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Product information and green consumption: An integrated perspective of regulatory focus, self-construal, and temporal distance

Author

Listed:
  • R. Filieri

    (Audencia Business School)

  • J. Luan
  • J. Xiao
  • H. Qingqing
  • B. Zhu
  • T. Wang

Abstract

Understanding consumer information processing is fundamental. Previous studies investigated the effect of message framing and self-construal in green consumption using self-reported measures and obtaining contrasting results. This study used the eye-tracking method across two studies to examine the effect of promotion- vs. prevention-framed messages on green consumption. Study 1 confirms that promotion (vs. prevention)-framed information attracts more attention from independent (vs. interdependent) individuals. Moreover, temporal distance strengthens this matching effect (Study 2). Overall, this study uncovers consumers' processing of messages with different regulatory frames from a visual attention perspective and offers valuable insights about the three-way interaction to promote green consumption.

Suggested Citation

  • R. Filieri & J. Luan & J. Xiao & H. Qingqing & B. Zhu & T. Wang, 2023. "Product information and green consumption: An integrated perspective of regulatory focus, self-construal, and temporal distance," Post-Print hal-04781818, HAL.
    • Handle: RePEc:hal:journl:hal-04781818
    DOI: https://doi.org/10.1016/j.im.2022.103746
    as

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    Cited by:

    1. Li, You & Wu, Shuilong & Yuan, Yongna & Wang, Ya, 2024. "How past identity shapes consumer attitudes toward upcycled product advertisements: The mediating role of outcome efficacy," Journal of Business Research, Elsevier, vol. 185(C).

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