IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v79y2017icp79-89.html
   My bibliography  Save this article

Leading the way: Motivating environmental action through perceived marketplace influence

Author

Listed:
  • Bret Leary, R.
  • Vann, Richard J.
  • Mittelstaedt, John D.

Abstract

This research explores the perceived marketplace influence (PMI) belief and its role in explaining behavior. Across three studies, we show PMI to be distinct from other efficacy-based constructs and a powerful predictor of pro-environmental and socially-motivated behavior. Specifically, consumers are motivated to act when they believe their behavior influences other marketplace actors. We develop a ten-item scale for PMI and display its predictive and incremental validity in explaining environmental behavior before showing its power to translate environmental concern into corresponding behavior. We then find that PMI predicts social environmentalism and environmental citizenship behaviors, and that these effects are attenuated by consumer skepticism of marketing. While complementing existing efficacy-related beliefs with its explicit marketplace focus, PMI provides an important tool for marketers operating in environmental and prosocial niches by allowing them to understand and target the consumers most likely to adopt their products or attempt to recruit others in environmentally-motivated efforts.

Suggested Citation

  • Bret Leary, R. & Vann, Richard J. & Mittelstaedt, John D., 2017. "Leading the way: Motivating environmental action through perceived marketplace influence," Journal of Business Research, Elsevier, vol. 79(C), pages 79-89.
    • Handle: RePEc:eee:jbrese:v:79:y:2017:i:c:p:79-89
    DOI: 10.1016/j.jbusres.2017.05.028
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296317301832
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2017.05.028?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Morela Hernandez, 2008. "Promoting Stewardship Behavior in Organizations: A Leadership Model," Journal of Business Ethics, Springer, vol. 80(1), pages 121-128, June.
    2. Skarmeas, Dionysis & Leonidou, Constantinos N., 2013. "When consumers doubt, Watch out! The role of CSR skepticism," Journal of Business Research, Elsevier, vol. 66(10), pages 1831-1838.
    3. Ajzen, Icek, 1991. "The theory of planned behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 179-211, December.
    4. Bearden, William O & Netemeyer, Richard G & Teel, Jesse E, 1989. "Measurement of Consumer Susceptibility to Interpersonal Influence," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(4), pages 473-481, March.
    5. Roberts, James A., 1996. "Green Consumers in the 1990s: Profile and Implications for Advertising," Journal of Business Research, Elsevier, vol. 36(3), pages 217-231, July.
    6. Joëlle Vanhamme & Bas Grobben, 2009. "“Too Good to be True!”. The Effectiveness of CSR History in Countering Negative Publicity," Journal of Business Ethics, Springer, vol. 85(2), pages 273-283, April.
    7. Illia, Laura & Bonaiuto, Marino & Pugliese, Erica & van Rekom, Johan, 2011. "Managing membership threats through collective efficacy," Journal of Business Research, Elsevier, vol. 64(6), pages 631-639, June.
    8. David A. Kenny & Burcu Kaniskan & D. Betsy McCoach, 2015. "The Performance of RMSEA in Models With Small Degrees of Freedom," Sociological Methods & Research, , vol. 44(3), pages 486-507, August.
    9. Moreau, C Page & Markman, Arthur B & Lehmann, Donald R, 2001. ""What Is It?" Categorization Flexibility and Consumers' Responses to Really New Products," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 27(4), pages 489-498, March.
    10. J. Vanhamme & B. Grobben, 2009. "Too good to be true ! : the effectiveness of CSR History in Countering Negative Publicity," Post-Print hal-00581630, HAL.
