The power of persuasive communication to influence sustainable holiday choices: Appealing to self-benefits and norms
Author
Abstract
Suggested Citation
DOI: 10.1016/j.tourman.2016.09.011
Download full text from publisher
References listed on IDEAS
- Brown, Christina L & Carpenter, Gregory S, 2000. "Why Is the Trivial Important? A Reasons-Based Account for the Effects of Trivial Attributes on Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 26(4), pages 372-385, March.
- Noah J. Goldstein & Robert B. Cialdini & Vladas Griskevicius, 2008. "A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(3), pages 472-482, March.
- Anita Jose & Shang-Mei Lee, 2007. "Environmental Reporting of Global Corporations: A Content Analysis based on Website Disclosures," Journal of Business Ethics, Springer, vol. 72(4), pages 307-321, June.
- Judith I.M. De Groot & Wokje Abrahamse & Kayleigh Jones, 2013. "Persuasive Normative Messages: The Influence of Injunctive and Personal Norms on Using Free Plastic Bags," Sustainability, MDPI, vol. 5(5), pages 1-16, April.
- Steckenreuter, A. & Wolf, I.D., 2013. "How to use persuasive communication to encourage visitors to pay park user fees," Tourism Management, Elsevier, vol. 37(C), pages 58-70.
- Aaker, Jennifer L & Lee, Angela Y, 2001. ""I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 33-49, June.
- Font, Xavier & Garay, Lluis & Jones, Steve, 2016. "A Social Cognitive Theory of sustainability empathy," Annals of Tourism Research, Elsevier, vol. 58(C), pages 65-80.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Aymerich Jiménez, Marta, 2018. "Do we need or we want to share? The Role of Non Profit Sharing platforms," Working Papers 2072/351584, Universitat Rovira i Virgili, Department of Economics.
- Leiyan Shen & Jianwei Qian & Sandy C. Chen, 2020. "Effective Communication Strategies of Sustainable Hospitality: A Qualitative Exploration," Sustainability, MDPI, vol. 12(17), pages 1-14, August.
- Benkenstein, Martin & Bruhn, Manfred & Büttgen, Marion & Hipp, Christiane & Matzner, Martin & Nerdinger, Friedemann W., 2017. "Topics for Service Management Research - A European Perspective," SMR - Journal of Service Management Research, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 1(1), pages 4-21.
- Selma Saracevic & Bodo B. Schlegelmilch, 2021. "The Impact of Social Norms on Pro-Environmental Behavior: A Systematic Literature Review of The Role of Culture and Self-Construal," Sustainability, MDPI, vol. 13(9), pages 1-21, May.
- Victoria-Sophie Osburg & Iain Davies & Vignesh Yoganathan & Fraser McLeay, 2021. "Perspectives, Opportunities and Tensions in Ethical and Sustainable Luxury: Introduction to the Thematic Symposium," Journal of Business Ethics, Springer, vol. 169(2), pages 201-210, March.
- Jiang, Kan & Mo, Silan & Qin, Meilian, 2024. "Descriptive or injunctive? The effect of sustainable normative appeals and advertising orientations on environmentally responsible consumption behavior in a collective action perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
- Cozzio, Claudia & Volgger, Michael & Taplin, Ross & Woodside, Arch G., 2020. "Nurturing tourists’ ethical food consumption: Testing the persuasive strengths of alternative messages in a natural hotel setting," Journal of Business Research, Elsevier, vol. 117(C), pages 268-279.
- Marco Haid & Julia N. Albrecht, 2021. "Sustainable Tourism Product Development: An Application of Product Design Concepts," Sustainability, MDPI, vol. 13(14), pages 1-16, July.
- Carolina Sánchez & Enrique Carlos Bianchi & Carla Rodriguez-Sanchez & Franco Sancho-Esper, 2024. "Are advertising campaigns for water conservation in Latin America persuasive? A mixed-method approach," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 21(2), pages 341-369, June.
- Mohammad Tipu Sultan & Farzana Sharmin & Alina Badulescu & Elena Stiubea & Ke Xue, 2020. "Travelers’ Responsible Environmental Behavior towards Sustainable Coastal Tourism: An Empirical Investigation on Social Media User-Generated Content," Sustainability, MDPI, vol. 13(1), pages 1-19, December.
- André Hellmeister & Harold Richins, 2019. "Green to Gold: Beneficial Impacts of Sustainability Certification and Practice on Tour Enterprise Performance," Sustainability, MDPI, vol. 11(3), pages 1-17, January.
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.- Cozzio, Claudia & Volgger, Michael & Taplin, Ross & Woodside, Arch G., 2020. "Nurturing tourists’ ethical food consumption: Testing the persuasive strengths of alternative messages in a natural hotel setting," Journal of Business Research, Elsevier, vol. 117(C), pages 268-279.
- Zou, Lili Wenli & Chan, Ricky Y.K., 2019. "Why and when do consumers perform green behaviors? An examination of regulatory focus and ethical ideology," Journal of Business Research, Elsevier, vol. 94(C), pages 113-127.
- Verena Berger & Ulf Schrader, 2016. "Fostering Sustainable Nutrition Behavior through Gamification," Sustainability, MDPI, vol. 8(1), pages 1-15, January.
- Sabrina Eisenbarth & Louis Graham & Anouk S. Rigterink, 2021. "Can Reminders of Rules Induce Compliance? Experimental Evidence from a Common Pool Resource Setting," Environmental & Resource Economics, Springer;European Association of Environmental and Resource Economists, vol. 79(4), pages 653-681, August.
