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Article

George Anghelcev and Sela Sar

The effectiveness of social marketing communication should depend both on message features and on the psychological characteristics of message recipients. This premise was…

Abstract

Purpose

The effectiveness of social marketing communication should depend both on message features and on the psychological characteristics of message recipients. This premise was tested in an experiment focused on why consumers may respond differently to different types of pro-recycling advertisements. The message feature was the way in which the advertisements were framed. The psychological characteristic of the message recipient was the respondent's mood. The paper aims to discuss these issues.

Design/methodology/approach

Hypotheses were tested in the context of an experiment focused on paper recycling.

Findings

It was hypothesized that congruity between mood and the frame of the message would result in more favorable message evaluations and higher intentions to recycle than incongruity. Supporting the study's hypotheses, the data showed that participants in a negative mood had higher intentions to recycle paper and evaluated pro-recycling advertisements more favorably when the ads emphasized avoiding negative consequences as opposed to attaining desired benefits. Among participants in a positive mood, desired benefit advertisements induced higher intentions to recycle paper and were evaluated more favorably than advertisements framed in terms of avoiding negative consequences.

Practical implications

A clear message placement strategy is suggested to increase the effectiveness of social marketing communication campaigns.

Originality/value

This mood congruity effect has not been reported before in the context of pro-environmental communication. Furthermore, the study provides empirical evidence of the underlying psychological mechanisms that cause the observed interaction. The evidence suggests the data could be predictive of similar response patterns in other social marketing communication domains (e.g. in response to health messages, volunteering, charity, etc.).

Details

Journal of Social Marketing, vol. 4 no. 1
Type: Research Article
ISSN: 2042-6763

Keywords

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Article

George Anghelcev, Mun-Young Chung, Sela Sar and Brittany R.L. Duff

Successful marketing communication campaigns require a thorough assessment of the public's current perceptions and attitudes toward the topic of the campaign. Such…

Abstract

Purpose

Successful marketing communication campaigns require a thorough assessment of the public's current perceptions and attitudes toward the topic of the campaign. Such insights are most likely attained if a range of research methods are employed. However, in the area of pro-environmental campaigns, there has been an over-reliance on quantitative surveys. To illustrate the benefits of complementary, qualitative approaches, this paper reports a qualitative investigation of perceptions of climate change among young South Koreans.

Design/methodology/approach

The study employed a variant of the Zaltman Metaphor Elicitation Technique (ZMET), a hybrid protocol which combines photo elicitation with metaphor analysis of subsequent in-depth individual interviews. Unlike survey research, ZMET uncovers the emotional, interpretive and sensory mental structures which, along with factual knowledge, make up the public mindset about climate change.

Findings

The analysis revealed a multifaceted mental model of climate change, whereby factual, interpretive and emotional knowledge is organized around themes of loss, human greed, affective distress and iconic representations of tragic endings. The causal dynamics of climate change are construed along a continuum of psychological distance, with antecedents placed in proximity and effects assigned to distant temporal, geographical and psychological spaces.

Practical implications

Four message strategies for climate change mitigation campaigns are identified based on the findings.

Originality/value

The study makes a methodological argument for supplementing survey research with image-based qualitative investigations in the formative stages of pro-environmental campaigns. More specifically, the article demonstrates the applicability of ZMET to social marketing communication. Apart from the methodological implications, this appears to be the first in-depth qualitative investigation of public perceptions of climate change in East Asia, a populous and fast developing region which has become a major contributor to the world’s carbon emissions, and an important player in the global effort toward mitigation.

Details

Journal of Social Marketing, vol. 5 no. 1
Type: Research Article
ISSN: 2042-6763

Keywords

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Article

Sela Sar and George Anghelcev

The aim of the paper is to investigate the impact of pre‐existing audience mood on responses to health public service advertisements (PSAs). The paper also aims to show…

Abstract

Purpose

The aim of the paper is to investigate the impact of pre‐existing audience mood on responses to health public service advertisements (PSAs). The paper also aims to show the practical and theoretical importance of mood as a variable in health communication.

Design/methodology/approach

Hypotheses regarding the impact of audience mood on the outcome of health PSAs were tested experimentally using health PSAs about vaccination and virus detection behaviors.