    11. Leary, R. Bret & Vann, Richard J. & Mittelstaedt, John D. & Murphy, Patrick E. & Sherry,, John F., 2014. "Changing the marketplace one behavior at a time: Perceived marketplace influence and sustainable consumption," Journal of Business Research, Elsevier, vol. 67(9), pages 1953-1958.
    12. Ratner, Rebecca K & Kahn, Barbara E, 2002. "The Impact of Private versus Public Consumption on Variety-Seeking Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 29(2), pages 246-257, September.
    13. Napoli, Julie & Dickinson, Sonia J. & Beverland, Michael B. & Farrelly, Francis, 2014. "Measuring consumer-based brand authenticity," Journal of Business Research, Elsevier, vol. 67(6), pages 1090-1098.
    14. Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
    15. Ertz, Myriam & Karakas, Fahri & Sarigöllü, Emine, 2016. "Exploring pro-environmental behaviors of consumers: An analysis of contextual factors, attitude, and behaviors," Journal of Business Research, Elsevier, vol. 69(10), pages 3971-3980.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Kim, Kihyon & Jhang, Jihoon & Song, Sangyoung & Shin, Hyun & Song, Sujin, 2024. "Goal proximity effect on collective action: The mediating role of perceived behavioral impact and collective outcome expectancy," Journal of Business Research, Elsevier, vol. 178(C).
    2. Kautish, Pradeep & Paço, Arminda & Thaichon, Park, 2022. "Sustainable consumption and plastic packaging: Relationships among product involvement, perceived marketplace influence and choice behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    3. Taeuk Kim & Sunmi Yun, 2019. "How Will Changes toward Pro-Environmental Behavior Play in Customers’ Perceived Value of Environmental Concerns at Coffee Shops?," Sustainability, MDPI, vol. 11(14), pages 1-19, July.
    4. Sicheng Luo & Hao-Chieh Lin, 2022. "How do TMT shared cognitions shape firm performance? The roles of collective efficacy, trust, and competitive aggressiveness," Asia Pacific Journal of Management, Springer, vol. 39(1), pages 295-318, March.
    5. Abigail B. Schneider & Bridget Leonard, 2022. "From anxiety to control: Mask‐wearing, perceived marketplace influence, and emotional well‐being during the COVID‐19 pandemic," Journal of Consumer Affairs, Wiley Blackwell, vol. 56(1), pages 97-119, March.
    6. Cho, Yoon-Na & Baskin, Ernest, 2018. "It's a match when green meets healthy in sustainability labeling," Journal of Business Research, Elsevier, vol. 86(C), pages 119-129.
    7. Jose Alejandro Cano & Abraham Londoño-Pineda & Maria Fanny Castro & Hugo Bécquer Paz & Carolina Rodas & Tatiana Arias, 2022. "A Bibliometric Analysis and Systematic Review on E-Marketplaces, Open Innovation, and Sustainability," Sustainability, MDPI, vol. 14(9), pages 1-42, May.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Jahn, Johannes & Brühl, Rolf, 2019. "Can bad news be good? On the positive and negative effects of including moderately negative information in CSR disclosures," Journal of Business Research, Elsevier, vol. 97(C), pages 117-128.
    2. Arli, Denni & Grace, Anthony & Palmer, Janet & Pham, Cuong, 2017. "Investigating the direct and indirect effects of corporate hypocrisy and perceived corporate reputation on consumers’ attitudes toward the company," Journal of Retailing and Consumer Services, Elsevier, vol. 37(C), pages 139-145.
    3. Maria Rodrigues & João F. Proença & Rita Macedo, 2023. "Determinants of the Purchase of Secondhand Products: An Approach by the Theory of Planned Behaviour," Sustainability, MDPI, vol. 15(14), pages 1-18, July.
    4. Eunsoo Choi & Eunji Kim & Inji Kim & Incheol Choi, 2020. "Attitude Toward Social Enterprises: A Comparison between For-Profit and Social Enterprise Employees," Sustainability, MDPI, vol. 12(7), pages 1-10, March.
    5. Béatrice Parguel & Florence Benoît-Moreau, 2013. "The power of 'executional greenwashing'. Evidence from the automotive sector," Post-Print halshs-00948933, HAL.
