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Brand it green: young consumers’ brand attitudes and purchase intentions toward green brand advertising appeals

Juhi Gahlot Sarkar (Department of Marketing, Institute of Management Technology Ghaziabad, Ghaziabad, India)
Abhigyan Sarkar (Department of Marketing, Institute of Management Technology Ghaziabad, Ghaziabad, India)
Rambalak Yadav (Department of Marketing, Institute of Management Technology, Hyderabad, India)

Young Consumers

ISSN: 1747-3616

Article publication date: 25 July 2019

Issue publication date: 19 August 2019

Abstract

Purpose

This paper aims to analyze the impacts of distinct advertising appeals on brand attitudes and purchase intentions toward green brands across two different product categories (technology-intensive and technology non-intensive) among the young adult consumers.

Design/methodology/approach

On the basis of focus group discussion, recyclable shopping bags (technology non-intensive) and hybrid cars (technology intensive) were identified as two product categories for the final study. A total of eight advertisement copies were developed (three in each product class + two control group ads) and distributed across 240 young consumers. A 4 (three advertising appeals + one control group) × 2 (product classes) between group experimental design was used to test the hypotheses formulated.

Findings

The study findings show that all the three advertisement appeals significantly influence attitudes and purchase intentions toward green brands across both the product categories. However, it was also found that functional appeal generated significantly lower mean scores for brand attitude and purchase intention for recyclable shopping bags compared to hybrid cars, whereas emotional appeal generated significantly lower mean scores for brand attitude, as well as purchase intention for hybrid cars compared to bags. This implies that functional green ad appeal would be more effective for technology-intensive products and emotional green ad appeal would be more effective for technology non-intensive products. Self-expressive green ad appeal was found to be equally effective in impacting brand attitudes and purchase intentions across both product categories.

Originality/value

The value of this research lies in investigating how the effects of distinct green brand advertising appeals on brand attitude and purchase intention can vary across technology-intensive and technology non-intensive products.

Keywords

Citation

Gahlot Sarkar, J., Sarkar, A. and Yadav, R. (2019), "Brand it green: young consumers’ brand attitudes and purchase intentions toward green brand advertising appeals", Young Consumers, Vol. 20 No. 3, pp. 190-207. https://doi.org/10.1108/YC-08-2018-0840

Publisher

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Emerald Publishing Limited

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