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Mental representation changes the evaluation of green product benefits

Author

Listed:
  • Kelly Goldsmith

    (Kellogg School of Management, Northwestern University)

  • George E. Newman

    (Yale School of Management, Yale University)

  • Ravi Dhar

    (Yale School of Management, Yale University)

Abstract

Many campaigns to get people to purchase sustainable products highlight self-interest. However, experiments now show that emphasizing the environmental benefit of such goods may be more effective.

Suggested Citation

  • Kelly Goldsmith & George E. Newman & Ravi Dhar, 2016. "Mental representation changes the evaluation of green product benefits," Nature Climate Change, Nature, vol. 6(9), pages 847-850, September.
    • Handle: RePEc:nat:natcli:v:6:y:2016:i:9:d:10.1038_nclimate3019
    DOI: 10.1038/nclimate3019
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    Citations

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    Cited by:

    1. Carter, Kealy & Jayachandran, Satish & Murdock, Mitchel R., 2021. "Building A Sustainable Shelf: The Role of Firm Sustainability Reputation," Journal of Retailing, Elsevier, vol. 97(4), pages 507-522.
    2. Anouk M Griffioen & Michel J J Handgraaf & Gerrit Antonides, 2019. "Which construal level combinations generate the most effective interventions? A field experiment on energy conservation," PLOS ONE, Public Library of Science, vol. 14(1), pages 1-24, January.
    3. Chien-shih Huang & Ruowen Shen, 2020. "Does city or state make a difference? The effects of policy framing on public attitude toward a solar energy program," Journal of Behavioral Public Administration, Center for Experimental and Behavioral Public Administration, vol. 3(2).
    4. Jesse R. Catlin & Michael Gerhard Luchs & Marcus Phipps, 2017. "Consumer Perceptions of the Social Vs. Environmental Dimensions of Sustainability," Journal of Consumer Policy, Springer, vol. 40(3), pages 245-277, September.
    5. Griffioen, Anouk M. & van Beek, Jannette & N. Lindhout, Simone & J. J. Handgraaf, Michel, 2016. "Distance Makes The Mind Grow Broader: An Overview Of Psychological Distance Studies In The Environmental And Health Domains," APSTRACT: Applied Studies in Agribusiness and Commerce, AGRIMBA, vol. 10(2-3), pages 1-14, October.
    6. Lin, Boqiang & Okyere, Michael Adu, 2022. "Are people energy poor because of their prosocial behavior? Evidence from Ghana," Energy, Elsevier, vol. 239(PE).
    7. Yucel-Aybat, Ozge & Hsieh, Meng-Hua, 2021. "Consumer mindsets matter: Benefit framing and firm–cause fit in the persuasiveness of cause-related marketing campaigns," Journal of Business Research, Elsevier, vol. 129(C), pages 418-427.
    8. Rebecca Hamilton & Debora Thompson & Sterling Bone & Lan Nguyen Chaplin & Vladas Griskevicius & Kelly Goldsmith & Ronald Hill & Deborah Roedder John & Chiraag Mittal & Thomas O’Guinn & Paul Piff & Car, 2019. "The effects of scarcity on consumer decision journeys," Journal of the Academy of Marketing Science, Springer, vol. 47(3), pages 532-550, May.

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