David J. Hardisty: Home



How to SHIFT Consumer Behaviors to be More Sustainable:A Literature Review and Guiding FrameworkKatherine White, Rishad Habib, & David J. HardistyUBC Sauder School of BusinessAbstractHighlighting the important role of marketing in encouraging sustainable consumption, the current research presents a review of the academic literature from marketing and behavioral science examining the most effective ways to shift consumer behaviors to be more sustainable. In the process of the review, the authors develop a comprehensive framework for conceptualizing and encouraging sustainable consumer behavior change. The framework is represented by the acronym SHIFT, and it proposes that consumers are more inclined to engage in pro-environmental behaviors when the message or context leverages the following psychological factors: Social influence, Habit, Individual self, Feelings and cognition, and Tangibility. The authors also identify five broad challenges to encouraging sustainable behaviors and use these to develop novel theoretical propositions and directions for future research. Finally, the authors outline how the framework can be used by practitioners aiming to encourage sustainable consumer behaviors.Keywords: sustainable consumer behavior, environmentally friendly behavior, ecological behavior, corporate social responsibilityMore than 15,000 scientists from 184 countries issue “warning to humanity”: A similar warning was first issued by scientists in 1992…. Humanity is now being given a second notice, as illustrated by these alarming trends. We are jeopardizing our future by not reining in our intense but geographically and demographically uneven material consumption….~CBC News (2017), World Scientists’ Warning to Humanity: A Second Notice I always make the business case for sustainability. It's so compelling. Our costs are down, not up. Our products are the best they have ever been. Our people are motivated by a shared higher purpose—esprit de corps to die for. And the goodwill in the marketplace—it's just been astonishing.~Ray Anderson (2017), Founder and CEO of Interface Carpet Our behaviors as individual “consumers” are having unprecedented impact on our natural environment ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1binqa8q2e","properties":{"formattedCitation":"(Stern 2000)","plainCitation":"(Stern 2000)","noteIndex":0},"citationItems":[{"id":2082,"uris":[""],"uri":[""],"itemData":{"id":2082,"type":"article-journal","title":"New Environmental Theories: Toward a Coherent Theory of Environmentally Significant Behavior","container-title":"Journal of Social Issues","page":"407–424","volume":"56","issue":"3","source":"Google Scholar","shortTitle":"New environmental theories","author":[{"family":"Stern","given":"Paul C."}],"issued":{"date-parts":[["2000"]]}}}],"schema":""} (Stern 2000). Partly as a result of our consumption patterns, society and business are confronted with a confluence of factors—including environmental degradation, pollution, and climate change; increasing social inequity and poverty; as well as the growing need for renewable sources of energy—that point to a new way of doing business ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a28phav16ep","properties":{"formattedCitation":"(Menon and Menon 1997)","plainCitation":"(Menon and Menon 1997)","noteIndex":0},"citationItems":[{"id":2666,"uris":[""],"uri":[""],"itemData":{"id":2666,"type":"article-journal","title":"Enviropreneurial Marketing Strategy: The Emergence of Corporate Environmentalism as Market Strategy","container-title":"The Journal of Marketing","page":"51–67","volume":"61","issue":"1","source":"Google Scholar","shortTitle":"Enviropreneurial marketing strategy","author":[{"family":"Menon","given":"Ajay"},{"family":"Menon","given":"Anil"}],"issued":{"date-parts":[["1997"]]}}}],"schema":""} (Menon and Menon 1997). In response, many companies are recognizing the need for a sustainable way of doing business, and across industries we see firms such as Interface Carpet, Unilever, Nike, and Starbucks embedding sustainability into the DNA of their brands ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"E5tgeFV0","properties":{"formattedCitation":"(Hardcastle 2013)","plainCitation":"(Hardcastle 2013)","noteIndex":0},"citationItems":[{"id":2670,"uris":[""],"uri":[""],"itemData":{"id":2670,"type":"post-weblog","title":"Nike, Starbucks: Climate Change Policy Is 'Economic Opportunity'","container-title":"Environmental Leader","abstract":"Nike, Starbucks, Ikea and 30 other companies have signed a statement urging federal policymakers to take action on climate change by promoting clean energy, boosting efficiency and limiting carbon emissions. Climate change policy is an economic opportunity, says Anne Kelly, director of Ceres’ Business for Innovative Climate & Energy Policy ... Read more ?","URL":"","shortTitle":"Nike, Starbucks","author":[{"family":"Hardcastle","given":"Jessica Lyons"}],"issued":{"date-parts":[["2013",4,11]]},"accessed":{"date-parts":[["2018",1,6]]}}}],"schema":""} (Hardcastle 2013). The current paper provides a review of the literature regarding sustainable consumer behavior change and outlines a comprehensive psychological framework to guide researchers and practitioners in fostering sustainable behavior. MARKETING AND SUSTAINABLE CONSUMER BEHAVIORThere are many reasons why understanding facilitators of sustainable consumer behavior should be of interest to marketers. One reason is reflected in the first quote above—marketers should be cognizant that the very consumption mindset that conventional marketing encourages is a key driver of negative environmental impacts ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a18c9n5kg9i","properties":{"formattedCitation":"(Csikszentmihalyi 2000; Peattie and Peattie 2009)","plainCitation":"(Csikszentmihalyi 2000; Peattie and Peattie 2009)","noteIndex":0},"citationItems":[{"id":2675,"uris":[""],"uri":[""],"itemData":{"id":2675,"type":"article-journal","title":"The Costs and Benefits of Consuming","container-title":"Journal of Consumer Research","page":"267–272","volume":"27","issue":"2","source":"Google Scholar","author":[{"family":"Csikszentmihalyi","given":"Mihaly"}],"issued":{"date-parts":[["2000"]]}}},{"id":2159,"uris":[""],"uri":[""],"itemData":{"id":2159,"type":"article-journal","title":"Social Marketing: A Pathway to Consumption Reduction?","container-title":"Journal of Business Research","page":"260–268","volume":"62","issue":"2","language":"en","author":[{"family":"Peattie","given":"Ken"},{"family":"Peattie","given":"Sue"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Csikszentmihalyi 2000; Peattie and Peattie 2009). Second, as the subsequent quote suggests, businesses able to adapt to the demands of our changing world, including the urgent demand for sustainability, will be more likely to thrive in the long term and enjoy strategic benefits ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a34j2p54hm","properties":{"formattedCitation":"(Banerjee, Iyer, and Kashyap 2003)","plainCitation":"(Banerjee, Iyer, and Kashyap 2003)","noteIndex":0},"citationItems":[{"id":2678,"uris":[""],"uri":[""],"itemData":{"id":2678,"type":"article-journal","title":"Corporate Environmentalism: Antecedents and Influence of Industry Type","container-title":"Journal of Marketing","page":"106–122","volume":"67","issue":"2","source":"Google Scholar","shortTitle":"Corporate environmentalism","author":[{"family":"Banerjee","given":"Subhabrata Bobby"},{"family":"Iyer","given":"Easwar S."},{"family":"Kashyap","given":"Rajiv K."}],"issued":{"date-parts":[["2003"]]}}}],"schema":""} (Banerjee, Iyer, and Kashyap 2003). A sustainable business focus has advantages such as identifying new products and markets, leveraging emerging technologies, spurring innovation, driving organizational efficiency, and motivating and retaining employees ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a22muugvftg","properties":{"formattedCitation":"(Hopkins et al. 2009)","plainCitation":"(Hopkins et al. 2009)","noteIndex":0},"citationItems":[{"id":2841,"uris":[""],"uri":[""],"itemData":{"id":2841,"type":"article-journal","title":"The Business of Sustainability: What It Means to Managers Now","container-title":"MIT Sloan Management Review","page":"20","volume":"51","issue":"1","source":"Google Scholar","shortTitle":"The business of sustainability","author":[{"family":"Hopkins","given":"Michael S."},{"family":"Townend","given":"Andrew"},{"family":"Khayat","given":"Zayna"},{"family":"Balagopal","given":"Balu"},{"family":"Reeves","given":"Martin"},{"family":"Berns","given":"Maurice"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Hopkins et al. 2009). Moreover, research suggests that socially and environmentally responsible practices have the potential to garner more positive consumer perceptions of the firm, as well as increases in profitability ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"za0x9uop","properties":{"formattedCitation":"(Brown and Dacin 1997; Luo and Bhattacharya 2006; Olsen, Slotegraaf, and Chandukala 2014; Sen and Bhattacharya 2001)","plainCitation":"(Brown and Dacin 1997; Luo and Bhattacharya 2006; Olsen, Slotegraaf, and Chandukala 2014; Sen and Bhattacharya 2001)","noteIndex":0},"citationItems":[{"id":2686,"uris":[""],"uri":[""],"itemData":{"id":2686,"type":"article-journal","title":"The Company and the Product: Corporate Associations and Consumer Product Responses","container-title":"The Journal of Marketing","page":"68–84","volume":"61","issue":"1","source":"Google Scholar","shortTitle":"The company and the product","author":[{"family":"Brown","given":"Tom J."},{"family":"Dacin","given":"Peter A."}],"issued":{"date-parts":[["1997"]]}}},{"id":2692,"uris":[""],"uri":[""],"itemData":{"id":2692,"type":"article-journal","title":"Corporate Social Responsibility, Customer Satisfaction, and Market Value","container-title":"Journal of Marketing","page":"1–18","volume":"70","issue":"4","source":"Google Scholar","author":[{"family":"Luo","given":"Xueming"},{"family":"Bhattacharya","given":"Chitra Bhanu"}],"issued":{"date-parts":[["2006"]]}}},{"id":2690,"uris":[""],"uri":[""],"itemData":{"id":2690,"type":"article-journal","title":"Green Claims and Message Frames: How Green New Products Change Brand Attitude","container-title":"Journal of Marketing","page":"119–137","volume":"78","issue":"5","source":"Google Scholar","shortTitle":"Green claims and message frames","author":[{"family":"Olsen","given":"Mitchell C."},{"family":"Slotegraaf","given":"Rebecca J."},{"family":"Chandukala","given":"Sandeep R."}],"issued":{"date-parts":[["2014"]]}}},{"id":2688,"uris":[""],"uri":[""],"itemData":{"id":2688,"type":"article-journal","title":"Does Doing Good Always Lead to Doing Better? Consumer Reactions to Corporate Social Responsibility","container-title":"Journal of Marketing Research","page":"225–243","volume":"38","issue":"2","source":"Google Scholar","shortTitle":"Does doing good always lead to doing better?","author":[{"family":"Sen","given":"Sankar"},{"family":"Bhattacharya","given":"Chitra Bhanu"}],"issued":{"date-parts":[["2001"]]}}}],"schema":""} (Brown and Dacin 1997; Luo and Bhattacharya 2006; Olsen, Slotegraaf, and Chandukala 2014; Sen and Bhattacharya 2001). Firms that are able not only to operate more sustainably but also to consider new models of business that offer and encourage sustainable consumption can potentially earn greater long-term profits ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"dykOcOnv","properties":{"formattedCitation":"(Kotler, Kartajaya, and Setiawan 2010)","plainCitation":"(Kotler, Kartajaya, and Setiawan 2010)","noteIndex":0},"citationItems":[{"id":3154,"uris":[""],"uri":[""],"itemData":{"id":3154,"type":"book","title":"Marketing 3.0: From Products to Customers to the Human Spirit","publisher":"John Wiley & Sons","number-of-pages":"210","source":"Google Books","abstract":"Understand the next level of marketing The new model for marketing-Marketing 3.0-treats customers not as mere consumers but as the complex, multi-dimensional human beings that they are. Customers, in turn, are choosing companies and products that satisfy deeper needs for participation, creativity, community, and idealism. In Marketing 3.0, world-leading marketing guru Philip Kotler explains why the future of marketing lies in creating products, services, and company cultures that inspire, include, and reflect the values of target customers. Explains the future of marketing, along with why most marketers are stuck in the past Examines companies that are ahead of the curve, such as S. C. Johnson Kotler is one of the most highly recognized marketing gurus, famous for his \"4 P's of Marketing\" In an age of highly aware customers, companies must demonstrate their relevance to customers at the level of basic values. Marketing 3.0 is the unmatched guide to getting out front of this new tide sweeping through the nature of marketing.","ISBN":"978-0-470-60979-8","note":"Google-Books-ID: 8pk60fGn50oC","shortTitle":"Marketing 3.0","language":"en","author":[{"family":"Kotler","given":"Philip"},{"family":"Kartajaya","given":"Hermawan"},{"family":"Setiawan","given":"Iwan"}],"issued":{"date-parts":[["2010",3,30]]}}}],"schema":""} (Kotler, Kartajaya, and Setiawan 2010). In one example, the growth in the “sharing economy” demonstrates the substantial environmental and economic gains possible through shifting consumers sustainably—in this case, from owning products to accessing existing products and services. While the question of how marketing relates to sustainable consumption has historically received attention in the form of identifying the “green consumer” segment ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"WKjYG7zW","properties":{"formattedCitation":"(Anderson and Cunningham 1972; Kilbourne and Beckmann 1998)","plainCitation":"(Anderson and Cunningham 1972; Kilbourne and Beckmann 1998)","noteIndex":0},"citationItems":[{"id":2668,"uris":[""],"uri":[""],"itemData":{"id":2668,"type":"article-journal","title":"The Socially Conscious Consumer","container-title":"The Journal of Marketing","page":"23–31","volume":"36","issue":"3","source":"Google Scholar","author":[{"family":"Anderson","given":"W. Thomas"},{"family":"Cunningham","given":"William H."}],"issued":{"date-parts":[["1972"]]}}},{"id":2694,"uris":[""],"uri":[""],"itemData":{"id":2694,"type":"article-journal","title":"Review and Critical Assessment of Research on Marketing and the Environment","container-title":"Journal of Marketing Management","page":"513–532","volume":"14","issue":"6","source":"Google Scholar","author":[{"family":"Kilbourne","given":"William E."},{"family":"Beckmann","given":"Suzanne C."}],"issued":{"date-parts":[["1998"]]}}}],"schema":""} (Anderson and Cunningham 1972; Kilbourne and Beckmann 1998), scholars now call for work on the predictors of sustainable consumption ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"6Atalg8y","properties":{"formattedCitation":"(Kotler 2011; Menon and Menon 1997; Mick 2006)","plainCitation":"(Kotler 2011; Menon and Menon 1997; Mick 2006)","noteIndex":0},"citationItems":[{"id":2178,"uris":[""],"uri":[""],"itemData":{"id":2178,"type":"article-journal","title":"Reinventing Marketing to Manage the Environmental Imperative","container-title":"Journal of Marketing","page":"132–135","volume":"75","issue":"4","language":"en","author":[{"family":"Kotler","given":"Philip"}],"issued":{"date-parts":[["2011"]]}}},{"id":2666,"uris":[""],"uri":[""],"itemData":{"id":2666,"type":"article-journal","title":"Enviropreneurial Marketing Strategy: The Emergence of Corporate Environmentalism as Market Strategy","container-title":"The Journal of Marketing","page":"51–67","volume":"61","issue":"1","source":"Google Scholar","shortTitle":"Enviropreneurial marketing strategy","author":[{"family":"Menon","given":"Ajay"},{"family":"Menon","given":"Anil"}],"issued":{"date-parts":[["1997"]]}}},{"id":2919,"uris":[""],"uri":[""],"itemData":{"id":2919,"type":"article-journal","title":"Meaning and Mattering Through Transformative Consumer Research","container-title":"Advances in Consumer Research","page":"1–4","volume":"33","issue":"1","source":"Google Scholar","author":[{"family":"Mick","given":"David G."}],"issued":{"date-parts":[["2006"]]}}}],"schema":""} (Kotler 2011; Menon and Menon 1997; Mick 2006). Rather than merely targeting the green consumer, marketers can expand their market for the long-term mutual benefit of the firm and the planet. Thus, as firms operate and offer products and services in a more sustainable manner they might, at the same time, wish for their sustainable values and actions to be recognized, embraced, and rewarded by consumers in ways that spur sustainable consumption and maximize the firm’s sustainability and strategic business benefits. The current work is motivated by the need for a comprehensive review and framework related to the key drivers of sustainable consumer behavior change. We build on existing work that has aptly outlined the steps marketers can take in identifying, fostering, and evaluating sustainable behavior ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"SbIxVQYb","properties":{"formattedCitation":"(McKenzie-Mohr 2011; Peattie and Peattie 2009)","plainCitation":"(McKenzie-Mohr 2011; Peattie and Peattie 2009)","noteIndex":0},"citationItems":[{"id":3258,"uris":[""],"uri":[""],"itemData":{"id":3258,"type":"book","title":"Fostering sustainable behavior: An introduction to community-based social marketing","publisher":"New society publishers","source":"Google Scholar","shortTitle":"Fostering sustainable behavior","author":[{"family":"McKenzie-Mohr","given":"Doug"}],"issued":{"date-parts":[["2011"]]}}},{"id":2159,"uris":[""],"uri":[""],"itemData":{"id":2159,"type":"article-journal","title":"Social Marketing: A Pathway to Consumption Reduction?","container-title":"Journal of Business Research","page":"260–268","volume":"62","issue":"2","language":"en","author":[{"family":"Peattie","given":"Ken"},{"family":"Peattie","given":"Sue"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (McKenzie-Mohr 2011; Peattie and Peattie 2009). While this existing work details the social marketing concept and spotlights examples, it does not provide a comprehensive psychological framework for influencing consumer behavior change. Extant work often concentrates on a more focused set of factors that motivate sustainable behavior ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"PvQujhO7","properties":{"formattedCitation":"(Gifford 2014; Peattie 2010; Steg and Vlek 2009)","plainCitation":"(Gifford 2014; Peattie 2010; Steg and Vlek 2009)","noteIndex":0},"citationItems":[{"id":3107,"uris":[""],"uri":[""],"itemData":{"id":3107,"type":"article-journal","title":"Environmental Psychology Matters","container-title":"Annual Review of Psychology","page":"541-579","volume":"65","issue":"1","source":"Crossref","abstract":"Environmental psychology examines transactions between individuals and their built and natural environments. This includes investigating behaviors that inhibit or foster sustainable, climate-healthy, and nature-enhancing choices, the antecedents and correlates of those behaviors, and interventions to increase proenvironmental behavior. It also includes transactions in which nature provides restoration or in?icts stress, and transactions that are more mutual, such as the development of place attachment and identity and the impacts on and from important physical settings such as home, workplaces, schools, and public spaces. As people spend more time in virtual environments, online transactions are coming under increasing research attention. Every aspect of human existence occurs in one environment or another, and the transactions with and within them have important consequences both for people and their natural and built worlds. Environmental psychology matters.","DOI":"10.1146/annurev-psych-010213-115048","ISSN":"0066-4308, 