    6. Wallace, Elaine & Buil, Isabel, 2023. "Antecedents and consequences of conspicuous green behavior on social media: Incorporating the virtual self-identity into the theory of planned behavior," Journal of Business Research, Elsevier, vol. 157(C).
    7. Wintschnig, Bea Alexandra, 2021. "The Attitude-Behavior Gap – Drivers and Barriers of Sustainable Consumption," Junior Management Science (JUMS), Junior Management Science e. V., vol. 6(2), pages 324-346.
    8. Babatunde Ogunfowora & Madelynn Stackhouse & Won-Yong Oh, 2018. "Media Depictions of CEO Ethics and Stakeholder Support of CSR Initiatives: The Mediating Roles of CSR Motive Attributions and Cynicism," Journal of Business Ethics, Springer, vol. 150(2), pages 525-540, June.
    9. Patel, Jayesh D. & Trivedi, Rohit H. & Yagnik, Arpan, 2020. "Self-identity and internal environmental locus of control: Comparing their influences on green purchase intentions in high-context versus low-context cultures," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    10. Jiarong Shi & Zihao Jiang, 2023. "Willingness to pay a premium price for green products: does a reference group matter?," Environment, Development and Sustainability: A Multidisciplinary Approach to the Theory and Practice of Sustainable Development, Springer, vol. 25(8), pages 8699-8727, August.
    11. Ghi-Feng Yen & Hsin-Ti Yang, 2018. "Does Consumer Empathy Influence Consumer Responses to Strategic Corporate Social Responsibility? The Dual Mediation of Moral Identity," Sustainability, MDPI, vol. 10(6), pages 1-17, May.
    12. David Noack & Douglas R. Miller & Dustin Smith, 2019. "Let Me Make It Up to You: Understanding the Mitigative Ability of Corporate Social Responsibility Following Product Recalls," Journal of Business Ethics, Springer, vol. 157(2), pages 431-446, June.
    13. Skarmeas, Dionysis & Leonidou, Constantinos N. & Saridakis, Charalampos, 2014. "Examining the role of CSR skepticism using fuzzy-set qualitative comparative analysis," Journal of Business Research, Elsevier, vol. 67(9), pages 1796-1805.
    14. Derek Moscato & Toby Hopp, 2019. "Natural born cynics? The role of personality characteristics in consumer skepticism of corporate social responsibility behaviors," Corporate Reputation Review, Palgrave Macmillan, vol. 22(1), pages 26-37, February.
    15. Alzubaidi, Hawazin & Slade, Emma L. & Dwivedi, Yogesh K., 2021. "Examining antecedents of consumers’ pro-environmental behaviours: TPB extended with materialism and innovativeness," Journal of Business Research, Elsevier, vol. 122(C), pages 685-699.
    16. Constantinos N. Leonidou & Dionysis Skarmeas, 2017. "Gray Shades of Green: Causes and Consequences of Green Skepticism," Journal of Business Ethics, Springer, vol. 144(2), pages 401-415, August.
    17. Simona Romani & Silvia Grappi & Richard P. Bagozzi, 2016. "Corporate Socially Responsible Initiatives and Their Effects on Consumption of Green Products," Journal of Business Ethics, Springer, vol. 135(2), pages 253-264, May.
    18. Leary, R. Bret & Vann, Richard J. & Mittelstaedt, John D. & Murphy, Patrick E. & Sherry,, John F., 2014. "Changing the marketplace one behavior at a time: Perceived marketplace influence and sustainable consumption," Journal of Business Research, Elsevier, vol. 67(9), pages 1953-1958.
    19. Paolo Antonetti & Ilaria Baghi, 2021. "How the sender’s positioning and the target’s CSR record influence the effectiveness of scapegoating crisis communications," Marketing Letters, Springer, vol. 32(4), pages 411-423, December.
    20. Ethan Pancer & Lindsay McShane & Theodore J. Noseworthy, 2017. "Isolated Environmental Cues and Product Efficacy Penalties: The Color Green and Eco-labels," Journal of Business Ethics, Springer, vol. 143(1), pages 159-177, June.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:79:y:2017:i:c:p:79-89. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.