To read this content please select one of the options below:

Antecedents to green buying behaviour: a study on consumers in an emerging economy

Arpita Khare (Indian Institute of Management-Rohtak, Rohtak, India)

Marketing Intelligence & Planning

ISSN: 0263-4503

Article publication date: 5 May 2015




The purpose of this paper is to examine influence of past environmental attitudes, social and personal environmental norms, social influence, and green self-identity on Indian consumers’ green buying behaviour.


Data were collected through self-administered survey method by contacting respondents through mall intercept technique in six cities across India.


The findings suggest that green self-identity, peer influence, and past green buying behaviour influence the decision to purchase green product. Consumers’ self-identification with environment-friendly traits was a major predictor to green buying behaviour.

Research limitations/implications

Influence of social groups, personal norms, and self-identity were examined. However, the study did not focus on any specific brand or product category. Issues like green brands, price sensitivity, and trust can be examined.

Practical implications

The findings can help firms in understanding Indian consumers’ predisposition and attitudes towards green products. Green products should be related to individual’s identity and ecological beliefs. Firms can modify their marketing communication strategies by linking green products them with social and personal factors.


Influence of factors like past environmental attitudes, social and personal norms on green buying have not been examined in Indian context. The study adds to existing literature by applying self-construal theory in explaining green buying behaviour.



Khare, A. (2015), "Antecedents to green buying behaviour: a study on consumers in an emerging economy", Marketing Intelligence & Planning, Vol. 33 No. 3, pp. 309-329.



Emerald Group Publishing Limited

Copyright © 2015, Emerald Group Publishing Limited

Related articles