Consumers’ intention to visit green hotels – a goal-framing theory perspective

2021 ◽  
pp. 1-21
Author(s):  
Lei Wang ◽  
Zi-Xu Wang ◽  
Qi Zhang ◽  
Abdelhamid Jebbouri ◽  
Philip Pong Weng Wong
Keyword(s):  
Framing Theory ◽  
Goal Framing ◽  
Green Hotels

scholarly journals The reversal effect of prohibition signs

2011 ◽  
Vol 14 (5) ◽  
pp. 681-688 ◽  
Author(s):  
Kees Keizer ◽  
Siegwart Lindenberg ◽  
Linda Steg
Keyword(s):  
Field Experiments ◽  
Framing Theory ◽  
Public Places ◽  
Negative Norm ◽  
Support Mechanism ◽  
Reversal Effect ◽  
Goal Framing ◽  
Practical Implications

In public places one encounters many prohibition signs, as well as traces of the norm-violating behavior these signs are trying to reduce, like graffiti or litter. Based on goal framing theory and previous research, we argue that signs of (dis)respect of others for norms serve as norm-support cues which can weaken or strengthen the influence of norms. This norm-support mechanism implies that (traces of) norm violating behavior by others (i.e. negative norm-support cues) inhibit the influence of norms in general. We also hypothesize that making a known norm salient by means of a prohibition sign will not only focus people on this norm, but also on the corresponding (negative) norm-support cues in that particular situation, thereby enhancing the influence of these norm-support cues. Therefore, we expected that a prohibition sign placed in a setting with corresponding negative norm-support cues induces rather than reduces violations of the very same norm (i.e. same-norm reversal effect) and other norms (cross-norm reversal effect). We report results of two (quasi) field experiments that support the negative norm-support mechanism as well as the reversal effect of prohibition signs when cues show noncompliance. These findings are not only intriguing but they have important and clear practical implications.

scholarly journals Financial Behavior Change and Progress Toward Self-Sufficiency: A Goal-Framing Theory Application

2019 ◽  
Vol 8 (6) ◽  
pp. 521-529
Author(s):  
Joyce Serido ◽  
Chuanyi Tang ◽  
Sun Young Ahn ◽  
Soyeon Shim
Keyword(s):  
Emerging Adults ◽  
Behavior Pattern ◽  
Multinomial Logistic Regression ◽  
Financial Education ◽  
Well Being ◽  
The United States ◽  
Framing Theory ◽  
Financial Behavior ◽  
Goal Framing ◽  
Self Sufficiency

We applied goal-framing theory to determine whether there were discernible patterns in emerging adults’ financial behavior from college to career and whether those patterns were associated with progress toward self-sufficiency. Using longitudinal data collected over 5 years from a college cohort of emerging adults ( N = 968) in the United States, we estimated latent growth curve models and identified three financial-behavior patterns suggestive of the overarching motivations in the theory: planful (gain), present focused (hedonic), and socially compliant (normative). Using multinomial logistic regression analysis, we found that higher perceived financial control, more positive financial attitudes, higher perceived parental expectations, and more exposure to financial education were predictive of a gain pattern. Analyses of variance showed that the gain financial-behavior pattern was associated with the most progress toward self-sufficiency (adult stability, career status, and well-being). We discuss the findings as they pertain to the connection between emerging adults’ financial behavior and progress toward self-sufficiency.

scholarly journals What drives compliance with COVID ‐19 measures over time? Explaining changing impacts with Goal Framing Theory

2021 ◽  
Author(s):  
Frédérique Six ◽  
Steven Vadder ◽  
Monika Glavina ◽  
Koen Verhoest ◽  
Koen Pepermans
Keyword(s):  
Framing Theory ◽  
Goal Framing ◽  
Over Time

