704. https://doi.org/10.1016/j.jbusres.2023.113704

Competence is power: How digital influencers impact buying decisions in B2B markets
Crisafulli, B., Quamina, L. and Singh, J. 2022. Competence is power: How digital influencers impact buying decisions in B2B markets. Industrial Marketing Management. 104, pp. 384-399. https://doi.org/10.1016/j.indmarman.2022.05.006

'To trust or not to trust': The impact of social media influencers on the reputation of corporate brands in crisis
Singh, J, Crisafulli, B, Quamina, L. and Xue, M 2020. 'To trust or not to trust': The impact of social media influencers on the reputation of corporate brands in crisis . Journal of Business Research. 119, pp. 464-480. https://doi.org/10.1016/j.jbusres.2020.03.039

The role of brand equity and crisis type on corporate brand alliances in crises
Singh, J., Crisafulli, B., Quamina, L. and Kottasz, R. 2020. The role of brand equity and crisis type on corporate brand alliances in crises. European Management Review. 17 (4), pp. 821-834. https://doi.org/10.1111/emre.12362

‘Corporate image at stake’: The impact of crises and response strategies on consumer perceptions of corporate brand alliances
Singh, J., Crisafulli, Benedetta and Quamina, L. 2020. ‘Corporate image at stake’: The impact of crises and response strategies on consumer perceptions of corporate brand alliances. Journal of Business Research. 117, pp. 839-849. https://doi.org/10.1016/j.jbusres.2019.01.014

Tackling global challenges through cause-related marketing: How brands should promote their support to social causes
Crisafulli, B., Singh. J. and Quamina, L. 2019. Tackling global challenges through cause-related marketing: How brands should promote their support to social causes. WARC.

Strategic brand alliances: Research advances and practical applications
Singh, J., Quamina, L. and Stavros, K. 2016. Strategic brand alliances: Research advances and practical applications. in: Dall'Olmo Riley, F., Singh, J. and Blankson, C. (ed.) The Routledge Companion to Contemporary Brand Management Abingdon, Oxon Routledge. pp. 120-135

Permalink - https://westminsterresearch.westminster.ac.uk/item/q8vw7/how-intensity-of-cause-related-marketing-guilt-appeals-influences-consumers-the-roles-of-company-motive-and-consumer-identification-with-the-brand


Share this

Usage statistics

683 total views
739 total downloads
These values cover views and downloads from WestminsterResearch and are for the period from September 2nd 2018, when this repository was created.