1545-2085","language":"en","author":[{"family":"Gifford","given":"Robert"}],"issued":{"date-parts":[["2014",1,3]]}}},{"id":2086,"uris":[""],"uri":[""],"itemData":{"id":2086,"type":"article-journal","title":"Green Consumption: Behavior and Norms","container-title":"Annual Review of Environment and Resources","page":"195-228","volume":"35","issue":"1","source":"Annual Reviews","abstract":"Developing more environmentally sustainable consumption and production systems depends upon consumers' willingness to engage in “greener” consumption behaviors. Research efforts have sought to identify, analyze, and understand the “green consumer.” Initial marketing and economics research, focusing on purchasing activities, has been complemented by research from fields such as industrial ecology and sociology, providing a more holistic picture of green consumption as a process. Much of the research has focused on areas with the greatest environmental impacts, namely peoples' homes and household management, their food choices and behaviors, and their transport behaviors for work, leisure, and travel. The emerging picture of green consumption is of a process that is strongly influenced by consumer values, norms, and habits, yet is highly complex, diverse, and context dependent. There are opportunities for future research that provides greater interdisciplinarity and challenges our assumptions and expectations about consumption and the nature of the consumer society.","DOI":"10.1146/annurev-environ-032609-094328","shortTitle":"Green Consumption","author":[{"family":"Peattie","given":"Ken"}],"issued":{"date-parts":[["2010"]]}}},{"id":1920,"uris":[""],"uri":[""],"itemData":{"id":1920,"type":"article-journal","title":"Encouraging Pro-Environmental Behaviour: An Integrative Review and Research Agenda","container-title":"Journal of Environmental Psychology","page":"309–317","volume":"29","issue":"3","source":"Google Scholar","shortTitle":"Encouraging pro-environmental behaviour","author":[{"family":"Steg","given":"Linda"},{"family":"Vlek","given":"Charles"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Gifford 2014; Peattie 2010; Steg and Vlek 2009). The first intended contribution of the present work, then, is to outline a comprehensive framework to help both practitioners and researchers encourage sustainable consumer behavior. On the practitioner side, access to a broader framework (including all the major factors from the literature) will allow for the most effective interventions to be developed. Second, the unique, process-driven focus of our framework (as opposed to the intervention focus of previous work) ensures that as technologies and societies change, our framework can easily be applied to new situations. Thus, a key contribution is that we offer a comprehensive set of tools firms can use as they pursue their sustainability and strategic business goals. Third, undertaking a more complete review allowed us to delineate a broader set of challenges to sustainable consumer behavior change, which can inform both practitioners and researchers. We discuss these challenges—the self-other trade-off, the long time horizon, the requirement of collective action, the problem of abstractness, and the need to replace automatic with controlled processes—in the theoretical-contribution section of the manuscript. Finally, we use these challenges to sustainable consumer behavior change to introduce a set of novel theoretical propositions to guide further conceptual development and future research.Shifting Consumers to Behave SustainablyAt first glance, it might appear that the goals and assumptions of marketing are incompatible with the goals and assumptions of sustainability. Traditional marketing encourages growth, promotes an endless quest for satisfying needs and wants, and seems to view resources as ever abundant ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"6Qn2VZLr","properties":{"formattedCitation":"(Csikszentmihalyi 2000; Swim, Clayton, and Howard 2011)","plainCitation":"(Csikszentmihalyi 2000; Swim, Clayton, and Howard 2011)","noteIndex":0},"citationItems":[{"id":2675,"uris":[""],"uri":[""],"itemData":{"id":2675,"type":"article-journal","title":"The Costs and Benefits of Consuming","container-title":"Journal of Consumer Research","page":"267–272","volume":"27","issue":"2","source":"Google Scholar","author":[{"family":"Csikszentmihalyi","given":"Mihaly"}],"issued":{"date-parts":[["2000"]]}}},{"id":2696,"uris":[""],"uri":[""],"itemData":{"id":2696,"type":"article-journal","title":"Human Behavioral Contributions to Climate Change: Psychological and Contextual Drivers","container-title":"American Psychologist","page":"251","volume":"66","issue":"4","source":"Google Scholar","shortTitle":"Human behavioral contributions to climate change","author":[{"family":"Swim","given":"Janet K."},{"family":"Clayton","given":"Susan"},{"family":"Howard","given":"George S."}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Csikszentmihalyi 2000; Swim, Clayton, and Howard 2011). In contrast, a sustainability focus suggests that resources utilized can be renewed by mimicking the circular flows of resources in nature, and it respects the fact that capacity of both resources and the environment are limited ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"rNs5tlAP","properties":{"formattedCitation":"(McDonough and Braungart 2002; Mont and Heiskanen 2015)","plainCitation":"(McDonough and Braungart 2002; Mont and Heiskanen 2015)","noteIndex":0},"citationItems":[{"id":2700,"uris":[""],"uri":[""],"itemData":{"id":2700,"type":"article-journal","title":"Design for the Triple Top Line: New Tools for Sustainable Commerce","container-title":"Corporate Environmental Strategy","page":"251–258","volume":"9","issue":"3","source":"Google Scholar","shortTitle":"Design for the triple top line","author":[{"family":"McDonough","given":"William"},{"family":"Braungart","given":"Michael"}],"issued":{"date-parts":[["2002"]]}}},{"id":2698,"uris":[""],"uri":[""],"itemData":{"id":2698,"type":"chapter","title":"Breaking the Stalemate of Sustainable Consumption with Industrial Ecology and a Circular Economy","container-title":"Handbook of Research on Sustainable Consumption. L. Reisch and J. Th?gersen, eds. Cheltenham, U. K. Edward Elgar Publishing","page":"33–47","source":"Google Scholar","author":[{"family":"Mont","given":"Oksana"},{"family":"Heiskanen","given":"Eva"}],"issued":{"date-parts":[["2015"]]}}}],"schema":""} (McDonough and Braungart 2002; Mont and Heiskanen 2015). We argue that, because of this apparent contradiction, marketing and sustainability are inextricably intertwined. We further take the optimistic view that marketing and behavioral science have much to say about how we might influence consumption to be more sustainable. We review the literature and highlight ways in which consumers can be encouraged to behave more sustainably. Our review of the literature has led to the emergence of the acronym SHIFT, which reflects the importance of considering how Social influence, Habit formation, Individual self, Feelings and cognition, and Tangibility can be harnessed to encourage more sustainable consumer behaviors. The SHIFT framework can help address the “attitude-behavior gap” that is commonly observed in sustainability contexts. Although consumers report favorable attitudes towards pro-environmental behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1knfr9supa","properties":{"formattedCitation":"(Trudel and Cotte 2009)","plainCitation":"(Trudel and Cotte 2009)","noteIndex":0},"citationItems":[{"id":2126,"uris":[""],"uri":[""],"itemData":{"id":2126,"type":"article-journal","title":"Does It Pay to Be Good?","container-title":"MIT Sloan Management Review","page":"61","volume":"50","issue":"2","language":"nl","author":[{"family":"Trudel","given":"Remi"},{"family":"Cotte","given":"June"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Trudel and Cotte 2009), they often do not subsequently display sustainable actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"vMHHz988","properties":{"formattedCitation":"(Auger and Devinney 2007; Gatersleben, Steg, and Vlek 2002; Kollmuss and Agyeman 2002; Young et al. 2010)","plainCitation":"(Auger and Devinney 2007; Gatersleben, Steg, and Vlek 2002; Kollmuss and Agyeman 2002; Young et al. 2010)","noteIndex":0},"citationItems":[{"id":1934,"uris":[""],"uri":[""],"itemData":{"id":1934,"type":"article-journal","title":"Do What Consumers Say Matter? The Misalignment of Preferences with Unconstrained Ethical Intentions","container-title":"Journal of Business Ethics","page":"361–383","volume":"76","issue":"4","language":"en","author":[{"family":"Auger","given":"Pat"},{"family":"Devinney","given":"Timothy M."}],"issued":{"date-parts":[["2007"]]}}},{"id":3263,"uris":[""],"uri":[""],"itemData":{"id":3263,"type":"article-journal","title":"Measurement and determinants of environmentally significant consumer behavior","container-title":"Environment and behavior","page":"335–362","volume":"34","issue":"3","source":"Google Scholar","author":[{"family":"Gatersleben","given":"Birgitta"},{"family":"Steg","given":"Linda"},{"family":"Vlek","given":"Charles"}],"issued":{"date-parts":[["2002"]]}}},{"id":2705,"uris":[""],"uri":[""],"itemData":{"id":2705,"type":"article-journal","title":"Mind the Gap: Why Do People Act Environmentally and What Are the Barriers to Pro-Environmental Behavior?","container-title":"Environmental Education Research","page":"239–260","volume":"8","issue":"3","source":"Google Scholar","shortTitle":"Mind the gap","author":[{"family":"Kollmuss","given":"Anja"},{"family":"Agyeman","given":"Julian"}],"issued":{"date-parts":[["2002"]]}}},{"id":2708,"uris":[""],"uri":[""],"itemData":{"id":2708,"type":"article-journal","title":"Sustainable Consumption: Green Consumer Behaviour When Purchasing Products","container-title":"Sustainable Development","page":"20–31","volume":"18","issue":"1","source":"Google Scholar","shortTitle":"Sustainable consumption","author":[{"family":"Young","given":"William"},{"family":"Hwang","given":"Kumju"},{"family":"McDonald","given":"Seonaidh"},{"family":"Oates","given":"Caroline J."}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Auger and Devinney 2007; Gatersleben, Steg, and Vlek 2002; Kollmuss and Agyeman 2002; Young et al. 2010). This divide between what consumers say and do is arguably the biggest challenge for marketers, companies, public policy makers, and non-profit organizations aiming to promote sustainable consumption ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1g88fod1qi","properties":{"formattedCitation":"(Johnstone and Tan 2015; Prothero et al. 2011)","plainCitation":"(Johnstone and Tan 2015; Prothero et al. 2011)","noteIndex":0},"citationItems":[{"id":1927,"uris":[""],"uri":[""],"itemData":{"id":1927,"type":"article-journal","title":"Exploring the Gap Between Consumers' Green Rhetoric and Purchasing Behaviour","container-title":"Journal of Business Ethics","page":"311-328","volume":"132","issue":"2","source":"EBSCOhost","abstract":"Why do consumers who profess to be concerned about the environment choose not to buy greener products more regularly or even at all? This study explores how consumers' perceptions towards green products, consumers and consumption practices (termed green perceptions) contribute to our understanding of the discrepancy between green attitudes and behaviour. This study identified several barriers to ethical consumption behaviour within a green consumption context. Three key themes emerged from the study, 'it is too hard to be green', 'green stigma' and 'green reservations'. There is currently a perception, based on a number of factors, that it is too hard to be green, which creates a barrier to purchasing green products. Furthermore, some consumers were reluctant or resistant to participate in green consumption practices due to their unfavourable perceptions of green consumers and green messages. This article suggests that green perceptions may influence consumers' intention to purchase green products. Accordingly, it discusses the implications, and suggests avenues for future research.","DOI":"10.1007/s10551-014-2316-3","ISSN":"01674544","journalAbbreviation":"Journal of Business Ethics","author":[{"family":"Johnstone","given":"Micael-Lee"},{"family":"Tan","given":"Lay"}],"issued":{"date-parts":[["2015",12,8]]}}},{"id":2153,"uris":[""],"uri":[""],"itemData":{"id":2153,"type":"article-journal","title":"Sustainable Consumption: Opportunities for Consumer Research and Public Policy,","container-title":"Journal of Public Policy & Marketing","page":"31–38","volume":"30","issue":"1","language":"en","author":[{"family":"Prothero","given":"Andrea"},{"family":"Dobscha","given":"Susan"},{"family":"Freund","given":"Jim"},{"family":"Kilbourne","given":"William E."},{"family":"Luchs","given":"Michael G."},{"family":"Ozanne","given":"Lucie K."},{"family":"Th?gersen","given":"John"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Johnstone and Tan 2015; Prothero et al. 2011). Thus, while consumer demand for sustainable options is certainly on the rise ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a18rqn6apf0","properties":{"formattedCitation":"(Gershoff and Frels 2014)","plainCitation":"(Gershoff and Frels 2014)","noteIndex":0},"citationItems":[{"id":1925,"uris":[""],"uri":[""],"itemData":{"id":1925,"type":"article-journal","title":"What Makes It Green? The Role of Centrality of Green Attributes in Evaluations of the Greenness of Products","container-title":"Journal of Marketing","page":"97-110","volume":"79","issue":"1","source":"journals. (Atypon)","abstract":"An increasing body of research addresses consumers' green product purchasing behavior, and yet little work has examined how consumers form perceptions of the greenness of products in the first place. Drawing on theories of attribute centrality (the degree to which an attribute is integral in defining an object), the authors argue that products with identical environmental benefits will be judged more or less green depending on whether the benefit stems from a central versus a peripheral attribute. They present four studies that support the hypotheses and explore factors that influence the effect of central attributes, including product category membership and integration of the green attribute with other elements of the product. They include controls for firm motivations and importance of the attribute to the individual consumer. The authors conclude the article with managerial and public policy implications, such as advice for firms on where to make green investments for maximum consumer impact and insight for public policy makers on the need for consumer assistance in objectively evaluating products with identical environmental benefits that achieve those benefits in different ways.","DOI":"10.1509/jm.13.0303","ISSN":"0022-2429","shortTitle":"What Makes It Green?","journalAbbreviation":"Journal of Marketing","author":[{"family":"Gershoff","given":"Andrew D."},{"family":"Frels","given":"Judy K."}],"issued":{"date-parts":[["2014",10,24]]}}}],"schema":""} (Gershoff and Frels 2014)—for example, 66% of consumers (73% of millennials) worldwide report being willing to pay extra for sustainable offerings ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"aqje2f3slt","properties":{"formattedCitation":"(Nielson 2015)","plainCitation":"(Nielson 2015)","noteIndex":0},"citationItems":[{"id":2711,"uris":[""],"uri":[""],"itemData":{"id":2711,"type":"webpage","title":"Consumer-Goods' Brands That Demonstrate Commitment to Sustainability Outperform Those That Don’t","abstract":"66% of Global Consumers Say They’re Willing to Pay More for Sustainable Brands—Up 55% From 2014. 73% of Global Millennials Are Willing to Pay Extra for Sustainable Offerings—Up...","URL":"","author":[{"family":"Nielson","given":""}],"issued":{"date-parts":[["2015",10,12]]},"accessed":{"date-parts":[["2018",1,7]]}}}],"schema":""} (Nielson 2015)—there is room to further encourage and support sustainable consumer behaviors. We define sustainable consumer behavior as actions that result in decreases in adverse environmental impacts, as well as decreased utilization of natural resources across the lifecycle of the product, behavior, or service. While we focus on environmental sustainability we note that, consistent with a holistic approach to sustainability ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Q5MUerhF","properties":{"formattedCitation":"(Norman and MacDonald 2004)","plainCitation":"(Norman and MacDonald 2004)","noteIndex":0},"citationItems":[{"id":2713,"uris":[""],"uri":[""],"itemData":{"id":2713,"type":"article-journal","title":"Getting to the Bottom of “Triple Bottom Line”","container-title":"Business Ethics Quarterly","page":"243–262","volume":"14","issue":"2","source":"Google Scholar","author":[{"family":"Norman","given":"Wayne"},{"family":"MacDonald","given":"Chris"}],"issued":{"date-parts":[["2004"]]}}}],"schema":""} (Norman and MacDonald 2004), improving environmental sustainability can result in both social and economic advances ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"M9J0ZGAa","properties":{"formattedCitation":"(Chernev and Blair 2015; Savitz and Weber 2013)","plainCitation":"(Chernev and Blair 2015; Savitz and Weber 2013)","noteIndex":0},"citationItems":[{"id":1924,"uris":[""],"uri":[""],"itemData":{"id":1924,"type":"article-journal","title":"Doing Well by Doing Good: The Benevolent Halo of Corporate Social Responsibility","container-title":"Journal of Consumer Research","page":"1412-1425","volume":"41","issue":"6","source":"academic.","abstract":"Corporate social responsibility is commonly viewed solely as a tool for enhancing company reputations and engendering goodwill among customers. In contrast, this research shows that the impact of corporate social responsibility can extend beyond public relations and customer goodwill to influence the way consumers evaluate a company’s products. Specifically, this research documents that acts of social goodwill—even when they are unrelated to the company’s core business, as in the case of charitable giving—can alter product perceptions, such that products of companies engaged in prosocial activities are perceived as performing better. More important, the data show that inferences drawn from a company’s prosocial actions are strong enough to alter the product evaluations even when consumers can directly observe and experience the product. The data further show that this effect is a function of the moral undertone of the company’s motivation for engaging in socially responsible behavior and is attenuated when consumers believe that the company’s behavior is driven by self-interest rather than by benevolence. By documenting that social goodwill can benefit consumer perceptions of product performance, these findings show that doing good can indeed translate into doing well.","DOI":"10.1086/680089","ISSN":"0093-5301","shortTitle":"Doing Well by Doing Good","journalAbbreviation":"J Consum Res","author":[{"family":"Chernev","given":"Alexander"},{"family":"Blair","given":"Sean"}],"issued":{"date-parts":[["2015",4,1]]}}},{"id":2075,"uris":[""],"uri":[""],"itemData":{"id":2075,"type":"book","title":"The Triple Bottom Line: How Today's Best-Run Companies Are Achieving Economic, Social and Environmental Success-and How You Can Too","publisher":"John Wiley & Sons","publisher-place":"San Francisco, CA","source":"Google Scholar","event-place":"San Francisco, CA","shortTitle":"The triple bottom line","author":[{"family":"Savitz","given":"Andrew"},{"family":"Weber","given":"Karl"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Chernev and Blair 2015; Savitz and Weber 2013). We examine the process of consumption including information search, decision making, product or behavior adoption, product usage, as well as disposal in ways that allow for more sustainable outcomes. Thus, sustainable consumer behaviors could include voluntarily reducing or simplifying one’s consumption in the first place ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"p2svtiGx","properties":{"formattedCitation":"(Leonard-Barton 1981; McDonald et al. 2006)","plainCitation":"(Leonard-Barton 1981; McDonald et al. 2006)","noteIndex":0},"citationItems":[{"id":2173,"uris":[""],"uri":[""],"itemData":{"id":2173,"type":"article-journal","title":"Voluntary Simplicity Lifestyles and Energy Conservation","container-title":"Journal of Consumer Research","page":"243–252","volume":"8","issue":"3","language":"en","author":[{"family":"Leonard-Barton","given":"Dorothy"}],"issued":{"date-parts":[["1981"]]}}},{"id":2715,"uris":[""],"uri":[""],"itemData":{"id":2715,"type":"article-journal","title":"Toward Sustainable Consumption: Researching Voluntary Simplifiers","container-title":"Psychology & Marketing","page":"515–534","volume":"23","issue":"6","source":"Google Scholar","shortTitle":"Toward sustainable consumption","author":[{"family":"McDonald","given":"Seonaidh"},{"family":"Oates","given":"Caroline J."