Motivational drivers for the adoption of green energy

2019 ◽  
Vol 42 (5) ◽  
pp. 542-567 ◽  
Author(s):  
Pilar Arroyo ◽  
Lorena Carrete
Keyword(s):  
Solar Energy ◽  
Framing Theory ◽  
Green Energy ◽  
Photovoltaic System ◽  
Photovoltaic Systems ◽  
Socioeconomic Level ◽  
Major Barrier ◽  
Content Type ◽  
Goal Framing ◽  
The Cost

Purpose The purpose of this paper is to propose and empirically test a model where different motivational drivers are used to stimulate the intention of individuals to purchase green energy. Design/methodology/approach The goal-framing theory was used as the theoretical basis to design motivational statements that activate different self-goals driving the intention to adopt green energy. A field experiment was performed to investigate the influence of three different goal triggers on the intention of purchase green energy, specifically solar systems, among households living in a major city located in the central part of Mexico. The effect of demographics, environmental consciousness and perceived risk associated to the technology functionality was also considered in explaining the probability of purchase of a photovoltaic system in a short (one year) and medium (five years) terms. Findings The goal trigger grounded on normative motivations is the most influential on the probability of adoption of a photovoltaic system. However, the socioeconomic level of the household moderates the effect this type of goal trigger has on the intention of purchase a photovoltaic system. Individuals with a high socioeconomic level significantly increase their intention of purchase this green technology if motivated by a normative goal. On the contrary, individuals with a medium socioeconomic level are mostly motivated by goal triggers grounded on economic benefits. Research limitations/implications This study was circumscribed to a particular city of Mexico. Replication of the experiment in cities of other developing countries with contrasting sociotechnical contexts and the consideration of other green behaviours and explanatory variables is relevant to confirm and complement the results of this research. Practical implications The cost of photovoltaic systems represents a major barrier to the growth of the Mexican market of this renewable energy. Therefore, the promotion strategy for solar energy must be accompanied by the design of appropriate motivational drivers depending on the socioeconomic level of the segment and the time for the investment. Additionally, public and private strategies to decrease the cost of the technology and financing programs for individual and community projects are recommended. Social implications The willingness to use green energy and contribute to the protection of the environment should spring from within consumers. To upscale the solar energy market, it is relevant to understand the dominant goals of individuals when taking the decision to purchase green energy. Originality/value This study contributes to the extant research in green marketing by proposing and testing a new interpretative framework to examine how the benefits of green energy activate the self-goals of consumers, thus influencing their intentions of adoption of green energy. A theoretical model is proposed by constructing “goal-triggers” grounded on the goal-framing theory and empirically testing in the specific case of explaining the intention of purchasing photovoltaic systems in Mexico.

scholarly journals In-store communication of reusable bag: Application of goal-framing theory

2021 ◽  
Vol 14 (1) ◽  
pp. 123
Author(s):  
Ayu Ekasari
Keyword(s):  
Social Marketing ◽  
Structural Equation ◽  
Environmental Behavior ◽  
Framing Theory ◽  
Equation Modeling ◽  
Survey Method ◽  
Goal Framing ◽  
Self Transcendence ◽  
The Right

<p>Campaigns on pro-environmental behavior are an important objective in social marketing due to the environmental problems caused by people's consumption. Therefore, social marketers need to understand the underlying factors that make people change their behavior. This research investigates the determinants of pro-environmental behavior from the perspective of goal framing theory with three overarching goals, namely hedonic, gain, and normative. The data were collected using a questionnaire survey method and analyzed by structural equation modeling. The results showed that gain and normative goals directly affect pro-environmental behavior instead of a hedonic goal. This research also showed that the biospheric value as one of the self-transcendence values moderates the effect of normative goal towards pro-environmental behavior, proposed in preliminary studies. The findings contribute to the existing research regarding pro-environmental behavior determinants and used by social marketing initiatives, especially in-store-communication, in designing the right message. Future studies need to investigate the role of hedonic and egoistic values in predicting pro-environmental behavior.</p>

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