goal framing
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2021 ◽  
Vol 12 ◽  
Author(s):  
Xianchuan Yang ◽  
Yafen Tseng ◽  
Beyfen Lee

This study explored the formation of consumers’ green purchasing behavior (GPB) and investigated the moderating effect of sensitivity to climate change (SCC) to address this current knowledge gap. An integrated model merging the Social Influence Theory and the Goal-framing Theory was developed with the Stimulus-Organism-Response (S-O-R) paradigm. An empirical study was conducted, surveying 583 respondents and analyzing the questionnaire results using structural equation modeling. The results show that media, family, and peer influence (PEI) can effectively activate the consumers’ goal frames. Hedonic and normative goals had significant positive influences on GPB, while gain goals had no significant effect. SCC was found to significantly moderate social influence on GPB through the consumers’ goal frames. This research provided strong empirical support on understanding the relationship between social influence and GPB through three goal frames. In addition, the potential differences of the GPB formation process in two subgroups (high SCC and low SCC) are also investigated. The results of this study can help green practitioners develop more effective marketing strategies and incentives targeted to consumers with varying levels of environmental consciousness or sensitivity.


Author(s):  
Lei Wang ◽  
Zi-Xu Wang ◽  
Qi Zhang ◽  
Abdelhamid Jebbouri ◽  
Philip Pong Weng Wong

2021 ◽  
Author(s):  
Frédérique Six ◽  
Steven Vadder ◽  
Monika Glavina ◽  
Koen Verhoest ◽  
Koen Pepermans

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jongpil Park ◽  
Jai-Yeol Son ◽  
Kil-Soo Suh

PurposeFirms continue to struggle with end users who do not follow recommended actions for safeguarding information security. Thus, the authors utilize insights gained from studies on heuristic processing of risk information to design cues in fear appeal messages more effectively so as to more strongly engender fear among users, which can in turn lead them to take protective actions toward information security. Specifically, four types of fear appeal cues are identified: numeric risk communication, social distance and goal framing in verbal risk communication and visual risk communication.Design/methodology/approachDrawing from protection motivation theory, the authors hypothesize that these fear appeal cues can engender fear among users to a greater extent. In addition, the authors hypothesize that users will perceive a higher level of severity and susceptibility when they perceive a large amount of fear. The research hypotheses were tested employing data collected through a laboratory experiment. Analysis of variance (ANOVA) and regression analyses were performed to analyze the data.FindingsThe study's results suggest that numeric and visual risk communication cues in security notices can significantly increase the amount of fear felt by users. In addition, social distance was found to marginally increase the amount of fear felt by users. However, unlike our expectation, goal framing was not found to increase the amount of fear when the other three types of fear appeal cues were also given in a security notice. It was also found that induced fear can increase the severity and susceptibility of threats as perceived by users.Originality/valueThe study contributes to the literature on fear appeal cues designed to promote users' security protection behaviors. No prior study has designed security notices featuring the four different types of fear appeal cues and empirically tested the effectiveness of those cues in inducing fear among users. The findings suggest that the design of fear appeal cues can be improved by understanding individuals' heuristic processing of risk information, which can be subject to cognitive biases.


2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yanji Duan ◽  
John A. Aloysius ◽  
Diane A. Mollenkopf

PurposeFirms employ various forms of disclosure to demonstrate commitment to and involvement in sustainable supply chain management (SSCM) practices. This research provides guidance to firms employing framing strategies when communicating their SSCM with external stakeholders like consumers as part of their supply chain transparency efforts.Design/methodology/approachThe authors employed a middle-range theorizing approach to understand the context of SSCM practices and mechanisms of variously framed communication methods to disclose sustainability information to consumers. The authors conducted two experiments in an e-waste recycling context, studying how sustainable information disclosed to consumers using attribute framing and goal framing can affect consumers' attitudes. The authors also examined the moderating role of consumers' environmental involvement.FindingsResults suggest that when attribute framing is used, firms should avoid framing the attribute from a negative valence. When goal framing is used, messages with consequences stated as “avoid loss” yield the most substantial effect. Additionally, framing effects are more significant for consumers with higher-than-average environmental involvement.Originality/valueThe authors’ results contribute to the ongoing theorization of SSCM by providing contextual understanding of how to communicate sustainability information. Corroborating evidence from marketing, framing effects are found to be context specific, thereby elucidating the framing literature more fully to the SSCM context. The authors extend this literature by studying attribute framing and comparing the effectiveness of all possible goal framing combinations of valence and gain/loss perspective in the SSCM communication context.


2021 ◽  
pp. 422-437
Author(s):  
Siegwart Lindenberg ◽  
Frédérique Six ◽  
Kees Keizer

2021 ◽  
pp. 001789692110067
Author(s):  
Carla J Kennedy ◽  
Fiona Gardner ◽  
Anne Southall

Objective: This article offers a framework to guide schools in developing a compassionate culture. Using a social constructionist/critical perspective, five spheres of work are identified to help schools achieve this goal. Framing death, dying and bereavement from a health promoting perspective, they involve challenging current cultural perceptions, creating a culture of support, creating a grief-informed culture, establishing a culture of reflection and reflexivity, and developing a whole school plan. Setting: Eight rural primary school communities in central Victoria, Australia. Method: Constructivist grounded theory with interviews and analysis occurring concurrently, allowing categories to develop alongside new questions to explore participants’ thinking and priorities. Results: Participants’ insights, knowledge and priorities fostered understanding and led to the five strategies for change that underpin this framework. Conclusion: Study participants’ desire for a societal, cultural shift in how to understand death, dying and bereavement issues in school communities serves as an important foundation for change.


2021 ◽  
Vol 14 (1) ◽  
pp. 123
Author(s):  
Ayu Ekasari

<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>


2021 ◽  
Author(s):  
Tingting Liu ◽  
Emil Juvan ◽  
Hanqin Qiu ◽  
Sara Dolnicar

In the home context, behaviours that serve the greater good are more often observed among people from collectivist cultures than those from individualist cultures. This tendency is assumed to translate to the vacation context, with people from all collectivist cultures believed to be homogeneous in such behaviour. This study challenges both the above notions, and investigates for the first time both the context- and culture-dependence of one specific environmentally significant behaviour: plate waste generation. Informed by goal framing and cultural dimensions theories, this qualitative study with samples from a masculine collectivist culture (China) and a feminine collectivist culture (Slovenia) reveals that the level of pro-environmental behaviour declines in the vacation context. The possible reasons differ between both collectivist cultures. The specific drivers of environmentally significant behaviour we identified can guide the development of culture-specific interventions to reduce the plate waste generated in tourism and hospitality.


2021 ◽  
Vol 24 (1) ◽  
pp. 195-245
Author(s):  
Gera Noordzij ◽  
Lisenne Giel ◽  
Heleen van Mierlo

AbstractIn this paper, we present a meta-analysis of the motivational and performance effects of experimentally induced achievement goals and the moderating effects of goal standard and goal framing; comprising 90 studies which provided 235 effect sizes (11,247 participants). The findings show that, relative to performance-approach and performance-avoidance goals and no-goals, induced mastery-approach goals enhanced performance, but not motivation. With regards to the goal standard used in the inducement, mastery-approach goals related to better performance than performance-approach goals, when mastery-approach goals were based on task-referenced standards or when social comparison was used as a standard for inducing performance-approach goals. With regards to the goal framing used in the inducement, mastery-approach goals were more beneficial when achievement goals were induced by means of goal content. We therefore conclude that goal framing and goal standard should be taken into consideration in achievement goal research and practice.


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