},{"family":"Young","given":"C. William"},{"family":"Hwang","given":"Kumju"}],"issued":{"date-parts":[["2006"]]}}}],"schema":""} (Leonard-Barton 1981; McDonald et al. 2006), choosing products with sustainable sourcing, production, and features ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a9bk9v9sac","properties":{"formattedCitation":"(Luchs, Brower, and Chitturi 2012; Pickett-Baker and Ozaki 2008)","plainCitation":"(Luchs, Brower, and Chitturi 2012; Pickett-Baker and Ozaki 2008)","noteIndex":0},"citationItems":[{"id":2723,"uris":[""],"uri":[""],"itemData":{"id":2723,"type":"article-journal","title":"Product Choice and the Importance of Aesthetic Design Given the Emotion-Laden Trade-Off Between Sustainability and Functional Performance","container-title":"Journal of Product Innovation Management","page":"903–916","volume":"29","issue":"6","source":"Google Scholar","author":[{"family":"Luchs","given":"Michael G."},{"family":"Brower","given":"Jacob"},{"family":"Chitturi","given":"Ravindra"}],"issued":{"date-parts":[["2012"]]}}},{"id":2721,"uris":[""],"uri":[""],"itemData":{"id":2721,"type":"article-journal","title":"Pro-Environmental Products: Marketing Influence on Consumer Purchase Decision","container-title":"Journal of Consumer Marketing","page":"281–293","volume":"25","issue":"5","source":"Google Scholar","shortTitle":"Pro-environmental products","author":[{"family":"Pickett-Baker","given":"Josephine"},{"family":"Ozaki","given":"Ritsuko"}],"issued":{"date-parts":[["2008"]]}}}],"schema":""} (Luchs, Brower, and Chitturi 2012; Pickett-Baker and Ozaki 2008), conserving resources such as energy and water during product use ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a29lsu1l9ji","properties":{"formattedCitation":"(Lin and Chang 2012)","plainCitation":"(Lin and Chang 2012)","noteIndex":0},"citationItems":[{"id":1922,"uris":[""],"uri":[""],"itemData":{"id":1922,"type":"article-journal","title":"Double Standard: The Role of Environmental Consciousness in Green Product Usage","container-title":"Journal of Marketing","page":"125-134","volume":"76","issue":"5","source":"journals. (Atypon)","abstract":"The results from three studies suggest that consumers' perceptions of product effectiveness are critical in determining the amount of a product they choose to use in a given instance. In general, consumers consider green, or environmentally friendly, products to be less effective than regular products; therefore, consumers increase the amount of the green product they use to make up for the perceived inferiority. Notably, this pattern of green versus regular product usage is more pronounced among consumers who are environmentally conscious. When the perceived effectiveness of a green product is boosted by a credible endorsement, the discrepancy between green and regular product usage disappears.","DOI":"10.1509/jm.11.0264","ISSN":"0022-2429","shortTitle":"Double Standard","journalAbbreviation":"Journal of Marketing","author":[{"family":"Lin","given":"Ying-Ching"},{"family":"Chang","given":"Chiu-chi Angela"}],"issued":{"date-parts":[["2012",9,1]]}}}],"schema":""} (Lin and Chang 2012), and more sustainable modes of product disposal ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1389cfrh0t","properties":{"formattedCitation":"(White and Simpson 2013)","plainCitation":"(White and Simpson 2013)","noteIndex":0},"citationItems":[{"id":1787,"uris":[""],"uri":[""],"itemData":{"id":1787,"type":"article-journal","title":"When Do (and Don't) Normative Appeals Influence Sustainable Consumer Behaviors?","container-title":"Journal of Marketing","page":"78–95","volume":"77","issue":"2","source":"Google Scholar","author":[{"family":"White","given":"Katherine"},{"family":"Simpson","given":"Bonnie"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (White and Simpson 2013). Unlike typical consumer decision-making, which classically focuses on maximizing immediate benefits for the self, sustainable choices involve longer-term benefits to other people and the natural world. While broader marketing strategies can be useful in this domain, marketers also need a unique set of tools to promote sustainability. We endeavor to outline the key drivers of sustainable consumption with one comprehensive framework. Our review of existing literature on sustainable consumption began with an initial selection of top marketing journals: Journal of Marketing, Journal of Marketing Research, Journal of Consumer Psychology, and Journal of Consumer Research. These behavioral marketing and consumer behavior journals are the most highly regarded in the field, with high impact factors (above 3.0), and they are all featured on the Financial Times Top 50 list. Using this set of journals, we conducted a literature search using specific keywords on Web of Science. The keywords included: sustainab* or ecolog* or green or environment* or eco-friendly and consum* or behavi* or choice or usage or adopt* or disposal. This set of papers was then read and grouped into themes, which formed the five factors in the SHIFT framework. We used these five categories because they emerged in our initial review as being the most frequently occurring concepts, and because they allowed us to summarize the literature on sustainable behavior change in an inclusive manner. In order to extend our review, we then searched the literature more broadly by using our first set of search terms and then replacing the third search word with more specific labels that were relevant to our five themes. We refined our search to include Behavioral Sciences, Business, Psychology Multidisciplinary, Economics, and Management journals. For example, for the first section on social influence we searched “social influence” and “norms.” Based on this, additional articles were identified in peer-reviewed academic journals in marketing, psychology, and economics. These articles were read and reviewed in terms of quality and relevance, which were determined via consensus among the authors before inclusion in our analysis. Our review identifies a set of 320 articles, some of which are used to frame the introduction (n = 40) and the rest represent the SHIFT factors (n = 280). Next, we discuss the five identified routes to sustainable consumer behavior change (refer to Web Appendix G for a summary of articles representing our SHIFT factors).THE SHIFT FRAMEWORKSocial InfluenceThe first route to influencing sustainable consumer behaviors is social influence. Consumers are often impacted by the presence, behaviors, and expectations of others. Social factors are one of the most influential factors in terms of effecting sustainable consumer behavior change ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a26i4iuubqm","properties":{"formattedCitation":"(Abrahamse and Steg 2013)","plainCitation":"(Abrahamse and Steg 2013)","noteIndex":0},"citationItems":[{"id":2964,"uris":[""],"uri":[""],"itemData":{"id":2964,"type":"article-journal","title":"Social Influence Approaches to Encourage Resource Conservation: A Meta-Analysis","container-title":"Global Environmental Change","page":"1773–1785","volume":"23","issue":"6","source":"Google Scholar","shortTitle":"Social influence approaches to encourage resource conservation","author":[{"family":"Abrahamse","given":"Wokje"},{"family":"Steg","given":"Linda"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Abrahamse and Steg 2013). We examine how three different facets of social influence—social norms, social identities, and social desirability—can shift consumers to be more sustainable.Social norms. Social norms, or beliefs about what is socially appropriate and approved of in a given context, can have a powerful influence on sustainable consumer behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"E16j9Qmg","properties":{"formattedCitation":"(Cialdini et al. 2006; Peattie 2010)","plainCitation":"(Cialdini et al. 2006; Peattie 2010)","noteIndex":0},"citationItems":[{"id":2108,"uris":[""],"uri":[""],"itemData":{"id":2108,"type":"article-journal","title":"Managing Social Norms for Persuasive Impact","container-title":"Social Influence","page":"3–15","volume":"1","issue":"1","source":"Google Scholar","author":[{"family":"Cialdini","given":"Robert B."},{"family":"Demaine","given":"Linda J."},{"family":"Sagarin","given":"Brad J."},{"family":"Barrett","given":"Daniel W."},{"family":"Rhoads","given":"Kelton"},{"family":"Winter","given":"Patricia L."}],"issued":{"date-parts":[["2006"]]}}},{"id":2086,"uris":[""],"uri":[""],"itemData":{"id":2086,"type":"article-journal","title":"Green Consumption: Behavior and Norms","container-title":"Annual Review of Environment and Resources","page":"195-228","volume":"35","issue":"1","source":"Annual Reviews","abstract":"Developing more environmentally sustainable consumption and production systems depends upon consumers' willingness to engage in “greener” consumption behaviors. Research efforts have sought to identify, analyze, and understand the “green consumer.” Initial marketing and economics research, focusing on purchasing activities, has been complemented by research from fields such as industrial ecology and sociology, providing a more holistic picture of green consumption as a process. Much of the research has focused on areas with the greatest environmental impacts, namely peoples' homes and household management, their food choices and behaviors, and their transport behaviors for work, leisure, and travel. The emerging picture of green consumption is of a process that is strongly influenced by consumer values, norms, and habits, yet is highly complex, diverse, and context dependent. There are opportunities for future research that provides greater interdisciplinarity and challenges our assumptions and expectations about consumption and the nature of the consumer society.","DOI":"10.1146/annurev-environ-032609-094328","shortTitle":"Green Consumption","author":[{"family":"Peattie","given":"Ken"}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Cialdini et al. 2006; Peattie 2010). Social norms predict behaviors such as avoiding littering ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"v5B2l5JE","properties":{"formattedCitation":"(Cialdini, Reno, and Kallgren 1990)","plainCitation":"(Cialdini, Reno, and Kallgren 1990)","noteIndex":0},"citationItems":[{"id":2107,"uris":[""],"uri":[""],"itemData":{"id":2107,"type":"article-journal","title":"A Focus Theory of Normative Conduct: Recycling the Concept of Norms to Reduce Littering in Public Places","container-title":"Journal of Personality and Social Psychology","page":"1015","volume":"58","issue":"6","source":"Google Scholar","shortTitle":"A focus theory of normative conduct","author":[{"family":"Cialdini","given":"Robert B."},{"family":"Reno","given":"Raymond R."},{"family":"Kallgren","given":"Carl A."}],"issued":{"date-parts":[["1990"]]}}}],"schema":""} (Cialdini, Reno, and Kallgren 1990), composting and recycling ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"rKSJCuIU","properties":{"formattedCitation":"(Oskamp et al. 1991; White and Simpson 2013)","plainCitation":"(Oskamp et al. 1991; White and Simpson 2013)","noteIndex":0},"citationItems":[{"id":2978,"uris":[""],"uri":[""],"itemData":{"id":2978,"type":"article-journal","title":"Factors Influencing Household Recycling Behavior","container-title":"Environment and Behavior","page":"494–519","volume":"23","issue":"4","source":"Google Scholar","author":[{"family":"Oskamp","given":"Stuart"},{"family":"Harrington","given":"Maura J."},{"family":"Edwards","given":"Todd C."},{"family":"Sherwood","given":"Deborah L."},{"family":"Okuda","given":"Shawn M."},{"family":"Swanson","given":"Deborah C."}],"issued":{"date-parts":[["1991"]]}}},{"id":1787,"uris":[""],"uri":[""],"itemData":{"id":1787,"type":"article-journal","title":"When Do (and Don't) Normative Appeals Influence Sustainable Consumer Behaviors?","container-title":"Journal of Marketing","page":"78–95","volume":"77","issue":"2","source":"Google Scholar","author":[{"family":"White","given":"Katherine"},{"family":"Simpson","given":"Bonnie"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Oskamp et al. 1991; White and Simpson 2013), conserving energy ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"s3TpPRgO","properties":{"formattedCitation":"(Dwyer, Maki, and Rothman 2015; Goldstein, Cialdini, and Griskevicius 2008; Jachimowicz et al. 2018; Schultz et al. 2007)","plainCitation":"(Dwyer, Maki, and Rothman 2015; Goldstein, Cialdini, and Griskevicius 2008; Jachimowicz et al. 2018; Schultz et al. 2007)","noteIndex":0},"citationItems":[{"id":1942,"uris":[""],"uri":[""],"itemData":{"id":1942,"type":"article-journal","title":"Promoting Energy Conservation Behavior in Public Settings: The Influence of Social Norms and Personal Responsibility","container-title":"Journal of Environmental Psychology","page":"30–34","volume":"41","source":"Google Scholar","shortTitle":"Promoting energy conservation behavior in public settings","author":[{"family":"Dwyer","given":"Patrick C."},{"family":"Maki","given":"Alexander"},{"family":"Rothman","given":"Alexander J."}],"issued":{"date-parts":[["2015"]]}}},{"id":2199,"uris":[""],"uri":[""],"itemData":{"id":2199,"type":"article-journal","title":"A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels,","container-title":"Journal of Consumer Research","page":"472–82","volume":"35","issue":"3","language":"en","author":[{"family":"Goldstein","given":"Noah J."},{"family":"Cialdini","given":"Robert B."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2008"]]}}},{"id":3365,"uris":[""],"uri":[""],"itemData":{"id":3365,"type":"article-journal","title":"The critical role of second-order normative beliefs in predicting energy conservation","container-title":"Nature Human Behaviour","page":"757","volume":"2","issue":"10","source":"","abstract":"Analyses of data from 211 independent, randomized controlled trials (N?=?16,198,595) show that second-order normative beliefs—community members’ belief that saving energy helps the environment—play a critical role in promoting energy conservation.","DOI":"10.1038/s41562-018-0434-0","ISSN":"2397-3374","language":"En","author":[{"family":"Jachimowicz","given":"Jon M."},{"family":"Hauser","given":"Oliver P."},{"family":"O’Brien","given":"Julia D."},{"family":"Sherman","given":"Erin"},{"family":"Galinsky","given":"Adam D."}],"issued":{"date-parts":[["2018",10]]}}},{"id":2083,"uris":[""],"uri":[""],"itemData":{"id":2083,"type":"article-journal","title":"The Constructive, Destructive, and Reconstructive Power of Social Norms","container-title":"Psychological Science","page":"429-434","volume":"18","issue":"5","source":"SAGE Journals","abstract":"Despite a long tradition of effectiveness in laboratory tests, normative messages have had mixed success in changing behavior in field contexts, with some studies showing boomerang effects. To test a theoretical account of this inconsistency, we conducted a field experiment in which normative messages were used to promote household energy conservation. As predicted, a descriptive normative message detailing average neighborhood usage produced either desirable energy savings or the undesirable boomerang effect, depending on whether households were already consuming at a low or high rate. Also as predicted, adding an injunctive message (conveying social approval or disapproval) eliminated the boomerang effect. The results offer an explanation for the mixed success of persuasive appeals based on social norms and suggest how such appeals should be properly crafted.","DOI":"10.1111/j.1467-9280.2007.01917.x","ISSN":"0956-7976","journalAbbreviation":"Psychol Sci","language":"en","author":[{"family":"Schultz","given":"P. Wesley"},{"family":"Nolan","given":"Jessica M."},{"family":"Cialdini","given":"Robert B."},{"family":"Goldstein","given":"Noah J."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2007",5,1]]}}}],"schema":""} (Dwyer, Maki, and Rothman 2015; Goldstein, Cialdini, and Griskevicius 2008; Jachimowicz et al. 2018; Schultz et al. 2007), choosing sustainably sourced food ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a2i0daa4dmi","properties":{"formattedCitation":"(Dowd and Burke 2013)","plainCitation":"(Dowd and Burke 2013)","noteIndex":0},"citationItems":[{"id":2213,"uris":[""],"uri":[""],"itemData":{"id":2213,"type":"article-journal","title":"The In?uence of Ethical Values and Food Choice Motivations on Intentions to Purchase Sustainably Sourced Foods","container-title":"Appetite","page":"137–144","volume":"69","language":"en","author":[{"family":"Dowd","given":"Kylie"},{"family":"Burke","given":"Karena J."}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Dowd and Burke 2013), selecting eco-friendly transportation ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a175gtp4430","properties":{"formattedCitation":"(Harland, Staats, and Wilke 1999)","plainCitation":"(Harland, Staats, and Wilke 1999)","noteIndex":0},"citationItems":[{"id":2189,"uris":[""],"uri":[""],"itemData":{"id":2189,"type":"article-journal","title":"Explaining Proenvironmental Intention and Behavior by Personal Norms and the Theory of Planned Behavior","container-title":"Journal of Applied Social Psychology","page":"2505–2528","volume":"29","issue":"12","language":"en","author":[{"family":"Harland","given":"Paul"},{"family":"Staats","given":"Henk"},{"family":"Wilke","given":"Henk A.M."