Findings

The influence of pre‐existing mood was mediated by the perceived risk of contracting the illness mentioned in the health advertisement. Personal estimations of risk mediated the impact of audience mood on behavioral intent and actual behavior. The more negative one's mood, the higher the perceived risk of contracting the disease mentioned in the message, and the more likely one was to adopt the precautionary behavior recommended by the PSA. Positive mood had opposite effects.

Practical implications

The findings suggest a novel media planning approach to maximizing the effectiveness of health risk messages. Due to the impact of context‐induced mood on perceptions of risk, messages could be more effective if placed in editorial contexts which induce negative mood (e.g. crime investigation reports) versus environments which induce positive mood (e.g. sitcoms), because negative mood makes people think they are more at risk and motivates them to act.

Originality/value

The mood‐and‐risk mediation hypothesis proposed here has never been examined in public health marketing. Findings call for further research on the impact of contextual affect on responses to public health communication. The paper suggests a new placement technique for media planners working in public health advertising.

Details

Journal of Social Marketing, vol. 3 no. 1
Type: Research Article
ISSN: 2042-6763

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Article

Sara El-Deeb, Maria Correia and Christian Richter

The purpose of this paper is to investigate what drives people to show a willingness to mitigate the effects of climate change. To accomplish this goal, this research uses…

Abstract

Purpose

The purpose of this paper is to investigate what drives people to show a willingness to mitigate the effects of climate change. To accomplish this goal, this research uses the theory of planned behaviour to examine whether attitude towards climate change, subjective norm and perceived behavioural control are potential determinants of a pro-environmental intention and thus a pro-environmental behaviour.

Design/methodology/approach

This explanatory paper applies a Fuzzy Set Qualitative Comparative Analysis to identify the key drivers of pro-environmental intention and behaviour. A non-probability convenience sample of 481 Egyptian respondents was collected.

Findings

This study finds that awareness combined with a willingness to pay to mitigate climate change are key drivers of pro-environmental intention. Moreover, personal responsibility and confidence in the ability to mitigate climate change also trigger climate-friendly intentions. Finally, it is found that societal engagement and willingness to take action increase the propensity to exhibit pro-environmental behaviour.

Research limitations/implications

The results of our analysis cannot be generalized to the Egyptian population as a whole as our sample only comprises a sample of Egyptian students.

Originality/value

This paper is novel as it is the first that applies Qualitative Comparative Analysis to the Theory of Planned Behaviour. By doing so, the paper sheds light on the understanding of key cognitive, social-psychological and behavioural factors which lead to environmental actions. Hence, it provides policy-makers with a framework to support a more sustainable society.

Details

International Journal of Sociology and Social Policy, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0144-333X

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Article

Patricia McHugh and Christine Domegan

For social marketers to become effective change agents, evaluation is important. This paper aims to expand existing evaluation work to empirically respond to Gordon and…

Abstract

Purpose

For social marketers to become effective change agents, evaluation is important. This paper aims to expand existing evaluation work to empirically respond to Gordon and Gurrieri’s request for a reflexive turn in social marketing using reflexive process evaluations: measuring more than “what” worked well, but also evaluating “how” and “why” success or indeed failure happened.

Design/methodology/approach

An online survey, adapting Dillman’s tailored design method empirically assesses 13 reflexive process hypotheses. With a response rate of 74 per cent, regression analysis was conducted to evaluate the proposed hypotheses and to identify the significant predictors of each of the reflexive process relationships under investigation.

Findings

The study empirically examines and shows support for three reflexive process evaluation constructs – relationships, knowledge and networking. Network involvement and reciprocity; two process dimension constructs do not exert any impact or predict any relationship in the conceptual framework.

Originality/value

This paper expands evaluation theory and practice by offering a conceptual framework for reflexive process evaluation that supports the logic to be reflexive. It shows support for three reflective process evaluation constructs – relationships, knowledge and networks. Another unique element featured in this study is the empirical assessment of Gordon and Gurrieri’s “other stakeholders”, extending evaluations beyond a traditional client focus to an interconnected assessment of researchers, clients and other stakeholders.

Details

Journal of Social Marketing, vol. 7 no. 2
Type: Research Article
ISSN: 2042-6763

Keywords

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