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Psychological antecedents of consumer trust in CRM campaigns and donation intentions: The moderating role of creativity

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  • Thomas, Sujo
  • Jadeja, Ashwin

Abstract

Cause-related marketing (CRM) refers to charitable donation contingent on consumer purchase of a product by supporting a specific cause that is linked to a non-profit organization (NPO). The present research examines the influence of consumer psychographic traits on trust in CRM campaign and its resulting impact on intention to donate money to NPO. The results indicate that collectivism and hedonism have positive effect on trust in CRM campaign, but individualism and utilitarianism have negative effect on trust in CRM campaign. Moreover, the result shows that trust in the CRM campaign had significant positive effect on donation intentions. We further have investigated the role of cognitive process and demonstrated the moderating effect of creativity on the impact of trust in CRM campaign and donation intentions, such that the higher level of creativity led to higher level of donation intentions, if consumers have trust in CRM campaign. This research offers marketers and advertising professionals’ practical insights to design effective CRM campaigns. Additionally, it assists NPO managers to understand the crucial role of trust and creativity in CRM campaigns and its positive impact on donation intentions. Academic and managerial implications of this research study along with future directions are discussed.

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  • Thomas, Sujo & Jadeja, Ashwin, 2021. "Psychological antecedents of consumer trust in CRM campaigns and donation intentions: The moderating role of creativity," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    • Handle: RePEc:eee:joreco:v:61:y:2021:i:c:s0969698921001557
    DOI: 10.1016/j.jretconser.2021.102589
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    Cited by:

    1. Tingting Zhao & Jie Lin & Zhenyu Zhang, 2022. "The Influence of Multi-Variation In-Trust Web Feature Behavior Performance on the Information Dissemination Mechanism in Virtual Community," Sustainability, MDPI, vol. 14(10), pages 1-21, May.
    2. Kim, Yeonshin & Hur, Won-Moo & Lee, Luri, 2023. "Understanding customer participation in CSR activities: The impact of perceptions of CSR, affective commitment, brand equity, and corporate reputation," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    3. Sujo Thomas & Ashwin Jadeja & Krishnaba Vaghela & Richa Shreevastava, 2022. "Investigating the consumers attitude toward brand and purchase intention within the context of cause-related marketing campaign for a pharmacy product," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 19(4), pages 691-708, December.
    4. A. K. S. Suryavanshi & Viral Bhatt & Sujo Thomas & Ritesh Patel & Twinkle Trivedi, 2024. "Predicting CRM purchase intention by examining congruence, shopping orientation and mood moderation: Applying congruence theory with SEM-ANN-NCA method," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 21(3), pages 565-594, September.
    5. Alyahya, Mansour & Agag, Gomaa & Aliedan, Meqbel & Abdelmoety, Ziad H., 2023. "A cross-cultural investigation of the relationship between eco-innovation and customers boycott behaviour," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
    6. Habib, Muhammad Danish & Filimonau, Viachaslau & Coşkun, Ayşen & Wang, Ling-en & Ermolaev, Vladimir A., 2023. "Altruistic and collectivistic values as the antecedents of surplus food donation intention," Socio-Economic Planning Sciences, Elsevier, vol. 90(C).

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