}],"issued":{"date-parts":[["1999"]]}}}],"schema":""} (Harland, Staats, and Wilke 1999), choosing green hotels ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1aqc1j2v0h","properties":{"formattedCitation":"(Teng, Wu, and Liu 2015)","plainCitation":"(Teng, Wu, and Liu 2015)","noteIndex":0},"citationItems":[{"id":2130,"uris":[""],"uri":[""],"itemData":{"id":2130,"type":"article-journal","title":"Integrating Altruism and the Theory of Planned Behavior to Predict Patronage Intention of a Green Hotel","container-title":"Journal of Hospitality & Tourism Research","page":"299–315","volume":"39","issue":"3","language":"en","author":[{"family":"Teng","given":"Yi-Man"},{"family":"Wu","given":"Kun-Shan"},{"family":"Liu","given":"Hsiao-Hui"}],"issued":{"date-parts":[["2015"]]}}}],"schema":""} (Teng, Wu, and Liu 2015), and opting for solar panels ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1eth3rh1ff","properties":{"formattedCitation":"(Bollinger and Gillingham 2012)","plainCitation":"(Bollinger and Gillingham 2012)","noteIndex":0},"citationItems":[{"id":2229,"uris":[""],"uri":[""],"itemData":{"id":2229,"type":"article-journal","title":"Peer Effects in the Diffusion of Solar Photovoltaic Panels","container-title":"Marketing Science","page":"900–912","volume":"31","language":"en","author":[{"family":"Bollinger","given":"Bryan"},{"family":"Gillingham","given":"Kenneth"}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Bollinger and Gillingham 2012). The Theory of Planned Behavior suggests that, along with subjective norms, attitudes and perceived behavioral control shape intentions, which predict behavior. This framework has been applied to sustainable behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"bcPKJFm6","properties":{"formattedCitation":"(Han and Stoel 2017; Heath and Gifford 2002)","plainCitation":"(Han and Stoel 2017; Heath and Gifford 2002)","noteIndex":0},"citationItems":[{"id":2099,"uris":[""],"uri":[""],"itemData":{"id":2099,"type":"article-journal","title":"Explaining Socially Responsible Consumer Behavior: A Meta-Analytic Review of Theory of Planned Behavior","container-title":"Journal of International Consumer Marketing","page":"91–103","volume":"29","issue":"2","source":"Google Scholar","shortTitle":"Explaining Socially Responsible Consumer Behavior","author":[{"family":"Han","given":"Tae-Im"},{"family":"Stoel","given":"Leslie"}],"issued":{"date-parts":[["2017"]]}}},{"id":2187,"uris":[""],"uri":[""],"itemData":{"id":2187,"type":"article-journal","title":"Extending the Theory of Planned Behavior: Predicting the Use of Public Transportation,","container-title":"Journal of Applied Social Psychology","page":"2154–2189","volume":"32","issue":"10","language":"en","author":[{"family":"Heath","given":"Yuko"},{"family":"Gifford","given":"Robert"}],"issued":{"date-parts":[["2002"]]}}}],"schema":""} (Han and Stoel 2017; Heath and Gifford 2002). Cialdini and his colleagues use the term descriptive norm to refer to information about what other people are doing or commonly do ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"uYB0560p","properties":{"formattedCitation":"(Cialdini et al. 1990; Reno, Cialdini, and Kallgren 1993)","plainCitation":"(Cialdini et al. 1990; Reno, Cialdini, and Kallgren 1993)","noteIndex":0},"citationItems":[{"id":2107,"uris":[""],"uri":[""],"itemData":{"id":2107,"type":"article-journal","title":"A Focus Theory of Normative Conduct: Recycling the Concept of Norms to Reduce Littering in Public Places","container-title":"Journal of Personality and Social Psychology","page":"1015","volume":"58","issue":"6","source":"Google Scholar","shortTitle":"A focus theory of normative conduct","author":[{"family":"Cialdini","given":"Robert B."},{"family":"Reno","given":"Raymond R."},{"family":"Kallgren","given":"Carl A."}],"issued":{"date-parts":[["1990"]]}}},{"id":2762,"uris":[""],"uri":[""],"itemData":{"id":2762,"type":"article-journal","title":"The Transsituational Influence of Social Norms.","container-title":"Journal of Personality and Social Psychology","page":"104","volume":"64","issue":"1","source":"Google Scholar","author":[{"family":"Reno","given":"Raymond R."},{"family":"Cialdini","given":"Robert B."},{"family":"Kallgren","given":"Carl A."}],"issued":{"date-parts":[["1993"]]}}}],"schema":""} (Cialdini et al. 1990; Reno, Cialdini, and Kallgren 1993). Descriptive norms can be stronger predictors of sustainable consumer behaviors than other factors such as self-interest, and people tend to underestimate how influential such norms can be ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"vwSYizTp","properties":{"formattedCitation":"(Nolan et al. 2008)","plainCitation":"(Nolan et al. 2008)","noteIndex":0},"citationItems":[{"id":2166,"uris":[""],"uri":[""],"itemData":{"id":2166,"type":"article-journal","title":"Normative Social Influence Is Underdetected","container-title":"Personality and Social Psychology Bulletin","page":"913–923","volume":"34","issue":"7","language":"es","author":[{"family":"Nolan","given":"Jessica M."},{"family":"Schultz","given":"P.Wesley"},{"family":"Cialdini","given":"Robert B."},{"family":"Goldstein","given":"Noah J."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2008"]]}}}],"schema":""} (Nolan et al. 2008). Descriptive norms are most effective when combined with reference to similar contexts ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"pAThaAnJ","properties":{"formattedCitation":"(Fornara et al. 2011)","plainCitation":"(Fornara et al. 2011)","noteIndex":0},"citationItems":[{"id":1980,"uris":[""],"uri":[""],"itemData":{"id":1980,"type":"article-journal","title":"Distinguishing the Sources of Normative Influence on Proenvironmental Behaviors: The Role of Local Norms in Household Waste Recycling","container-title":"Group Processes & Intergroup Relations","page":"623–635","volume":"14","issue":"5","source":"Google Scholar","shortTitle":"Distinguishing the sources of normative influence on proenvironmental behaviors","author":[{"family":"Fornara","given":"Ferdinando"},{"family":"Carrus","given":"Giuseppe"},{"family":"Passafaro","given":"Paola"},{"family":"Bonnes","given":"Mirilia"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Fornara et al. 2011). In one example, descriptive norms communicating that others were taking part in a hotel energy-conservation program were more effective than a traditional environmental message, especially when the message referred to the same hotel room as the guest’s ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1jfdun35sv","properties":{"formattedCitation":"(Goldstein et al. 2008)","plainCitation":"(Goldstein et al. 2008)","noteIndex":0},"citationItems":[{"id":2199,"uris":[""],"uri":[""],"itemData":{"id":2199,"type":"article-journal","title":"A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels,","container-title":"Journal of Consumer Research","page":"472–82","volume":"35","issue":"3","language":"en","author":[{"family":"Goldstein","given":"Noah J."},{"family":"Cialdini","given":"Robert B."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2008"]]}}}],"schema":""} (Goldstein et al. 2008). Although descriptive norms are often very influential, if the majority of people are not engaging in the desired sustainable behavior, highlighting a descriptive norm might unintentionally lead to decreases in the desired action ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"86EAGYbX","properties":{"formattedCitation":"(Cialdini 2003; Schultz et al. 2007)","plainCitation":"(Cialdini 2003; Schultz et al. 2007)","noteIndex":0},"citationItems":[{"id":2217,"uris":[""],"uri":[""],"itemData":{"id":2217,"type":"article-journal","title":"Crafting Normative Messages to Protect the Environment","container-title":"Current Directions in Psychological Science","page":"105–109","volume":"12","issue":"4","language":"en","author":[{"family":"Cialdini","given":"Robert B."}],"issued":{"date-parts":[["2003"]]}}},{"id":2083,"uris":[""],"uri":[""],"itemData":{"id":2083,"type":"article-journal","title":"The Constructive, Destructive, and Reconstructive Power of Social Norms","container-title":"Psychological Science","page":"429-434","volume":"18","issue":"5","source":"SAGE Journals","abstract":"Despite a long tradition of effectiveness in laboratory tests, normative messages have had mixed success in changing behavior in field contexts, with some studies showing boomerang effects. To test a theoretical account of this inconsistency, we conducted a field experiment in which normative messages were used to promote household energy conservation. As predicted, a descriptive normative message detailing average neighborhood usage produced either desirable energy savings or the undesirable boomerang effect, depending on whether households were already consuming at a low or high rate. Also as predicted, adding an injunctive message (conveying social approval or disapproval) eliminated the boomerang effect. The results offer an explanation for the mixed success of persuasive appeals based on social norms and suggest how such appeals should be properly crafted.","DOI":"10.1111/j.1467-9280.2007.01917.x","ISSN":"0956-7976","journalAbbreviation":"Psychol Sci","language":"en","author":[{"family":"Schultz","given":"P. Wesley"},{"family":"Nolan","given":"Jessica M."},{"family":"Cialdini","given":"Robert B."},{"family":"Goldstein","given":"Noah J."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2007",5,1]]}}}],"schema":""} (Cialdini 2003; Schultz et al. 2007). One field study sheds light on an exception to this: When community organizers themselves installed (vs. did not install) solar panels on their homes (a behavior that reflects low norms), they were able to recruit 62.8% more residents to do the same ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"PJT2t66r","properties":{"formattedCitation":"(Kraft-Todd et al. 2018)","plainCitation":"(Kraft-Todd et al. 2018)","noteIndex":0},"citationItems":[{"id":3354,"uris":[""],"uri":[""],"itemData":{"id":3354,"type":"article-journal","title":"Credibility-enhancing displays promote the provision of non-normative public goods","container-title":"Nature","abstract":"Promoting the adoption of public goods that are not yet widely accepted is particularly challenging. This is because most tools for increasing cooperation—such as reputation concerns1 and information about social norms2—are typically effective only for behaviours that are commonly practiced, or at least generally agreed upon as being desirable. Here we examine how advocates can successfully promote non-normative (that is, rare or unpopular) public goods. We do so by applying the cultural evolutionary theory of credibility-enhancing displays3, which argues that beliefs are spread more effectively by actions than by words alone—because actions provide information about the actor’s true beliefs. Based on this logic, people who themselves?engage in a given behaviour will be more effective advocates for that behaviour than people who merely extol its virtues—specifically because engaging in a behaviour credibly signals a belief in its value. As predicted, a field study of a programme that promotes residential solar panel installation in 58 towns in the United States—comprising 1.4 million residents in total—found that community organizers who themselves installed through the programme recruited 62.8% more residents to install solar panels than community organizers who did not. This effect was replicated in three pre-registered randomized survey experiments (total n?=?1,805). These experiments also support the theoretical prediction that this effect is specifically driven by subjects’ beliefs about what the community organizer believes about solar panels (that is, second-order beliefs), and demonstrate generalizability to four other highly non-normative behaviours. Our findings shed light on how to spread non-normative prosocial behaviours, offer an empirical demonstration of credibility-enhancing displays and have substantial implications for practitioners and policy-makers.","URL":"","DOI":"10.1038/s41586-018-0647-4","ISSN":"1476-4687","journalAbbreviation":"Nature","author":[{"family":"Kraft-Todd","given":"Gordon T."},{"family":"Bollinger","given":"Bryan"},{"family":"Gillingham","given":"Kenneth"},{"family":"Lamp","given":"Stefan"},{"family":"Rand","given":"David G."}],"issued":{"date-parts":[["2018",10,24]]}}}],"schema":""} (Kraft-Todd et al. 2018).On the other hand, injunctive norms convey what is perceived as approved (or disapproved) of by other people and can thereby influence sustainable behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"cjafpM4O","properties":{"formattedCitation":"(Jachimowicz et al. 2018; Reno et al. 1993; Schultz et al. 2007)","plainCitation":"(Jachimowicz et al. 2018; Reno et al. 1993; Schultz et al. 2007)","noteIndex":0},"citationItems":[{"id":3365,"uris":[""],"uri":[""],"itemData":{"id":3365,"type":"article-journal","title":"The critical role of second-order normative beliefs in predicting energy conservation","container-title":"Nature Human Behaviour","page":"757","volume":"2","issue":"10","source":"","abstract":"Analyses of data from 211 independent, randomized controlled trials (N?=?16,198,595) show that second-order normative beliefs—community members’ belief that saving energy helps the environment—play a critical role in promoting energy conservation.","DOI":"10.1038/s41562-018-0434-0","ISSN":"2397-3374","language":"En","author":[{"family":"Jachimowicz","given":"Jon M."},{"family":"Hauser","given":"Oliver P."},{"family":"O’Brien","given":"Julia D."},{"family":"Sherman","given":"Erin"},{"family":"Galinsky","given":"Adam D."}],"issued":{"date-parts":[["2018",10]]}}},{"id":2762,"uris":[""],"uri":[""],"itemData":{"id":2762,"type":"article-journal","title":"The Transsituational Influence of Social Norms.","container-title":"Journal of Personality and Social Psychology","page":"104","volume":"64","issue":"1","source":"Google Scholar","author":[{"family":"Reno","given":"Raymond R."},{"family":"Cialdini","given":"Robert B."},{"family":"Kallgren","given":"Carl A."}],"issued":{"date-parts":[["1993"]]}}},{"id":2083,"uris":[""],"uri":[""],"itemData":{"id":2083,"type":"article-journal","title":"The Constructive, Destructive, and Reconstructive Power of Social Norms","container-title":"Psychological Science","page":"429-434","volume":"18","issue":"5","source":"SAGE Journals","abstract":"Despite a long tradition of effectiveness in laboratory tests, normative messages have had mixed success in changing behavior in field contexts, with some studies showing boomerang effects. To test a theoretical account of this inconsistency, we conducted a field experiment in which normative messages were used to promote household energy conservation. As predicted, a descriptive normative message detailing average neighborhood usage produced either desirable energy savings or the undesirable boomerang effect, depending on whether households were already consuming at a low or high rate. Also as predicted, adding an injunctive message (conveying social approval or disapproval) eliminated the boomerang effect. The results offer an explanation for the mixed success of persuasive appeals based on social norms and suggest how such appeals should be properly crafted.","DOI":"10.1111/j.1467-9280.2007.01917.x","ISSN":"0956-7976","journalAbbreviation":"Psychol Sci","language":"en","author":[{"family":"Schultz","given":"P. Wesley"},{"family":"Nolan","given":"Jessica M."},{"family":"Cialdini","given":"Robert B."},{"family":"Goldstein","given":"Noah J."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2007",5,1]]}}}],"schema":""} (Jachimowicz et al. 2018; Reno et al. 1993; Schultz et al. 2007), but they should be used carefully ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"IdOU6hgr","properties":{"formattedCitation":"(Kronrod, Grinstein, and Wathieu 2012; White and Simpson 2013)","plainCitation":"(Kronrod, Grinstein, and Wathieu 2012; White and Simpson 2013)","noteIndex":0},"citationItems":[{"id":2760,"uris":[""],"uri":[""],"itemData":{"id":2760,"type":"article-journal","title":"Go Green! Should Environmental Messages Be So Assertive?","container-title":"Journal of Marketing","page":"95–102","volume":"76","issue":"1","source":"Google Scholar","author":[{"family":"Kronrod","given":"Ann"},{"family":"Grinstein","given":"Amir"},{"family":"Wathieu","given":"Luc"}],"issued":{"date-parts":[["2012"]]}}},{"id":1787,"uris":[""],"uri":[""],"itemData":{"id":1787,"type":"article-journal","title":"When Do (and Don't) Normative Appeals Influence Sustainable Consumer Behaviors?","container-title":"Journal of Marketing","page":"78–95","volume":"77","issue":"2","source":"Google Scholar","author":[{"family":"White","given":"Katherine"},{"family":"Simpson","given":"Bonnie"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Kronrod, Grinstein, and Wathieu 2012). Injunctive norms are most effective when combined with thoughts about the ingroup and when they do not threaten feelings of autonomy, which can lead to “reactance” responses ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"nkwlKaES","properties":{"formattedCitation":"(White and Simpson 2013)","plainCitation":"(White and Simpson 2013)","noteIndex":0},"citationItems":[{"id":1787,"uris":[""],"uri":[""],"itemData":{"id":1787,"type":"article-journal","title":"When Do (and Don't) Normative Appeals Influence Sustainable Consumer Behaviors?","container-title":"Journal of Marketing","page":"78–95","volume":"77","issue":"2","source":"Google Scholar","author":[{"family":"White","given":"Katherine"},{"family":"Simpson","given":"Bonnie"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (White and Simpson 2013). Thus, both descriptive and injunctive norms can impact sustainable behaviors, but these should be used with care.Social identities. The impact of social influence depends on people’s social identities or sense of identity stemming from group memberships ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"jnBBEJeE","properties":{"formattedCitation":"(Tajfel and Turner 1986)","plainCitation":"(Tajfel and Turner 1986)","noteIndex":0},"citationItems":[{"id":2136,"uris":[""],"uri":[""],"itemData":{"id":2136,"type":"book","title":"The Social Identity Theory of Intergroup Behaviour","publisher":"Nelson-Hall","publisher-place":"Chicago, IL","event-place":"Chicago, IL","language":"en","author":[{"family":"Tajfel","given":"Henri"},{"family":"Turner","given":"John C."}],"issued":{"date-parts":[["1986"]]}}}],"schema":""} (Tajfel and Turner 1986). For example, consumers are more likely to engage in sustainable actions if ingroup members are doing the behavior ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"HxdY903x","properties":{"formattedCitation":"(Goldstein et al. 2008; Han and Stoel 2017; Welsch and K\\uc0\\u252{}hling 2009)","plainCitation":"(Goldstein et al. 2008; Han and Stoel 2017; Welsch and Kühling 2009)","noteIndex":0},"citationItems":[{"id":2199,"uris":[""],"uri":[""],"itemData":{"id":2199,"type":"article-journal","title":"A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels,","container-title":"Journal of Consumer Research","page":"472–82","volume":"35","issue":"3","language":"en","author":[{"family":"Goldstein","given":"Noah J."},{"family":"Cialdini","given":"Robert B."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2008"]]}}},{"id":2099,"uris":[""],"uri":[""],"itemData":{"id":2099,"type":"article-journal","title":"Explaining Socially Responsible Consumer Behavior: A Meta-Analytic Review of Theory of Planned Behavior","container-title":"Journal of International Consumer Marketing","page":"91–103","volume":"29","issue":"2","source":"Google Scholar","shortTitle":"Explaining Socially Responsible Consumer Behavior","author":[{"family":"Han","given":"Tae-Im"},{"family":"Stoel","given":"Leslie"}],"issued":{"date-parts":[["2017"]]}}},{"id":2119,"uris":[""],"uri":[""],"itemData":{"id":2119,"type":"article-journal","title":"Determinants of Pro-Environmental Consumption: The Role of Reference Groups and Routine Behavior.","container-title":"Ecological Economics","page":"166–176","volume":"69","issue":"1","language":"en","author":[{"family":"Welsch","given":"Heinz"},{"family":"Kühling","given":"Jan"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Goldstein et al. 2008; Han and Stoel 2017; Welsch and Kühling 2009). Moreover, viewing the self as a member of a pro-environmental ingroup is a key determinant of pro-environmental choices and actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"TOpPOpmr","properties":{"formattedCitation":"(Fielding et al. 2008; Gupta and Ogden 2009; Van der Werff, Steg, and Keizer 2013)","plainCitation":"(Fielding et al. 2008; Gupta and Ogden 2009; Van der Werff, Steg, and Keizer 2013)","noteIndex":0},"citationItems":[{"id":1941,"uris":[""],"uri":[""],"itemData":{"id":1941,"type":"article-journal","title":"Integrating Social Identity Theory and the Theory of Planned Behaviour to Explain Decisions to Engage in Sustainable Agricultural Practices","container-title":"British Journal of Social Psychology","page":"23-48","volume":"47","issue":"1","source":"Wiley Online Library","abstract":"The present research integrates core aspects of social identity theory with the theory of planned behaviour to investigate factors influencing engagement in sustainable agricultural practices. Using a two-wave prospective design, two studies were conducted with samples of farmers (N=609 and N=259, respectively). At Time 1, a questionnaire survey assessed theory of planned behaviour variables in relation to engaging in riparian zone management (a sustainable agricultural practice). In addition, intergroup perceptions (i.e. relations between rural and urban groups), group norms and group identification were assessed. At Time 2, self-reported behaviour was measured. There was support for the integrated model across both studies. As predicted, past behaviour, attitudes and perceived behavioural control were significant predictors of intentions, and intentions significantly predicted self-reported behaviour. Group norms and intergroup perceptions were also significant predictors of intentions providing support for the inclusion of social identity concepts in the theory of planned behaviour. More supportive group norms were associated with higher intentions, especially for high-group identifiers. In contrast, more negative intergroup perceptions were associated with lower intentions and, unexpectedly, this effect only emerged for low-group identifiers. This suggests that in the context of decisions to engage in riparian zone management, an important sustainable agricultural practice, high identifiers are influenced predominantly by in-group rather than out-group considerations, whereas low identifiers may attend to cues from both the in-group and the out-group when making their decisions.","DOI":"10.1348/014466607X206792","ISSN":"2044-8309","language":"en","author":[{"family":"Fielding","given":"Kelly S."