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The moderating role of religiosity on nonprofit advertising

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  • Hopkins, Christopher D.
  • Shanahan, Kevin J.
  • Raymond, Mary Anne

Abstract

Nonprofits need to compete for donations now more than ever. Maintaining a socially responsible reputation and developing ads that are emotional and likable are tactics used to encourage donations. This study explores the role of religiosity as a moderator of antecedents to intent to donate to the nonprofit sponsor of pro-social ads and finds that religiosity acts as a moderator in the relationship between liking of the ad, perceived corporate social responsibility of the nonprofit, and intent to donate to the nonprofit. Managerial implications suggest that nonprofits employing negative emotional appeals in advertising should (1) feature real victims (not actors) to generate empathy and (2) target more religious individuals through demographic and psychographic segmentations.

Suggested Citation

  • Hopkins, Christopher D. & Shanahan, Kevin J. & Raymond, Mary Anne, 2014. "The moderating role of religiosity on nonprofit advertising," Journal of Business Research, Elsevier, vol. 67(2), pages 23-31.
    • Handle: RePEc:eee:jbrese:v:67:y:2014:i:2:p:23-31
    DOI: 10.1016/j.jbusres.2013.03.008
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    References listed on IDEAS

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    Cited by:

    1. Dominik Aaken & Florian Buchner, 2020. "Religion and CSR: a systematic literature review," Journal of Business Economics, Springer, vol. 90(5), pages 917-945, June.
    2. Bozkurt, Sıddık & Welch, Emma & Gligor, David & Gligor, Nichole & Garg, Vipul & Gopalakrishna Pillai, Kishore, 2023. "Unpacking the experience of individuals engaging in incentivized false (and genuine) positive reviews: The impact on brand satisfaction," Journal of Business Research, Elsevier, vol. 165(C).
    3. Srivastava, Arti & Nasa, Jayant & Satyavageeswaran, Prakash & Dubelaar, Chris & Nanarpuzha, Rajesh, 2024. "Advertising Stigmatized Products: Leverage Social Norms or Break the Stigma?," Journal of Business Research, Elsevier, vol. 183(C).
    4. Engelland, Brian T., 2014. "Religion, humanism, marketing, and the consumption of socially responsible products, services, and ideas: Introduction to a special topic section," Journal of Business Research, Elsevier, vol. 67(2), pages 1-4.
    5. Rajat Roy & Anirban Som & Vik Naidoo & Fazlul K. Rabbanee, 2024. "How Envy Encourages Beliefs in Unethical Consumer Behaviour: The Role of Religiosity and Moral Awareness," Journal of Business Ethics, Springer, vol. 193(2), pages 345-361, August.
    6. Shahidul Islam & Nazlida Muhamad & Wardah Hakimah Sumardi, 2022. "Customer-perceived service wellbeing in a transformative framework: Research propositions in the area of health services," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 19(1), pages 219-245, March.
    7. Chantziaras, Antonios & Dedoulis, Emmanouil & Grougiou, Vassiliki & Leventis, Stergios, 2020. "The impact of religiosity and corruption on CSR reporting: The case of U.S. banks," Journal of Business Research, Elsevier, vol. 109(C), pages 362-374.
    8. Stefanos Balaskas & Aliki Panagiotarou & Maria Rigou, 2023. "Impact of Personality Traits on Small Charitable Donations: The Role of Altruism and Attitude towards an Advertisement," Societies, MDPI, vol. 13(6), pages 1-17, June.
    9. Denni Arli & Patrick Esch & Yuanyuan Cui, 2023. "Who Cares More About the Environment, Those with an Intrinsic, an Extrinsic, a Quest, or an Atheistic Religious Orientation?: Investigating the Effect of Religious Ad Appeals on Attitudes Toward the E," Journal of Business Ethics, Springer, vol. 185(2), pages 427-448, June.
    10. Fatemeh Maleki & Seyed Mohsen Hosseini, 2020. "Charity donation intention via m-payment apps: donor-related, m-payment system-related, or charity brand-related factors, which one is overkill?," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 17(4), pages 409-443, December.
    11. Adel A. Al-Wugayan, 2023. "Celebrity appeal effectiveness in donating to the cause: Popular Culture vs. Religious Celebrities," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 20(2), pages 369-391, June.
    12. Jamel Khenfer & Steven Shepherd & Aaron Kay, 2015. "Religious Responses to “Selling Happiness”: Consequences for Attitude toward the Ad and the Advertised Brand," Post-Print hal-01121391, HAL.

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