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Study on the Impact of Awe on Consumers’ Green Purchasing Intention

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  • Dalin Li
  • Bonian Deba Julie

Abstract

Studies show that awe can predict prosocial behaviors. However, the effects of awe on green consumption or its underlying mechanisms remain unclear. Awe promotes the small self that can promote connectedness to nature (CNS). Emotion regulation strategies can modify the effects of emotions on behavior. Therefore, this study investigated the moderating effects of emotion regulation strategies (emotion reappraisal and suppression) and the multi-step mediating effects of the small self and CNS on awe’s impact on consumers’ green purchasing intentions. Through four experiments, the study showed that (a) awe positively impacts consumers’ green purchasing intentions; (b) the small self and CNS play a multi-step mediating role in awe’s positive effect on green purchasing intention; (c) emotion reappraisal moderates awe’s favorable influence on green purchase intentions; and (d) apart from positive awe, negative and unnatural awe also influence green purchasing intention positively. This research has practical implications for companies’ green marketing strategies.

Suggested Citation

  • Dalin Li & Bonian Deba Julie, 2024. "Study on the Impact of Awe on Consumers’ Green Purchasing Intention," SAGE Open, , vol. 14(3), pages 21582440241, September.
    • Handle: RePEc:sae:sagope:v:14:y:2024:i:3:p:21582440241266071
    DOI: 10.1177/21582440241266071
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    References listed on IDEAS

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    1. Cesare Amatulli & Matteo Angelis & Alessandro M. Peluso & Isabella Soscia & Gianluigi Guido, 2019. "The Effect of Negative Message Framing on Green Consumption: An Investigation of the Role of Shame," Journal of Business Ethics, Springer, vol. 157(4), pages 1111-1132, July.
    2. Ibanez, Lisette & Moureau, Nathalie & Roussel, Sébastien, 2017. "How do incidental emotions impact pro-environmental behavior? Evidence from the dictator game," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 66(C), pages 150-155.
    3. Vladas Griskevicius & Michelle N. Shiota & Stephen M. Nowlis, 2010. "The Many Shades of Rose-Colored Glasses: An Evolutionary Approach to the Influence of Different Positive Emotions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 238-250, August.
    4. Rudd, Melanie & Vohs, Kathleen D. & Aaker, Jennifer, 2012. "Awe Expands People's Perception of Time, Alters Decision Making, and Enhances Well-Being," Research Papers 2095, Stanford University, Graduate School of Business.
    5. Wang, Liying & Zhang, Guangling & Chen, Jie & Lu, Xingming & Song, Fengsen, 2022. "The territory effect: How awe reduces territoriality and enhances sharing intention," Journal of Business Research, Elsevier, vol. 148(C), pages 1-11.
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