},{"family":"Terry","given":"Deborah J."},{"family":"Masser","given":"Barbara M."},{"family":"Hogg","given":"Michael A."}],"issued":{"date-parts":[["2008",3,1]]}}},{"id":2192,"uris":[""],"uri":[""],"itemData":{"id":2192,"type":"article-journal","title":"To Buy or Not to Buy? A Social Dilemma Perspective on Green Buying","container-title":"Journal of Consumer Marketing","page":"376–391","volume":"26","issue":"6","language":"en","author":[{"family":"Gupta","given":"Shruti"},{"family":"Ogden","given":"Denise T."}],"issued":{"date-parts":[["2009"]]}}},{"id":1811,"uris":[""],"uri":[""],"itemData":{"id":1811,"type":"article-journal","title":"The Value of Environmental Self-Identity: The Relationship Between Biospheric Values, Environmental Self-Identity and Environmental Preferences, Intentions and Behaviour","container-title":"Journal of Environmental Psychology","page":"55–63","volume":"34","source":"Google Scholar","shortTitle":"The value of environmental self-identity","author":[{"family":"Van der Werff","given":"Ellen"},{"family":"Steg","given":"Linda"},{"family":"Keizer","given":"Kees"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Fielding et al. 2008; Gupta and Ogden 2009; Van der Werff, Steg, and Keizer 2013). Seeing the self as similar to a “typical recycler” predicts recycling intentions, over and above other factors such as attitudes, subjective norms, and perceived behavioral control ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"KdpVKXv0","properties":{"formattedCitation":"(Mannetti, Pierro, and Livi 2004)","plainCitation":"(Mannetti, Pierro, and Livi 2004)","noteIndex":0},"citationItems":[{"id":2171,"uris":[""],"uri":[""],"itemData":{"id":2171,"type":"article-journal","title":"Recycling: Planned and Self-Expressive Behavior","container-title":"Journal of Environmental Psychology","page":"227–236","volume":"24","issue":"2","language":"en","author":[{"family":"Mannetti","given":"Lucia"},{"family":"Pierro","given":"Antonio"},{"family":"Livi","given":"Stefano"}],"issued":{"date-parts":[["2004"]]}}}],"schema":""} (Mannetti, Pierro, and Livi 2004).One additional implication of social identities is that individuals desire to view their ingroups positively ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"TgQ1MkcU","properties":{"formattedCitation":"(Rabinovich et al. 2012)","plainCitation":"(Rabinovich et al. 2012)","noteIndex":0},"citationItems":[{"id":2756,"uris":[""],"uri":[""],"itemData":{"id":2756,"type":"article-journal","title":"Collective Self and Individual Choice: The Effects of Inter-Group Comparative Context on Environmental Values and Behaviour","container-title":"British Journal of Social Psychology","page":"551-569","volume":"51","issue":"4","source":"Wiley Online Library","abstract":"Self-categorization theory suggests that inter-group comparisons inform individual behaviour by affecting perceived in-group stereotypes that are internalized by group members. The present paper provides evidence for this chain of effects in the domain of environmental behaviour. In two studies, inter-group comparative context was manipulated. Study 1 found that the perceived in-group stereotype, self-stereotype (as represented by the reported value centrality), and behavioural intentions shifted away from a comparison out-group (irrespective of whether this was an upward or downward comparison). Study 1 also revealed that the effect of comparative context on individual environmental intentions was mediated by the perceived in-group stereotype and by changes in personal values. Study 2 extrapolated the observed effect on actual behavioural choices. The findings demonstrate the utility of a self-categorization approach to individual behaviour change.","DOI":"10.1111/j.2044-8309.2011.02022.x","ISSN":"2044-8309","shortTitle":"Collective self and individual choice","language":"en","author":[{"family":"Rabinovich","given":"Anna"},{"family":"Morton","given":"Thomas A."},{"family":"Postmes","given":"Tom"},{"family":"Verplanken","given":"Bas"}],"issued":{"date-parts":[["2012",12,1]]}}}],"schema":""} (Rabinovich et al. 2012) and do not wish to see their ingroup outperformed by other groups ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"DyrKSWZu","properties":{"formattedCitation":"(Ferguson, Branscombe, and Reynolds 2011)","plainCitation":"(Ferguson, Branscombe, and Reynolds 2011)","noteIndex":0},"citationItems":[{"id":2207,"uris":[""],"uri":[""],"itemData":{"id":2207,"type":"article-journal","title":"The Effect of Intergroup Comparison on Willingness to Perform Sustainable Behavior","container-title":"Journal of Environmental Psychology","page":"275–281","volume":"31","issue":"4","language":"en","author":[{"family":"Ferguson","given":"Mark A."},{"family":"Branscombe","given":"Nyla R."},{"family":"Reynolds","given":"Katherine J."}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Ferguson, Branscombe, and Reynolds 2011). This is particularly true of outgroups that the consumer does not wish to be associated with, or dissociative groups. In one example, researchers examined intentions to undertake sustainable actions such as water conservation, composting organics, and recycling ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Y7mCINR0","properties":{"formattedCitation":"(White, Simpson, and Argo 2014)","plainCitation":"(White, Simpson, and Argo 2014)","noteIndex":0},"citationItems":[{"id":1789,"uris":[""],"uri":[""],"itemData":{"id":1789,"type":"article-journal","title":"The Motivating Role of Dissociative Out-Groups in Encouraging Positive Consumer Behaviors","container-title":"Journal of Marketing Research","page":"433–447","volume":"51","issue":"4","source":"Google Scholar","author":[{"family":"White","given":"Katherine"},{"family":"Simpson","given":"Bonnie"},{"family":"Argo","given":"Jennifer J."}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (White, Simpson, and Argo 2014). When people learned that a dissociative reference group had performed better on a positive, sustainable behavior (thus casting the ingroup in a negative light), the focal group members increased their own positive behaviors. These effects were augmented in public settings, because this is a condition under which the collective self is most relevant. One practical implication of this work is that friendly challenges could be encouraged between competing groups ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"WjRI0GmF","properties":{"formattedCitation":"(Vugt, Griskevicius, and Schultz 2014)","plainCitation":"(Vugt, Griskevicius, and Schultz 2014)","noteIndex":0},"citationItems":[{"id":2755,"uris":[""],"uri":[""],"itemData":{"id":2755,"type":"article-journal","title":"Naturally Green: Harnessing Stone Age Psychological Biases to Foster Environmental Behavior","container-title":"Social Issues and Policy Review","page":"1–32","volume":"8","issue":"1","source":"Google Scholar","shortTitle":"Naturally green","author":[{"family":"Vugt","given":"Mark"},{"family":"Griskevicius","given":"Vladas"},{"family":"Schultz","given":"P."}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Vugt, Griskevicius, and Schultz 2014), such as cities, neighborhoods, organizations, or business units. Another finding stemming from the social identity literature is that social identity effects are heightened for those high in ingroup identification. Identifying with being “an organic consumer” or “a green consumer,” for example, predicts organic purchases ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"fCntNAvR","properties":{"formattedCitation":"(Bartels and Hoogendam 2011; Bartels and Onwezen 2014)","plainCitation":"(Bartels and Hoogendam 2011; Bartels and Onwezen 2014)","noteIndex":0},"citationItems":[{"id":3304,"uris":[""],"uri":[""],"itemData":{"id":3304,"type":"article-journal","title":"The role of social identity and attitudes toward sustainability brands in buying behaviors for organic products","container-title":"Journal of Brand Management","page":"697–708","volume":"18","issue":"9","source":"Google Scholar","author":[{"family":"Bartels","given":"Jos"},{"family":"Hoogendam","given":"Karen"}],"issued":{"date-parts":[["2011"]]}}},{"id":1982,"uris":[""],"uri":[""],"itemData":{"id":1982,"type":"article-journal","title":"Consumers' Willingness to Buy Products with Environmental and Ethical Claims: The Roles of Social Representations and Social Identity","container-title":"International Journal of Consumer Studies","page":"82-89","volume":"38","issue":"1","source":"Wiley Online Library","abstract":"This study investigates how social representations and consumers' identification with organic food consumers affects intentions to buy products that make environmental and ethical claims. For the purposes of the study, an online panel study was conducted on a representative sample of consumers (n?=?1006) in the United Kingdom. The results demonstrate that consumers who are adherent to natural foods or technology and do not perceive food as a necessity are more willing to buy environmentally friendly and ethical products. There seems to be no relationship between perceptions of food as a source of enjoyment and intentions to buy sustainable products. Finally, social identification with the organic consumer is positively related with the intentions to buy products that make environmental and ethical claims. The current research demonstrates that both individual perceptions of food and consumers' perceptions of the social environment play an important role in promoting environmentally friendly and ethical behaviour.","DOI":"10.1111/ijcs.12067","ISSN":"1470-6431","shortTitle":"Consumers' willingness to buy products with environmental and ethical claims","journalAbbreviation":"International Journal of Consumer Studies","language":"en","author":[{"family":"Bartels","given":"Jos"},{"family":"Onwezen","given":"Marleen C."}],"issued":{"date-parts":[["2014",1,1]]}}}],"schema":""} (Bartels and Hoogendam 2011; Bartels and Onwezen 2014). Moreover, messages encouraging sustainable consumption are received more positively by majority group members, as well as minority group members who are high in ingroup attachment ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"yUZCNLPp","properties":{"formattedCitation":"(Grinstein and Nisan 2009)","plainCitation":"(Grinstein and Nisan 2009)","noteIndex":0},"citationItems":[{"id":2758,"uris":[""],"uri":[""],"itemData":{"id":2758,"type":"article-journal","title":"Demarketing, Minorities, and National Attachment","container-title":"Journal of Marketing","page":"105–122","volume":"73","issue":"2","source":"Google Scholar","author":[{"family":"Grinstein","given":"Amir"},{"family":"Nisan","given":"Udi"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Grinstein and Nisan 2009). Highlighting a shared, superordinate ingroup identity can increase acceptance of information related to sustainable actions, especially for those who are high in ingroup identification ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a2gv150210f","properties":{"formattedCitation":"(Schultz and Fielding 2014)","plainCitation":"(Schultz and Fielding 2014)","noteIndex":0},"citationItems":[{"id":2757,"uris":[""],"uri":[""],"itemData":{"id":2757,"type":"article-journal","title":"The Common in-Group Identity Model Enhances Communication About Recycled Water","container-title":"Journal of Environmental Psychology","page":"296–305","volume":"40","source":"Google Scholar","author":[{"family":"Schultz","given":"Tracy"},{"family":"Fielding","given":"Kelly"}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Schultz and Fielding 2014). Social desirability. Another means by which social influence can impact sustainable behaviors is via social desirability. Consumers tend to select sustainable options in order to make a positive impression on others ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"41aOO7Hv","properties":{"formattedCitation":"(Green and Peloza 2014)","plainCitation":"(Green and Peloza 2014)","noteIndex":0},"citationItems":[{"id":2197,"uris":[""],"uri":[""],"itemData":{"id":2197,"type":"article-journal","title":"Finding the Right Shade of Green: The Effect of Advertising Appeal Type on Environmentally Friendly Consumption,","container-title":"Journal of Advertising","page":"128–141","volume":"43","issue":"2","language":"en","author":[{"family":"Green","given":"Todd"},{"family":"Peloza","given":"John"}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Green and Peloza 2014) and endorse high-involvement sustainable options (e.g., hybrid vehicles) to convey social status to others ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"NKt7SZAN","properties":{"formattedCitation":"(Griskevicius, Tybur, and Bergh 2010)","plainCitation":"(Griskevicius, Tybur, and Bergh 2010)","noteIndex":0},"citationItems":[{"id":2195,"uris":[""],"uri":[""],"itemData":{"id":2195,"type":"article-journal","title":"Going Green to Be Seen: Status, Reputation, and Conspicuous Conservation","container-title":"Journal of Personality and Social Psychology","page":"392–404","volume":"98","issue":"3","language":"en","author":[{"family":"Griskevicius","given":"Vladas"},{"family":"Tybur","given":"Joshua M."},{"family":"Bergh","given":"Bram Van","dropping-particle":"den"}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Griskevicius, Tybur, and Bergh 2010). However, sustainable behaviors are sometimes viewed negatively by observers, leading some consumers to avoid pro-environmental actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"u7dpBNnI","properties":{"formattedCitation":"(Brough et al. 2016; Minson and Monin 2012; Olson et al. 2016; Sadalla and Krull 1995; Shang and Peloza 2016)","plainCitation":"(Brough et al. 2016; Minson and Monin 2012; Olson et al. 2016; Sadalla and Krull 1995; Shang and Peloza 2016)","noteIndex":0},"citationItems":[{"id":1782,"uris":[""],"uri":[""],"itemData":{"id":1782,"type":"article-journal","title":"Is Eco-Friendly Unmanly? The Green-Feminine Stereotype and Its Effect on Sustainable Consumption","container-title":"Journal of Consumer Research","page":"567-582","volume":"43","issue":"4","source":"CrossRef","DOI":"10.1093/jcr/ucw044","ISSN":"0093-5301, 1537-5277","shortTitle":"Is Eco-Friendly Unmanly?","language":"en","author":[{"family":"Brough","given":"Aaron R."},{"family":"Wilkie","given":"James E. B."},{"family":"Ma","given":"Jingjing"},{"family":"Isaac","given":"Mathew S."},{"family":"Gal","given":"David"}],"issued":{"date-parts":[["2016",12]]}}},{"id":2979,"uris":[""],"uri":[""],"itemData":{"id":2979,"type":"article-journal","title":"Do-Gooder Derogation: Disparaging Morally Motivated Minorities to Defuse Anticipated Reproach","container-title":"Social Psychological and Personality Science","page":"200–207","volume":"3","issue":"2","source":"Google Scholar","shortTitle":"Do-gooder derogation","author":[{"family":"Minson","given":"Julia A."},{"family":"Monin","given":"Beno?t"}],"issued":{"date-parts":[["2012"]]}}},{"id":1783,"uris":[""],"uri":[""],"itemData":{"id":1783,"type":"article-journal","title":"Wealth and Welfare: Divergent Moral Reactions to Ethical Consumer Choices","container-title":"Journal of Consumer Research","page":"879-896","volume":"42","issue":"6","source":"academic.","abstract":"This article examines perceptions of low-income consumers receiving government assistance and the choices they make, showing that this group is viewed differently than those with more resources, even when making identical choices. A series of five experiments reveal that ethical purchases polarize moral judgments: whereas individuals receiving government assistance are perceived as less moral when choosing ethical (vs. conventional) products, income earners, particularly high-income individuals, are perceived as more moral for making the identical choice. Price is a central component of this effect because equating the cost of ethical and conventional goods provides those receiving government assistance some protection against harsh moral judgments when choosing ethically. Moreover, earning one’s income drives perceptions of deservingness, or the right to spend as one desires. Those who receive assistance via taxpayer dollars are under greater scrutiny (frequently resulting in harsher moral judgments) by others. In addition to influencing perceptions of individual consumers, the results demonstrate that such attributions extend to groups who make ethical choices on others’ behalf, and that these attributions have real monetary consequences for nonprofit organizations.","DOI":"10.1093/jcr/ucv096","ISSN":"0093-5301","shortTitle":"Wealth and Welfare","journalAbbreviation":"J Consum Res","author":[{"family":"Olson","given":"Jenny G."},{"family":"McFerran","given":"Brent"},{"family":"Morales","given":"Andrea C."},{"family":"Dahl","given":"Darren W."}],"issued":{"date-parts":[["2016",4,1]]}}},{"id":2147,"uris":[""],"uri":[""],"itemData":{"id":2147,"type":"article-journal","title":"Self-Presentational Barriers to Resource Conservation","container-title":"Environment and Behavior","page":"328–353","volume":"27","issue":"3","language":"fr","author":[{"family":"Sadalla","given":"Edward K."},{"family":"Krull","given":"Jennifer L."}],"issued":{"date-parts":[["1995"]]}}},{"id":2141,"uris":[""],"uri":[""],"itemData":{"id":2141,"type":"article-journal","title":"Can “Real” Men Consume Ethically? How Ethical Consumption Leads to Unintended Observer Inference","container-title":"Journal of Business Ethics","page":"129–145","volume":"139","issue":"1","language":"en","author":[{"family":"Shang","given":"Jingzhi"},{"family":"Peloza","given":"John"}],"issued":{"date-parts":[["2016"]]}}}],"schema":""} (Brough et al. 2016; Minson and Monin 2012; Olson et al. 2016; Sadalla and Krull 1995; Shang and Peloza 2016). In one instance, males avoided appearing “eco-friendly” because it was associated with feminine traits ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"gXu445LL","properties":{"formattedCitation":"(Brough et al. 2016)","plainCitation":"(Brough et al. 2016)","noteIndex":0},"citationItems":[{"id":1782,"uris":[""],"uri":[""],"itemData":{"id":1782,"type":"article-journal","title":"Is Eco-Friendly Unmanly? The Green-Feminine Stereotype and Its Effect on Sustainable Consumption","container-title":"Journal of Consumer Research","page":"567-582","volume":"43","issue":"4","source":"CrossRef","DOI":"10.1093/jcr/ucw044","ISSN":"0093-5301, 1537-5277","shortTitle":"Is Eco-Friendly Unmanly?","language":"en","author":[{"family":"Brough","given":"Aaron R."},{"family":"Wilkie","given":"James E. B."},{"family":"Ma","given":"Jingjing"},{"family":"Isaac","given":"Mathew S."