- Sebbane, M. & Costa, S., 2015. "Gaspillage alimentaire en restauration d’entreprise : une analyse qualitative des normes personnelles et sociales," Working Papers MoISA 201502, UMR MoISA : Montpellier Interdisciplinary center on Sustainable Agri-food systems (social and nutritional sciences): CIHEAM-IAMM, CIRAD, INRAE, L'Institut Agro, Montpellier SupAgro, IRD - Montpellier, France.
- Ghesla, Claus & Grieder, Manuel & Schmitz, Jan & Stadelmann, Marcel, 2020. "Pro-environmental incentives and loss aversion: A field experiment on electricity saving behavior," Energy Policy, Elsevier, vol. 137(C).
- Farrow, Katherine & Grolleau, Gilles & Ibanez, Lisette, 2017.
"Social Norms and Pro-environmental Behavior: A Review of the Evidence,"
Ecological Economics, Elsevier, vol. 140(C), pages 1-13.
- Katherine Farrow & Gilles Grolleau & Lisette Ibanez, 2017. "Social norms and pro-environmental behavior: a review of the evidence," Post-Print hal-01521539, HAL.
- Maxime Sebbane & Sandrine Costa, 2015. "Gaspillage alimentaire en restauration d’entreprise : une analyse qualitative des normes personnelles et sociales," Working Papers hal-01165737, HAL.
- Ryan P. Jacobson & Lisa A. Marchiondo & Kathryn J. L. Jacobson & Jacqueline N. Hood, 2020. "The Synergistic Effect of Descriptive and Injunctive Norm Perceptions on Counterproductive Work Behaviors," Journal of Business Ethics, Springer, vol. 162(1), pages 191-209, February.
- Kavvouris, Christos & Chrysochou, Polymeros & Thøgersen, John, 2020. "“Be Careful What You Say”: The role of psychological reactance on the impact of pro-environmental normative appeals," Journal of Business Research, Elsevier, vol. 113(C), pages 257-265.
- Kettle, Keri L. & Mantonakis, Antonia, 2024. "Look for the signature: Using personal signatures as extrinsic cues promotes identity-congruent behavior," Journal of Business Research, Elsevier, vol. 170(C).
- Kareklas, Ioannis & Muehling, Darrel D. & King, Skyler, 2019. "The effect of color and self-view priming in persuasive communications," Journal of Business Research, Elsevier, vol. 98(C), pages 33-49.
- Todd D. Gerarden & Richard G. Newell & Robert N. Stavins, 2017.
"Assessing the Energy-Efficiency Gap,"
Journal of Economic Literature, American Economic Association, vol. 55(4), pages 1486-1525, December.
- Gerarden, Todd D. & Newell, Richard G. & Stavins, Robert N., 2015. "Assessing the Energy-Efficiency Gap," Climate Change and Sustainable Development 202551, Fondazione Eni Enrico Mattei (FEEM).
- Todd D. Gerarden & Richard G. Newell & Robert N. Stavins, 2015. "Assessing the Energy-Efficiency Gap," Working Papers 2015.35, Fondazione Eni Enrico Mattei.
- Todd D. Gerarden & Richard G. Newell & Robert N. Stavins, 2015. "Assessing the Energy-Efficiency Gap," NBER Working Papers 20904, National Bureau of Economic Research, Inc.
- Alpízar, Francisco & Martinsson, Peter, 2010.
"Don’t Tell Me What to Do, Tell Me Who to Follow! - Field Experiment Evidence on Voluntary Donations,"
Working Papers in Economics
452, University of Gothenburg, Department of Economics.
- Alpizar, Francisco & Martinsson, Peter, 2010. "Don't Tell Me What to Do, Tell Me Who to Follow! Field Experiment Evidence on Voluntary Donations," RFF Working Paper Series dp-10-16-efd, Resources for the Future.
- Asuamah Yeboah, Samuel, 2023. "Sustaining Change: Unravelling the Socio-cultural Threads of Sustainable Consumption," MPRA Paper 117981, University Library of Munich, Germany, revised 10 Jun 2023.
- Nathaniel Geiger, 2022. "Perceptions of Self-Motives and Environmental Activists’ Motives for Pro-Environmental Behavior," Sustainability, MDPI, vol. 14(17), pages 1-12, August.
- Ajla Cosic & Hana Cosic & Sebastian Ille, 2018. "Can nudges affect students' green behaviour? A field experiment," Journal of Behavioral Economics for Policy, Society for the Advancement of Behavioral Economics (SABE), vol. 2(1), pages 107-111, March.
- Sarah Verdonk & Keri Chiveralls & Drew Dawson, 2017. "Getting Wasted at WOMADelaide: The Effect of Signage on Waste Disposal," Sustainability, MDPI, vol. 9(3), pages 1-17, February.
- Wang, Le & Luo, Xin (Robert) & Li, Han, 2022. "Envy or conformity? An empirical investigation of peer influence on the purchase of non-functional items in mobile free-to-play games," Journal of Business Research, Elsevier, vol. 147(C), pages 308-324.
- Bartels, Lara & Kesternich, Martin, 2022.
"Motivate the crowd or crowd- them out? The impact of local government spending on the voluntary provision of a green public good,"
ZEW Discussion Papers
22-040, ZEW - Leibniz Centre for European Economic Research.
- Lara Bartels & Martin Kesternich, 2022. "Motivate the crowd or crowd-them out? The impact of local government spending on the voluntary provision of a green public good," MAGKS Papers on Economics 202233, Philipps-Universität Marburg, Faculty of Business Administration and Economics, Department of Economics (Volkswirtschaftliche Abteilung).
More about this item
Keywords
Normative appeals; Descriptive norms; Injunctive norms; Benefits; Individual self; Collective self;All these keywords.
Statistics
Access and download statisticsCorrections
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:touman:v:59:y:2017:i:c:p:484-493. 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: https://www.journals.elsevier.com/tourism-management .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.