},{"family":"Gal","given":"David"}],"issued":{"date-parts":[["2016",12]]}}}],"schema":""} (Brough et al. 2016). One implication, then, is to make sustainable products or behaviors socially desirable and to buffer against potential negative perceptions linked to sustainable consumption.Moreover, consumers are more likely to act in a socially desirable manner in public contexts where other people can observe and evaluate their actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"x6YFmSxO","properties":{"formattedCitation":"(Green and Peloza 2014; Grolleau, Ibanez, and Mzoughi 2009; Peloza, White, and Shang 2013)","plainCitation":"(Green and Peloza 2014; Grolleau, Ibanez, and Mzoughi 2009; Peloza, White, and Shang 2013)","noteIndex":0},"citationItems":[{"id":2197,"uris":[""],"uri":[""],"itemData":{"id":2197,"type":"article-journal","title":"Finding the Right Shade of Green: The Effect of Advertising Appeal Type on Environmentally Friendly Consumption,","container-title":"Journal of Advertising","page":"128–141","volume":"43","issue":"2","language":"en","author":[{"family":"Green","given":"Todd"},{"family":"Peloza","given":"John"}],"issued":{"date-parts":[["2014"]]}}},{"id":2194,"uris":[""],"uri":[""],"itemData":{"id":2194,"type":"article-journal","title":"Too Much of a Good Thing? Why Altruism Can Harm the Environment","container-title":"Ecological Economics","page":"2145–2149","volume":"68","issue":"7","language":"en","author":[{"family":"Grolleau","given":"Gilles"},{"family":"Ibanez","given":"Lisette"},{"family":"Mzoughi","given":"Naoufel"}],"issued":{"date-parts":[["2009"]]}}},{"id":2157,"uris":[""],"uri":[""],"itemData":{"id":2157,"type":"article-journal","title":"Good and Guilt-Free: The Role of Self- Accountability in Influencing Preferences for Products with Ethical Attributes","container-title":"Journal of Marketing","page":"104–119","volume":"77","issue":"1","language":"en","author":[{"family":"Peloza","given":"John"},{"family":"White","given":"Katherine"},{"family":"Shang","given":"Jingzhi"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Green and Peloza 2014; Grolleau, Ibanez, and Mzoughi 2009; Peloza, White, and Shang 2013). In addition, encouraging public commitments to engage in sustainable consumer behavior can increase such actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Cd7BoUTS","properties":{"formattedCitation":"(Burn and Oskamp 1986; Gonzales, Aronson, and Costanzo 1988)","plainCitation":"(Burn and Oskamp 1986; Gonzales, Aronson, and Costanzo 1988)","noteIndex":0},"citationItems":[{"id":2224,"uris":[""],"uri":[""],"itemData":{"id":2224,"type":"article-journal","title":"Increasing Community Recycling with Persuasive Communication and Public Commitment","container-title":"Journal of Applied Social Psychology","page":"29–41","volume":"16","issue":"1","language":"en","author":[{"family":"Burn","given":"Shawn M."},{"family":"Oskamp","given":"Stuart"}],"issued":{"date-parts":[["1986"]]}}},{"id":2196,"uris":[""],"uri":[""],"itemData":{"id":2196,"type":"article-journal","title":"Using Social Cognition and Persuasion to Promote Energy Conservation: A Quasi‐Experiment","container-title":"Journal of Applied Social Psychology","page":"1049–1066","volume":"18","issue":"12","language":"it","author":[{"family":"Gonzales","given":"Marti Hope"},{"family":"Aronson","given":"Elliot"},{"family":"Costanzo","given":"Mark A."}],"issued":{"date-parts":[["1988"]]}}}],"schema":""} (Burn and Oskamp 1986; Gonzales, Aronson, and Costanzo 1988). For example, those who committed to participate in a hotel energy-conservation program and wore a pin as a public symbol of this commitment were the most likely to engage in the program ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"vtoPpVlC","properties":{"formattedCitation":"(Baca-Motes et al. 2012)","plainCitation":"(Baca-Motes et al. 2012)","noteIndex":0},"citationItems":[{"id":2754,"uris":[""],"uri":[""],"itemData":{"id":2754,"type":"article-journal","title":"Commitment and Behavior Change: Evidence from the Field","container-title":"Journal of Consumer Research","page":"1070–1084","volume":"39","issue":"5","source":"Google Scholar","shortTitle":"Commitment and behavior change","author":[{"family":"Baca-Motes","given":"Katie"},{"family":"Brown","given":"Amber"},{"family":"Gneezy","given":"Ayelet"},{"family":"Keenan","given":"Elizabeth A."},{"family":"Nelson","given":"Leif D."}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Baca-Motes et al. 2012). Habit Formation While some sustainable behaviors (e.g., installing an efficient showerhead) require only a one-time action, many other sustainable behaviors (e.g., taking shorter showers) involve repeated actions that require new habit formation. Habits refer to behaviors that persist because they have become relatively automatic over time, as a result of regularly encountered contextual cues ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"UzvJljQm","properties":{"formattedCitation":"(Kurz et al. 2014)","plainCitation":"(Kurz et al. 2014)","noteIndex":0},"citationItems":[{"id":3152,"uris":[""],"uri":[""],"itemData":{"id":3152,"type":"article-journal","title":"Habitual behaviors or patterns of practice? Explaining and changing repetitive climate-relevant actions","container-title":"Wiley Interdisciplinary Reviews: Climate Change","page":"113-128","volume":"6","issue":"1","source":"Wiley Online Library","abstract":"Understanding human behavior lies at the heart of responses to climate change. Many environmentally relevant behavior patterns are frequent, stable, and persistent. There is an increasing focus on understanding these patterns less in terms of deliberative processes and more in terms of habits and routines embedded in everyday life. Examinations of the ‘habitual’ nature of environmentally consequential activities have been approached from two theoretically distinct perspectives. From a social psychological perspective, ‘habit’ is studied as an intra-individual psychological construct that sustains ingrained behavior patterns in stable settings and obstructs adoption of more environmentally friendly alternatives. Sociologists from the social practice tradition, in contrast, have sought to highlight the ways in which resource-intensive ‘habitual practices’ become established and maintained in society through a commingling of material, procedural, and socio-discursive elements. We reflect critically upon key theoretical differences underpinning these two approaches to repetitive behaviors and review empirical work from both traditions that speaks to the relevance of ‘habitual behavior patterns’ central to addressing climate change. Finally, we examine how changes in habits are theorized and operationalized within both social psychological and social practice approaches, and practical implications for promoting environmentally sustainable societies. WIREs Clim Change 2015, 6:113–128. doi: 10.1002/wcc.327 This article is categorized under: Perceptions, Behavior, and Communication of Climate Change > Behavior Change and Responses","DOI":"10.1002/wcc.327","ISSN":"1757-7799","shortTitle":"Habitual behaviors or patterns of practice?","language":"en","author":[{"family":"Kurz","given":"Tim"},{"family":"Gardner","given":"Benjamin"},{"family":"Verplanken","given":"Bas"},{"family":"Abraham","given":"Charles"}],"issued":{"date-parts":[["2014",11,10]]}}}],"schema":""} (Kurz et al. 2014). Because many common habits are unsustainable, habit change is a critical component of sustainable behavior change ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"BssOn6go","properties":{"formattedCitation":"(Verplanken 2011)","plainCitation":"(Verplanken 2011)","noteIndex":0},"citationItems":[{"id":1918,"uris":[""],"uri":[""],"itemData":{"id":1918,"type":"chapter","title":"Old Habits and New Routes to Sustainable Behaviour","container-title":"Engaging the Public with Climate Change: Behaviour Change and Communication","publisher":"Taylor and Francis","publisher-place":"UK","page":"17–30","source":"Google Scholar","event-place":"UK","URL":"","author":[{"family":"Verplanken","given":"Bas"}],"issued":{"date-parts":[["2011"]]},"accessed":{"date-parts":[["2017",10,6]]}}}],"schema":""} (Verplanken 2011). Many behaviors with sustainability implications—such as food consumption, choice of transportation, energy and resource use, shopping, and disposal of products—are strongly habitual ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"feWFQfgc","properties":{"formattedCitation":"(Donald, Cooper, and Conchie 2014; Verplanken and Roy 2016)","plainCitation":"(Donald, Cooper, and Conchie 2014; Verplanken and Roy 2016)","noteIndex":0},"citationItems":[{"id":3157,"uris":[""],"uri":[""],"itemData":{"id":3157,"type":"article-journal","title":"An extended theory of planned behaviour model of the psychological factors affecting commuters' transport mode use","container-title":"Journal of Environmental Psychology","page":"39-48","volume":"40","source":"Web of Science","abstract":"The present study tested an extended theory of planned behaviour (TPB) model within the domain of transport mode choice and identified the most important factors impacting on whether participants drove or used public transport to commute to work. Structural equation modelling of data from 827 participants showed that car use was determined by intention and habit but not perceived behavioural control (PBC), whereas public transport use was influenced solely by intention. The analysis also revealed that TPB variables (attitude, subjective norm and PBC) influenced use of both transport modes indirectly through their effects on intention and habit. In contrast, the incremental validity of variables not contained in the model (moral norm, descriptive norm and environmental concern) was mixed and varied according to transport mode. Theoretical and applied implications of the findings are discussed. (c) 2014 Elsevier Ltd. All rights reserved.","DOI":"10.1016/j.jenvp.2014.03.003","ISSN":"0272-4944","note":"WOS:000347582500005","journalAbbreviation":"J. Environ. Psychol.","language":"English","author":[{"family":"Donald","given":"I. J."},{"family":"Cooper","given":"S. R."},{"family":"Conchie","given":"S. M."}],"issued":{"date-parts":[["2014",12]]}}},{"id":1914,"uris":[""],"uri":[""],"itemData":{"id":1914,"type":"article-journal","title":"Empowering Interventions to Promote Sustainable Lifestyles: Testing the Habit Discontinuity Hypothesis in a Field Experiment","container-title":"Journal of Environmental Psychology","page":"127-134","volume":"45","issue":"Supplement C","source":"ScienceDirect","abstract":"This study tested the habit discontinuity hypothesis, which states that behaviour change interventions are more effective when delivered in the context of life course changes. The assumption was that when habits are (temporarily) disturbed, people are more sensitive to new information and adopt a mind-set that is conducive to behaviour change. A field experiment was conducted among 800 participants, who received either an intervention promoting sustainable behaviours, or were in a no-intervention control condition. In both conditions half of the households had recently relocated, and were matched with households that had not relocated. Self-reported frequencies of twenty-five environment-related behaviours were assessed at baseline and eight weeks later. While controlling for past behaviour, habit strength, intentions, perceived control, biospheric values, personal norms, and personal involvement, the intervention was more effective among recently relocated participants. The results suggested that the duration of the ‘window of opportunity’ was three months after relocation.","DOI":"10.1016/j.jenvp.2015.11.008","ISSN":"0272-4944","shortTitle":"Empowering interventions to promote sustainable lifestyles","journalAbbreviation":"Journal of Environmental Psychology","author":[{"family":"Verplanken","given":"Bas"},{"family":"Roy","given":"Deborah"}],"issued":{"date-parts":[["2016",3,1]]}}}],"schema":""} (Donald, Cooper, and Conchie 2014; Verplanken and Roy 2016). Interventions that break repetition, such as discontinuity and penalties, can disrupt bad habits. Actions that encourage repetition, such as making sustainable actions easy, and utilizing prompts, incentives, and feedback, can strengthen positive habits. Discontinuity to change bad habits. The habit discontinuity hypothesis suggests that if the context in which habits arise changes in some way, it becomes difficult to carry out usual habits that would occur. In other words, a disruption in the stable context in which automatic behaviors arise can create ideal conditions for habit change. Life changes (e.g., a recent move) make people more likely to alter their eco-friendly behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"okKtXyjS","properties":{"formattedCitation":"(Bamberg 2006; Th\\uc0\\u248{}gersen 2012; Verplanken et al. 2008; Walker, Thomas, and Verplanken 2015)","plainCitation":"(Bamberg 2006; Th?gersen 2012; Verplanken et al. 2008; Walker, Thomas, and Verplanken 2015)","noteIndex":0},"citationItems":[{"id":2048,"uris":[""],"uri":[""],"itemData":{"id":2048,"type":"article-journal","title":"Is a Residential Relocation a Good Opportunity to Change People’s Travel Behavior? Results from a Theory-Driven Intervention Study","container-title":"Environment and Behavior","page":"820-840","volume":"38","issue":"6","source":"SAGE Journals","abstract":"This article presents an experimental, theory-driven evaluation of the effectiveness of an intervention that combines a free public transportation ticket and personal schedule information on the subsequent use of public transportation in an urban area. The time point when participants received this intervention is unusual. It was delivered to them shortly after a residential relocation. It is assumed that such a situation increases people’s responsiveness to the intervention. At their new living place, the intervention group shows a strong increase in public transportation use. The intervention effect on the individual choice process is modeled via Ajzen’s theory of planned behavior. Besides a main effect on intention, results indicate interactions between the intervention and the change intention existing prior to the move and higher objective public transport service quality after the move.","DOI":"10.1177/0013916505285091","ISSN":"0013-9165","shortTitle":"Is a Residential Relocation a Good Opportunity to Change People’s Travel Behavior?","journalAbbreviation":"Environment and Behavior","language":"en","author":[{"family":"Bamberg","given":"Sebastian"}],"issued":{"date-parts":[["2006",11,1]]}}},{"id":2020,"uris":[""],"uri":[""],"itemData":{"id":2020,"type":"article-journal","title":"The Importance of Timing for Breaking Commuters’ Car Driving Habits","container-title":"Working Paper","source":"Google Scholar","URL":"","author":[{"family":"Th?gersen","given":"John"}],"issued":{"date-parts":[["2012"]]}}},{"id":1915,"uris":[""],"uri":[""],"itemData":{"id":1915,"type":"article-journal","title":"Context Change and Travel Mode Choice: Combining the Habit Discontinuity and Self-Activation Hypotheses","container-title":"Journal of Environmental Psychology","page":"121–127","volume":"28","issue":"2","source":"Google Scholar","shortTitle":"Context change and travel mode choice","author":[{"family":"Verplanken","given":"Bas"},{"family":"Walker","given":"Ian"},{"family":"Davis","given":"Adrian"},{"family":"Jurasek","given":"Michaela"}],"issued":{"date-parts":[["2008"]]}}},{"id":2021,"uris":[""],"uri":[""],"itemData":{"id":2021,"type":"article-journal","title":"Old Habits Die Hard: Travel Habit Formation and Decay During an Office Relocation","container-title":"Environment and Behavior","page":"1089–1106","volume":"47","issue":"10","source":"Google Scholar","shortTitle":"Old habits die hard","author":[{"family":"Walker","given":"Ian"},{"family":"Thomas","given":"Gregory O."},{"family":"Verplanken","given":"Bas"}],"issued":{"date-parts":[["2015"]]}}}],"schema":""} (Bamberg 2006; Th?gersen 2012; Verplanken et al. 2008; Walker, Thomas, and Verplanken 2015). Thus, combining context changes with habit-formation techniques can be one way to encourage sustainable behaviors. Penalties. Penalties are essentially types of punishment that decrease the tendency to engage in an undesirable behavior. A penalty might take the form of a tax, a fine, or a tariff on an unsustainable behavior. Fines can encourage behavior change in domains that can be monitored, such as the disposal of waste ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"8ch0iaii","properties":{"formattedCitation":"(Fullerton and Kinnaman 1995)","plainCitation":"(Fullerton and Kinnaman 1995)","noteIndex":0},"citationItems":[{"id":2069,"uris":[""],"uri":[""],"itemData":{"id":2069,"type":"article-journal","title":"Garbage, Recycling, and Illicit Burning or Dumping","container-title":"Journal of Environmental Economics and Management","page":"78–91","volume":"29","issue":"1","source":"Google Scholar","author":[{"family":"Fullerton","given":"Don"},{"family":"Kinnaman","given":"Thomas C."}],"issued":{"date-parts":[["1995"]]}}}],"schema":""} (Fullerton and Kinnaman 1995), while taxes and tariffs can be effective in domains that involve strong habits ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"1UUHGX5R","properties":{"formattedCitation":"(e.g., driving gasoline-powered vehicles, Krause 2009)","plainCitation":"(e.g., driving gasoline-powered vehicles, Krause 2009)","noteIndex":0},"citationItems":[{"id":2024,"uris":[""],"uri":[""],"itemData":{"id":2024,"type":"article-journal","title":"Developing Conditions for Environmentally Sustainable Consumption: Drawing Insight from Anti-Smoking Policy","container-title":"International Journal of Consumer Studies","page":"285-292","volume":"33","issue":"3","source":"EBSCOhost","abstract":"This paper starts from the premise that, particularly in industrialized countries, the consumption decisions made by individuals and households are a major source of environmental strain. Several international organizations and national governments have addressed this issue, but, thus far, their efforts have had minimal effect. This paper examines the conditions necessary for the implementation of policy able to effectively reduce the environmental impact of household consumption. It draws from the experience of American tobacco control, a relatively rare example of a public effort that succeeded in reducing the negative consequences of an entitled consumer behaviour. An extensive review of the tobacco control literature informs the conclusion that three fundamental changes brought about conditions conducive to a widespread reduction in smoking, namely, information about its negative effects became common knowledge and was widely believed as true; cigarettes became a target for taxes that raised the price of smoking while placing a penalty on a behaviour increasingly seen as ‘bad’; the public sentiment regarding smoking shifted, deglamourizing the behaviour. The paper further suggests that these changes, which were the result of a concerted public effort, have a similar potential in reducing environmentally unsustainable consumption. A closer tying of consumption to the issue of climate change is suggested as a primary facilitating strategy.","DOI":"10.1111/j.1470-6431.2009.00769.x","ISSN":"14706423","shortTitle":"Developing conditions for environmentally sustainable consumption","journalAbbreviation":"International Journal of Consumer Studies","author":[{"family":"Krause","given":"Rachel M."}],"issued":{"date-parts":[["2009",5]]}},"prefix":"e.g., driving gasoline-powered vehicles, "}],"schema":""} (e.g., driving gasoline-powered vehicles; Krause 2009). Although penalties certainly can deter unsustainable behaviors in some instances, they can trigger backfire effects if the penalty seems unreasonable ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"0DlqlwcC","properties":{"formattedCitation":"(Fullerton and Kinnaman 1995)","plainCitation":"(Fullerton and Kinnaman 1995)","noteIndex":0},"citationItems":[{"id":2069,"uris":[""],"uri":[""],"itemData":{"id":2069,"type":"article-journal","title":"Garbage, Recycling, and Illicit Burning or Dumping","container-title":"Journal of Environmental Economics and Management","page":"78–91","volume":"29","issue":"1","source":"Google Scholar","author":[{"family":"Fullerton","given":"Don"},{"family":"Kinnaman","given":"Thomas C."}],"issued":{"date-parts":[["1995"]]}}}],"schema":""} (Fullerton and Kinnaman 1995) and can lead to negative affect and defensive responses ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"CfjcGGtk","properties":{"formattedCitation":"(Bolderdijk, Lehman, and Geller 2012; Geller, Bechtel, and Churchman 2002; Steg and Vlek 2009)","plainCitation":"(Bolderdijk, Lehman, and Geller 2012; Geller, Bechtel, and Churchman 2002; Steg and Vlek 2009)","noteIndex":0},"citationItems":[{"id":2070,"uris":[""],"uri":[""],"itemData":{"id":2070,"type":"article-journal","title":"Encouraging Pro-Environmental Behaviour with Rewards and Penalties","container-title":"Environmental Psychology: An Introduction","page":"233–242","source":"Google Scholar","author":[{"family":"Bolderdijk","given":"J. W."},{"family":"Lehman","given":"P. K."},{"family":"Geller","given":"E. S."}],"issued":{"date-parts":[["2012"]]}}},{"id":2058,"uris":[""],"uri":[""],"itemData":{"id":2058,"type":"article-journal","title":"The Challenge of Increasing Proenvironmental Behavior","container-title":"Handbook of Environmental Psychology","page":"525–540","volume":"2","source":"Google Scholar","author":[{"family":"Geller","given":"E. Scott"},{"family":"Bechtel","given":"R. B."},{"family":"Churchman","given":"A."}],"issued":{"date-parts":[["2002"]]}}},{"id":1920,"uris":[""],"uri":[""],"itemData":{"id":1920,"type":"article-journal","title":"Encouraging Pro-Environmental Behaviour: An Integrative Review and Research Agenda","container-title":"Journal of Environmental Psychology","page":"309–317","volume":"29","issue":"3","source":"Google Scholar","shortTitle":"Encouraging pro-environmental behaviour","author":[{"family":"Steg","given":"Linda"},{"family":"Vlek","given":"Charles"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Bolderdijk, Lehman, and Geller 2012; Geller, Bechtel, and Churchman 2002; Steg and Vlek 2009). Moreover, penalties can be difficult to enforce and monitor ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"F3D5t0kp","properties":{"formattedCitation":"(Bolderdijk et al. 2012)","plainCitation":"(Bolderdijk et al. 2012)","noteIndex":0},"citationItems":[{"id":2070,"uris":[""],"uri":[""],"itemData":{"id":2070,"type":"article-journal","title":"Encouraging Pro-Environmental Behaviour with Rewards and Penalties","container-title":"Environmental Psychology: An Introduction","page":"233–242","source":"Google Scholar","author":[{"family":"Bolderdijk","given":"J. W."},{"family":"Lehman","given":"P. K."},{"family":"Geller","given":"E. S."}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Bolderdijk et al. 2012). Thus, it is often desirable to turn to positive behavior-change strategies instead, which we discuss next.Implementation intentions. One means of transitioning from an old habit to a new one is to have people consider implementation intentions, or thoughts about what steps they will take to engage in the action ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"1YaNbSVd","properties":{"formattedCitation":"(Kurz et al. 2014)","plainCitation":"(Kurz et al. 2014)","noteIndex":0},"citationItems":[{"id":3152,"uris":[""],"uri":[""],"itemData":{"id":3152,"type":"article-journal","title":"Habitual behaviors or patterns of practice? Explaining and changing repetitive climate-relevant actions","container-title":"Wiley Interdisciplinary Reviews: Climate Change","page":"113-128","volume":"6","issue":"1","source":"Wiley Online Library","abstract":"Understanding human behavior lies at the heart of responses to climate change. Many environmentally relevant behavior patterns are frequent, stable, and persistent. There is an increasing focus on understanding these patterns less in terms of deliberative processes and more in terms of habits and routines embedded in everyday life. Examinations of the ‘habitual’ nature of environmentally consequential activities have been approached from two theoretically distinct perspectives. From a social psychological perspective, ‘habit’ is studied as an intra-individual psychological construct that sustains ingrained behavior patterns in stable settings and obstructs adoption of more environmentally friendly alternatives. Sociologists from the social practice tradition, in contrast, have sought to highlight the ways in which resource-intensive ‘habitual practices’ become established and maintained in society through a commingling of material, procedural, and socio-discursive elements. We reflect critically upon key theoretical differences underpinning these two approaches to repetitive behaviors and review empirical work from both traditions that speaks to the relevance of ‘habitual behavior patterns’ central to addressing climate change. Finally, we examine how changes in habits are theorized and operationalized within both social psychological and social practice approaches, and practical implications for promoting environmentally sustainable societies. WIREs Clim Change 2015, 6:113–128. doi: 10.1002/wcc.327 This article is categorized under: Perceptions, Behavior, and Communication of Climate Change > Behavior Change and Responses","DOI":"10.1002/wcc.327","ISSN":"1757-7799","shortTitle":"Habitual behaviors or patterns of practice?","language":"en","author":[{"family":"Kurz","given":"Tim"},{"family":"Gardner","given":"Benjamin"},{"family":"Verplanken","given":"Bas"},{"family":"Abraham","given":"Charles"}],"issued":{"date-parts":[["2014",11,10]]}}}],"schema":""} (Kurz et al. 2014). Such intentions can positively influence recycling ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"eLadTfoX","properties":{"formattedCitation":"(Holland, Aarts, and Langendam 2006)","plainCitation":"(Holland, Aarts, and Langendam 2006)","noteIndex":0},"citationItems":[{"id":3153,"uris":[""],"uri":[""],"itemData":{"id":3153,"type":"article-journal","title":"Breaking and creating habits on the working floor: A field-experiment on the power of implementation intentions","container-title":"Journal of Experimental Social Psychology","page":"776-783","volume":"42","issue":"6","source":"ScienceDirect","abstract":"Previous research has shown that implementation intentions are effective tools to promote new behavior. The present study aimed to provide the first evidence that conscious planning is an effective tool in replacing well-learned habits with new habits. This was tested in a field-experiment on repetitive behavior in the domain of recycling, using 109 employees of a tele-company as participants. Recycling behavior of the participants was observed by the actual amount of paper and the number of plastic cups in their personal wastebaskets. Following a pre-measure, participants were assigned to either implementation intention conditions, conditions in which an eye-catching facility was placed to promote recycling behavior, or control conditions. Recycling behavior was substantially improved in the facility as well as the implementation intention conditions in week 1 and week 2 and still 2 months after the manipulation. These data supported our hypothesis that planning breaks down unwanted habits and creates new ones.","DOI":"10.1016/j.jesp.2005.11.006","ISSN":"0022-1031","shortTitle":"Breaking and creating habits on the working floor","journalAbbreviation":"Journal of Experimental Social Psychology","author":[{"family":"Holland","given":"Rob W."},{"family":"Aarts","given":"Henk"},{"family":"Langendam","given":"Daan"}],"issued":{"date-parts":[["2006",11,1]]}}}],"schema":""} (Holland, Aarts, and Langendam 2006) and sustainable food-purchasing habits ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"NSqWUgMr","properties":{"formattedCitation":"(Fennis et al. 2011)","plainCitation":"(Fennis et al. 2011)","noteIndex":0},"citationItems":[{"id":1842,"uris":[""],"uri":[""],"itemData":{"id":1842,"type":"article-journal","title":"Bridging the Intention–Behavior Gap: Inducing Implementation Intentions Through Persuasive Appeals","container-title":"Journal of Consumer Psychology","page":"302–311","volume":"21","issue":"3","source":"Google Scholar","shortTitle":"Bridging the intention–behavior gap","author":[{"family":"Fennis","given":"Bob M."},{"family":"Adriaanse","given":"Marieke A."},{"family":"Stroebe","given":"Wolfgang"},{"family":"Pol","given":"Bert"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Fennis et al. 2011). Then the new behavior can be encouraged via repetition and by positive habit formation techniques such as making it easy, prompts, feedback, and incentives. Making it easy. Many sustainable actions are viewed as effortful, time-consuming, or difficult to carry out, which can be a barrier to sustainable actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Zs28Lp6j","properties":{"formattedCitation":"(McKenzie-Mohr 2000)","plainCitation":"(McKenzie-Mohr 2000)","noteIndex":0},"citationItems":[{"id":1945,"uris":[""],"uri":[""],"itemData":{"id":1945,"type":"article-journal","title":"New Ways to Promote Proenvironmental Behavior: Promoting Sustainable Behavior: An Introduction to Community-Based Social Marketing","container-title":"Journal of Social Issues","page":"543–554","volume":"56","issue":"3","source":"Google Scholar","shortTitle":"New ways to promote proenvironmental behavior","author":[{"family":"McKenzie-Mohr","given":"Doug"}],"issued":{"date-parts":[["2000"]]}}}],"schema":""} (McKenzie-Mohr 2000). Thus, one strategy to encourage sustainable habit formation is to make the action easier to do ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ckxr1zVD","properties":{"formattedCitation":"(Houten, Nau, and Merrigan 1981)","plainCitation":"(Houten, Nau, and Merrigan 1981)","noteIndex":0},"citationItems":[{"id":2052,"uris":[""],"uri":[""],"itemData":{"id":2052,"type":"article-journal","title":"Reducing Elevator Energy Use: A Comparison of Posted Feedback and Reduced Elevator Convenience","container-title":"Journal of Applied Behavior Analysis","page":"377–387","volume":"14","issue":"4","source":"Google Scholar","shortTitle":"Reducing elevator energy use","author":[{"family":"Houten","given":"Ron Van"},{"family":"Nau","given":"Paul A."},{"family":"Merrigan","given":"Michael"}],"issued":{"date-parts":[["1981"]]}}}],"schema":""} (Houten, Nau, and Merrigan 1981). Contextual changes that improve the ease of engaging in sustainable behaviors, such as placing recycling bins nearby, requiring less complex sorting of recyclables, and offering showerheads with “low-flow” settings, encourage such behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"UelCBBgR","properties":{"formattedCitation":"(Brothers, Krantz, and McClannahan 1994; Gamba and Oskamp 1994; Ludwig, Gray, and Rowell 1998)","plainCitation":"(Brothers, Krantz, and McClannahan 1994; Gamba and Oskamp 1994; Ludwig, Gray, and Rowell 1998)","noteIndex":0},"citationItems":[{"id":2064,"uris":[""],"uri":[""],"itemData":{"id":2064,"type":"article-journal","title":"Office Paper Recycling: A Function of Container Proximity","container-title":"Journal of Applied Behavior Analysis","page":"153–160","volume":"27","issue":"1","source":"Google Scholar","shortTitle":"Office paper recycling","author":[{"family":"Brothers","given":"Kevin J."},{"family":"Krantz","given":"Patricia J."},{"family":"McClannahan","given":"Lynn E."}],"issued":{"date-parts":[["1994"]]}}},{"id":2059,"uris":[""],"uri":[""],"itemData":{"id":2059,"type":"article-journal","title":"Factors Influencing Community Residents' Participation in Commingled Curbside Recycling Programs","container-title":"Environment and Behavior","page":"587–612","volume":"26","issue":"5","source":"Google Scholar","author":[{"family":"Gamba","given":"Raymond J."},{"family":"Oskamp","given":"Stuart"}],"issued":{"date-parts":[["1994"]]}}},{"id":2056,"uris":[""],"uri":[""],"itemData":{"id":2056,"type":"article-journal","title":"Increasing Recycling in Academic Buildings: A Systematic Replication","container-title":"Journal of Applied Behavior Analysis","page":"683–686","volume":"31","issue":"4","source":"Google Scholar","shortTitle":"Increasing recycling in academic buildings","author":[{"family":"Ludwig","given":"Timothy D."},{"family":"Gray","given":"Timothy W."},{"family":"Rowell","given":"Allison"}],"issued":{"date-parts":[["1998"]]}}}],"schema":""} (Brothers, Krantz, and McClannahan 1994; Gamba and Oskamp 1994; Ludwig, Gray, and Rowell 1998). One means of making sustainable actions easier is to make them the default ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"GvjXXfp2","properties":{"formattedCitation":"(Frederiks, Stenner, and Hobman 2015; Theotokis and Manganari 2015)","plainCitation":"(Frederiks, Stenner, and Hobman 2015; Theotokis and Manganari 2015)","noteIndex":0},"citationItems":[{"id":"Jay23g76/BE1yoThY","uris":[""],"uri":[""],"itemData":{"id":141,"type":"article-journal","title":"“Household Energy Use: Applying Behavioural Economics to Understand Consumer Decision-Making and Behaviour","container-title":"Renewable and Sustainable Energy Reviews","page":"1385–1394","volume":"41","language":"en","author":[{"family":"Frederiks","given":"Elisha R."},{"family":"Stenner","given":"Karen"},{"family":"Hobman","given":"and Elizabeth V."}],"issued":{"date-parts":[["2015"]]}}},{"id":1929,"uris":[""],"uri":[""],"itemData":{"id":1929,"type":"article-journal","title":"The Impact of Choice Architecture on Sustainable Consumer Behavior: The Role of Guilt","container-title":"Journal of Business Ethics","page":"423-437","volume":"131","issue":"2","source":"EBSCOhost","abstract":"Companies often encourage consumers to engage in sustainable behaviors using their services in a more environmentally friendly or green way, such as reusing the towels in a hotel or replacing paper bank statements by electronic statements. Sometimes, the option of green service is implied as the default and consumers can opt-out, while in other cases consumers need to explicitly ask ( opt-in) for switching to a green service. This research examines the effectiveness of choice architecture and particularly the different default policies-i.e., the alternative the consumer receives if he/she does not explicitly request otherwise-in engaging consumer green behavior. In four experiments, we show that the opt-out default policy is more effective than the opt-in, because it increases anticipated guilt. This effect is stronger for consumers who are less conscious for the environment (Study 1).We also show that a forced choice policy, in which the consumer is not automatically assigned to any condition and is forced to choose between the green and the non-green service option, is more effective than the opt-in policy and not significantly more effective than the opt-out policy (Study 2). Finally, we show that the role of defaults is weakened (enhanced), if a negotiated (reciprocal) cooperation strategy is used (Study 3). The article contributes to the literature of defaults and provides managerial and public policy implications for the design of green services.","DOI":"10.1007/s10551-014-2287-4","ISSN":"01674544","shortTitle":"The Impact of Choice Architecture on Sustainable Consumer Behavior","journalAbbreviation":"Journal of Business Ethics","author":[{"family":"Theotokis","given":"Aristeidis"},{"family":"Manganari","given":"Emmanouela"}],"issued":{"date-parts":[["2015",10]]}}}],"schema":""} (Frederiks, Stenner, and Hobman 2015; Theotokis and Manganari 2015). In one example, when sustainable electricity was set as the default option, individuals were more likely to stick with it ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"9hXkUp9X","properties":{"formattedCitation":"(Pichert and Katsikopoulos 2008)","plainCitation":"(Pichert and Katsikopoulos 2008)","noteIndex":0},"citationItems":[{"id":1972,"uris":[""],"uri":[""],"itemData":{"id":1972,"type":"article-journal","title":"Green Defaults: Information Presentation and Pro-Environmental Behaviour","container-title":"Journal of Environmental Psychology","page":"63–73","volume":"28","issue":"1","source":"Google Scholar","shortTitle":"Green defaults","author":[{"family":"Pichert","given":"Daniel"},{"family":"Katsikopoulos","given":"Konstantinos V."}],"issued":{"date-parts":[["2008"]]}}}],"schema":""} (Pichert and Katsikopoulos 2008). Because consumers are often low on cognitive resources, simplifying the decision-making process can allow them to more automatically form sustainable habits ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"BTcnCupM","properties":{"formattedCitation":"(Steg and Vlek 2009)","plainCitation":"(Steg and Vlek 2009)","noteIndex":0},"citationItems":[{"id":1920,"uris":[""],"uri":[""],"itemData":{"id":1920,"type":"article-journal","title":"Encouraging Pro-Environmental Behaviour: An Integrative Review and Research Agenda","container-title":"Journal of Environmental Psychology","page":"309–317","volume":"29","issue":"3","source":"Google Scholar","shortTitle":"Encouraging pro-environmental behaviour","author":[{"family":"Steg","given":"Linda"},{"family":"Vlek","given":"Charles"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Steg and Vlek 2009)Prompts. Another means of encouraging sustainable habit formation is the use of prompts: messages that are given before the behavior occurs to remind the consumer what the desired sustainable behavior is ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"cWqoJLFG","properties":{"formattedCitation":"(Lehman and Geller 2004)","plainCitation":"(Lehman and Geller 2004)","noteIndex":0},"citationItems":[{"id":1991,"uris":[""],"uri":[""],"itemData":{"id":1991,"type":"article-journal","title":"Behavior Analysis and Environmental Protection: Accomplishments and Potential for More","container-title":"Behavior and Social Issues","page":"13","volume":"13","issue":"1","source":"Google Scholar","shortTitle":"Behavior analysis and environmental protection","author":[{"family":"Lehman","given":"Philip K."},{"family":"Geller","given":"E. Scott"}],"issued":{"date-parts":[["2004"]]}}}],"schema":""} (Lehman and Geller 2004). Prompts can positively impact many sustainable behaviors including waste disposal, energy usage, and recycling ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ji1gtr5c","properties":{"formattedCitation":"(Osbaldiston and Schott 2012)","plainCitation":"(Osbaldiston and Schott 2012)","noteIndex":0},"citationItems":[{"id":2015,"uris":[""],"uri":[""],"itemData":{"id":2015,"type":"article-journal","title":"Environmental Sustainability and Behavioral Science: Meta-Analysis of Proenvironmental Behavior Experiments","container-title":"Environment and Behavior","page":"257-299","volume":"44","issue":"2","source":"SAGE Journals","abstract":"To provide practitioners with useful information about how to promote proenvironmental behavior (PEB), a meta-analysis was performed on 87 published reports containing 253 experimental treatments that measured an observed, not self-reported, behavioral outcome. Most studies combined multiple treatments, and this confounding precluded definitive conclusions about which individual treatments are most effective. Treatments that included cognitive dissonance, goal setting, social modeling, and prompts provided the overall largest effect sizes (Hedge’s g > 0.60). Further analyses indicated that different treatments have been more effective for certain behaviors. Although average effect sizes are based on small numbers of studies, effective combinations of treatments and behaviors are making it easy to recycle, setting goals for conserving gasoline, and modeling home energy conservation. The results also reveal several gaps in the literature that should guide further research, including both treatments and PEB that have not been tested.","DOI":"10.1177/0013916511402673","ISSN":"0013-9165","shortTitle":"Environmental Sustainability and Behavioral Science","journalAbbreviation":"Environment and Behavior","language":"en","author":[{"family":"Osbaldiston","given":"Richard"},{"family":"Schott","given":"John Paul"}],"issued":{"date-parts":[["2012",3,1]]}}}],"schema":""} (Osbaldiston and Schott 2012). Prompts to engage in sustainable behaviors work best when they are large, clear, easy to follow, and placed in proximity to where the behavior will be performed ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"h2bGG1Ei","properties":{"formattedCitation":"(Austin et al. 1993; Werner, Rhodes, and Partain 1998)","plainCitation":"(Austin et al. 1993; Werner, Rhodes, and Partain 1998)","noteIndex":0},"citationItems":[{"id":1987,"uris":[""],"uri":[""],"itemData":{"id":1987,"type":"article-journal","title":"Increasing Recycling in Office Environments: The Effects of Specific, Informative Cues","container-title":"Journal of Applied Behavior Analysis","page":"247–253","volume":"26","issue":"2","source":"Google Scholar","shortTitle":"Increasing recycling in office environments","author":[{"family":"Austin","given":"John"},{"family":"Hatfield","given":"David B."},{"family":"Grindle","given":"Angelica C."},{"family":"Bailey","given":"Jon S."}],"issued":{"date-parts":[["1993"]]}}},{"id":1988,"uris":[""],"uri":[""],"itemData":{"id":1988,"type":"article-journal","title":"Designing Effective Instructional Signs with Schema Theory: Case Studies of Polystyrene Recycling","container-title":"Environment and Behavior","page":"709–735","volume":"30","issue":"5","source":"Google Scholar","shortTitle":"Designing effective instructional signs with schema theory","author":[{"family":"Werner","given":"Carol M."},{"family":"Rhodes","given":"Mark U."},{"family":"Partain","given":"Kimberly K."}],"issued":{"date-parts":[["1998"]]}}}],"schema":""} (Austin et al. 1993; Werner, Rhodes, and Partain 1998). Because prompts are easy to employ and cost-effective, they can be a good initial behavior-change strategy ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"fct4tcbH","properties":{"formattedCitation":"(Schultz, Oskamp, and Mainieri 1995)","plainCitation":"(Schultz, Oskamp, and Mainieri 1995)","noteIndex":0},"citationItems":[{"id":2085,"uris":[""],"uri":[""],"itemData":{"id":2085,"type":"article-journal","title":"Who Recycles and When? A Review of Personal and Situational Factors","container-title":"Journal of Environmental Psychology","page":"105–121","volume":"15","issue":"2","source":"Google Scholar","shortTitle":"Who recycles and when?","author":[{"family":"Schultz","given":"P. Wesley"},{"family":"Oskamp","given":"Stuart"},{"family":"Mainieri","given":"Tina"}],"issued":{"date-parts":[["1995"]]}}}],"schema":""} (Schultz, Oskamp, and Mainieri 1995), but they are best utilized in combination with other strategies ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"xe0ougOX","properties":{"formattedCitation":"(Delmas, Fischlein, and Asensio 2013)","plainCitation":"(Delmas, Fischlein, and Asensio 2013)","noteIndex":0},"citationItems":[{"id":2049,"uris":[""],"uri":[""],"itemData":{"id":2049,"type":"article-journal","title":"Information Strategies and Energy Conservation Behavior: A Meta-Analysis of Experimental Studies from 1975 to 2012","container-title":"Energy Policy","page":"729–739","volume":"61","source":"Google Scholar","shortTitle":"Information strategies and energy conservation behavior","author":[{"family":"Delmas","given":"Magali A."},{"family":"Fischlein","given":"Miriam"},{"family":"Asensio","given":"Omar I."}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Delmas, Fischlein, and Asensio 2013). Incentives. Rewards, discounts, gifts, and other extrinsic incentives can increase desired behaviors and positive habit formation. Monetary incentives such as rebates, tiered pricing, and cash can encourage the adoption and maintenance of sustainable behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"qFSJHh2v","properties":{"formattedCitation":"(e.g, Diamond and Loewy 1991; Slavin, Wodarski, and Blackburn 1981; Wilhite and Ling 1995)","plainCitation":"(e.g, Diamond and Loewy 1991; Slavin, Wodarski, and Blackburn 1981; Wilhite and Ling 1995)","noteIndex":0},"citationItems":[{"id":2061,"uris":[""],"uri":[""],"itemData":{"id":2061,"type":"article-journal","title":"Effects of Probabilistic Rewards on Recycling Attitudes and Behavior","container-title":"Journal of Applied Social Psychology","page":"1590–1607","volume":"21","issue":"19","source":"Google Scholar","author":[{"family":"Diamond","given":"William D."},{"family":"Loewy","given":"Ben Z."}],"issued":{"date-parts":[["1991"]]}},"prefix":"e.g, "},{"id":1995,"uris":[""],"uri":[""],"itemData":{"id":1995,"type":"article-journal","title":"A Group Contingency for Electricity Conservation in Master-Metered Apartments","container-title":"Journal of Applied Behavior Analysis","page":"357–363","volume":"14","issue":"3","source":"Google Scholar","author":[{"family":"Slavin","given":"Robert E."},{"family":"Wodarski","given":"John S."},{"family":"Blackburn","given":"Bernard L."}],"issued":{"date-parts":[["1981"]]}}},{"id":1996,"uris":[""],"uri":[""],"itemData":{"id":1996,"type":"article-journal","title":"Measured Energy Savings from a More Informative Energy Bill","container-title":"Energy and Buildings","page":"145–155","volume":"22","issue":"2","source":"Google Scholar","author":[{"family":"Wilhite","given":"Harold"},{"family":"Ling","given":"Rich"}],"issued":{"date-parts":[["1995"]]}}}],"schema":""} (Diamond and Loewy 1991; Slavin, Wodarski, and Blackburn 1981; Wilhite and Ling 1995). Incentives have been shown to impact sustainable behaviors such as waste disposal and clean-up ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"D9xVhMW7","properties":{"formattedCitation":"(Baltes and Hayward 1976)","plainCitation":"(Baltes and Hayward 1976)","noteIndex":0},"citationItems":[{"id":2065,"uris":[""],"uri":[""],"itemData":{"id":2065,"type":"article-journal","title":"Application and Evaluation of Strategies to Reduce Pollution: Behavioral Control of Littering in a Football Stadium.","container-title":"Journal of Applied Psychology","page":"501","volume":"61","issue":"4","source":"Google Scholar","shortTitle":"Application and evaluation of strategies to reduce pollution","author":[{"family":"Baltes","given":"Margret M."},{"family":"Hayward","given":"Scott C."}],"issued":{"date-parts":[["1976"]]}}}],"schema":""} (Baltes and Hayward 1976), energy usage ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"aqkgQMwT","properties":{"formattedCitation":"(Abrahamse et al. 2005)","plainCitation":"(Abrahamse et al. 2005)","noteIndex":0},"citationItems":[{"id":1992,"uris":[""],"uri":[""],"itemData":{"id":1992,"type":"article-journal","title":"A Review of Intervention Studies Aimed at Household Energy Conservation","container-title":"Journal of Environmental Psychology","page":"273–291","volume":"25","issue":"3","source":"Google Scholar","author":[{"family":"Abrahamse","given":"Wokje"},{"family":"Steg","given":"Linda"},{"family":"Vlek","given":"Charles"},{"family":"Rothengatter","given":"Talib"}],"issued":{"date-parts":[["2005"]]}}}],"schema":""} (Abrahamse et al. 2005), and transportation choices ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"oxKhCA8c","properties":{"formattedCitation":"(Everett, Hayward, and Meyers 1974)","plainCitation":"(Everett, Hayward, and Meyers 1974)","noteIndex":0},"citationItems":[{"id":2060,"uris":[""],"uri":[""],"itemData":{"id":2060,"type":"article-journal","title":"The Effects of a Token Reinforcement Procedure on Bus Ridership","container-title":"Journal of Applied Behavior Analysis","page":"1–9","volume":"7","issue":"1","source":"Google Scholar","author":[{"family":"Everett","given":"Peter B."},{"family":"Hayward","given":"Scott C."},{"family":"Meyers","given":"Andrew W."}],"issued":{"date-parts":[["1974"]]}}}],"schema":""} (Everett, Hayward, and Meyers 1974). Although incentives can encourage the adoption and maintenance of sustainable behaviors, they do have potential drawbacks ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a21vsrmuaqm","properties":{"formattedCitation":"(Bolderdijk and Steg 2015)","plainCitation":"(Bolderdijk and Steg 2015)","noteIndex":0},"citationItems":[{"id":3039,"uris":[""],"uri":[""],"itemData":{"id":3039,"type":"article-journal","title":"Promoting Sustainable Consumption: The Risks of Using Financial Incentives","container-title":"Handbook of Research on Sustainable Consumption","page":"328–342","source":"Google Scholar","shortTitle":"Promoting sustainable consumption","author":[{"family":"Bolderdijk","given":"Jan Willem"},{"family":"Steg","given":"Linda"}],"issued":{"date-parts":[["2015"]]}}}],"schema":""} (Bolderdijk and Steg 2015). Smaller monetary rewards are often less motivating than other types of incentives such as a free gift, a lottery entry, or social praise ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"EyzMWnKL","properties":{"formattedCitation":"(Handgraaf, de Jeude, and Appelt 2013; Hutton and McNeill 1981)","plainCitation":"(Handgraaf, de Jeude, and Appelt 2013; Hutton and McNeill 1981)","noteIndex":0},"citationItems":[{"id":2660,"uris":[""],"uri":[""],"itemData":{"id":2660,"type":"article-journal","title":"Public Praise Vs. Private Pay: Effects of Rewards on Energy Conservation in the Workplace","container-title":"Ecological Economics","page":"86–92","volume":"86","source":"Google Scholar","shortTitle":"Public praise vs. private pay","author":[{"family":"Handgraaf","given":"Michel JJ"},{"family":"Jeude","given":"Margriet A. Van Lidth","non-dropping-particle":"de"},{"family":"Appelt","given":"Kirstin C."}],"issued":{"date-parts":[["2013"]]}}},{"id":2025,"uris":[""],"uri":[""],"itemData":{"id":2025,"type":"article-journal","title":"The Value of Incentives in Stimulating Energy Conservation","container-title":"Journal of Consumer Research","page":"291-298","volume":"8","issue":"3","source":"EBSCOhost","abstract":"In the fall of 1979, the United States Department of Energy implemented the Low Cost/No Cost Energy Conservation Program in six New England states. Results of a consumer experiment show that the use of incentives significantly increased consumer response.","ISSN":"00935301","journalAbbreviation":"Journal of Consumer Research","author":[{"family":"Hutton","given":"R Bruce"},{"family":"McNeill","given":"Dennis L."}],"issued":{"date-parts":[["1981",12]]}}}],"schema":""} (Handgraaf, de Jeude, and Appelt 2013; Hutton and McNeill 1981). Second, incentives to engage in sustainable behaviors can lead to actions that are short-lived ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"TZJjMyAM","properties":{"formattedCitation":"(Katzev and Johnson 1984)","plainCitation":"(Katzev and Johnson 1984)","noteIndex":0},"citationItems":[{"id":2097,"uris":[""],"uri":[""],"itemData":{"id":2097,"type":"article-journal","title":"Comparing the Effects of Monetary Incentives and Foot-in-the-Door Strategies in Promoting Residential Electricity Conservation","container-title":"Journal of Applied Social Psychology","page":"12–27","volume":"14","issue":"1","source":"Google Scholar","author":[{"family":"Katzev","given":"Richard D."},{"family":"Johnson","given":"Theodore R."}],"issued":{"date-parts":[["1984"]]}}}],"schema":""} (Katzev and Johnson 1984). Consumers initially respond positively to rewards, but the sustainable behavior often disappears once the incentive is removed ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"y6b2agqE","properties":{"formattedCitation":"(Cairns, Newson, and Davis 2010)","plainCitation":"(Cairns, Newson, and Davis 2010)","noteIndex":0},"citationItems":[{"id":1993,"uris":[""],"uri":[""],"itemData":{"id":1993,"type":"article-journal","title":"Understanding Successful Workplace Travel Initiatives in the UK","container-title":"Transportation Research Part A: Policy and Practice","page":"473–494","volume":"44","issue":"7","source":"Google Scholar","author":[{"family":"Cairns","given":"S."},{"family":"Newson","given":"C."},{"family":"Davis","given":"A."}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Cairns, Newson, and Davis 2010). Thus, one-time sustainable actions are easier to encourage with incentives than are longer-term changes ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"BvxUWGqK","properties":{"formattedCitation":"(Geller et al. 2002)","plainCitation":"(Geller et al. 2002)","noteIndex":0},"citationItems":[{"id":2058,"uris":[""],"uri":[""],"itemData":{"id":2058,"type":"article-journal","title":"The Challenge of Increasing Proenvironmental Behavior","container-title":"Handbook of Environmental Psychology","page":"525–540","volume":"2","source":"Google Scholar","author":[{"family":"Geller","given":"E. Scott"},{"family":"Bechtel","given":"R. B."},{"family":"Churchman","given":"A."}],"issued":{"date-parts":[["2002"]]}}}],"schema":""} (Geller et al. 2002). Further, incentives can have the unintended consequence of decreasing the desired behavior, because the intrinsic motive to engage in the action is reduced ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"owlNzmQR","properties":{"formattedCitation":"(Bowles 2008)","plainCitation":"(Bowles 2008)","noteIndex":0},"citationItems":[{"id":1997,"uris":[""],"uri":[""],"itemData":{"id":1997,"type":"article-journal","title":"Policies Designed for Self-Interested Citizens May Undermine \"The Moral Sentiments\": Evidence from Economic Experiments","container-title":"Science","page":"1605–1609","volume":"320","issue":"5883","source":"Google Scholar","shortTitle":"Policies designed for self-interested citizens may undermine\" the moral sentiments\"","author":[{"family":"Bowles","given":"Samuel"}],"issued":{"date-parts":[["2008"]]}}}],"schema":""} (Bowles 2008). Feedback. Another means of encouraging sustainable habit formation is to use feedback. This involves providing consumers with specific information about their own performance on a task or behavior. Feedback can be given for actions like water and energy usage, and it can be provided with reference to the consumer’s own past behaviors or in comparison to the performance of other individuals ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"0HPjrIWP","properties":{"formattedCitation":"(Abrahamse et al. 2007; Fischer 2008; Tiefenbeck et al. 2016)","plainCitation":"(Abrahamse et al. 2007; Fischer 2008; Tiefenbeck et al. 2016)","noteIndex":0},"citationItems":[{"id":1937,"uris":[""],"uri":[""],"itemData":{"id":1937,"type":"article-journal","title":"The Effect of Tailored Information, Goal Setting and Feedback on Household Energy Use, Energy Related Behaviors and Behavioral Determinants","container-title":"Journal of Environmental Psychology","page":"265–276","volume":"27","issue":"4","author":[{"family":"Abrahamse","given":"Wokje"},{"family":"Steg","given":"Linda"},{"family":"Vlek","given":"Charles"},{"family":"Rothengatter","given":"Talib"}],"issued":{"date-parts":[["2007"]]}}},{"id":2012,"uris":[""],"uri":[""],"itemData":{"id":2012,"type":"article-journal","title":"Feedback on Household Electricity Consumption: A Tool for Saving Energy?","container-title":"Energy Efficiency","page":"79-104","volume":"1","issue":"1","source":"link.","abstract":"Improved feedback on electricity consumption may provide a tool for customers to better control their consumption and ultimately save energy. This paper asks which kind of feedback is most successful. For this purpose, a psychological model is presented that illustrates how and why feedback works. Relevant features of feedback are identified that may determine its effectiveness: frequency, duration, content, breakdown, medium and way of presentation, comparisons, and combination with other instruments. The paper continues with an analysis of international experience in order to find empirical evidence for which kinds of feedback work best. In spite of considerable data restraints and research gaps, there is some indication that the most successful feedback combines the following features: it is given frequently and over a long time, provides an appliance-specific breakdown, is presented in a clear and appealing way, and uses computerized and interactive tools.","DOI":"10.1007/s12053-008-9009-7","ISSN":"1570-646X, 1570-6478","shortTitle":"Feedback on household electricity consumption","journalAbbreviation":"Energy Efficiency","language":"en","author":[{"family":"Fischer","given":"Corinna"}],"issued":{"date-parts":[["2008",2,1]]}}},{"id":3266,"uris":[""],"uri":[""],"itemData":{"id":3266,"type":"article-journal","title":"Overcoming salience bias: how real-time feedback fosters resource conservation","container-title":"Management science","page":"1458–1476","volume":"64","issue":"3","source":"Google Scholar","shortTitle":"Overcoming salience bias","author":[{"family":"Tiefenbeck","given":"Verena"},{"family":"Goette","given":"Lorenz"},{"family":"Degen","given":"Kathrin"},{"family":"Tasic","given":"Vojkan"},{"family":"Fleisch","given":"Elgar"},{"family":"Lalive","given":"Rafael"},{"family":"Staake","given":"Thorsten"}],"issued":{"date-parts":[["2016"]]}}}],"schema":""} (Abrahamse et al. 2007; Fischer 2008; Tiefenbeck et al. 2016). Research suggests that feedback is more effective when it is presented over an extended period of time, in real-time, and in a clear manner ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"OjqXGyE7","properties":{"formattedCitation":"(Chiang et al. 2014; Fischer 2008; Karjalainen 2011)","plainCitation":"(Chiang et al. 2014; Fischer 2008; Karjalainen 2011)","noteIndex":0},"citationItems":[{"id":2970,"uris":[""],"uri":[""],"itemData":{"id":2970,"type":"article-journal","title":"Inducing [Sub] Conscious Energy Behaviour Through Visually Displayed Energy Information: A Case Study in University Accommodation","container-title":"Energy and Buildings","page":"507–515","volume":"70","source":"Google Scholar","shortTitle":"Inducing [sub] conscious energy behaviour through visually displayed energy information","author":[{"family":"Chiang","given":"Teresa"},{"family":"Mevlevioglu","given":"Gokhan"},{"family":"Natarajan","given":"Sukumar"},{"family":"Padget","given":"Julian"},{"family":"Walker","given":"Ian"}],"issued":{"date-parts":[["2014"]]}}},{"id":2012,"uris":[""],"uri":[""],"itemData":{"id":2012,"type":"article-journal","title":"Feedback on Household Electricity Consumption: A Tool for Saving Energy?","container-title":"Energy Efficiency","page":"79-104","volume":"1","issue":"1","source":"link.","abstract":"Improved feedback on electricity consumption may provide a tool for customers to better control their consumption and ultimately save energy. This paper asks which kind of feedback is most successful. For this purpose, a psychological model is presented that illustrates how and why feedback works. Relevant features of feedback are identified that may determine its effectiveness: frequency, duration, content, breakdown, medium and way of presentation, comparisons, and combination with other instruments. The paper continues with an analysis of international experience in order to find empirical evidence for which kinds of feedback work best. In spite of considerable data restraints and research gaps, there is some indication that the most successful feedback combines the following features: it is given frequently and over a long time, provides an appliance-specific breakdown, is presented in a clear and appealing way, and uses computerized and interactive tools.","DOI":"10.1007/s12053-008-9009-7","ISSN":"1570-646X, 1570-6478","shortTitle":"Feedback on household electricity consumption","journalAbbreviation":"Energy Efficiency","language":"en","author":[{"family":"Fischer","given":"Corinna"}],"issued":{"date-parts":[["2008",2,1]]}}},{"id":2016,"uris":[""],"uri":[""],"itemData":{"id":2016,"type":"article-journal","title":"Consumer Preferences for Feedback on Household Electricity Consumption","container-title":"Energy and Buildings","page":"458-467","volume":"43","issue":"2","source":"ScienceDirect","abstract":"Numerous studies have shown that feedback on energy consumption can work to effectively reduce household energy consumption. However, relatively little work has been done on the best ways to present information in order to maximise energy savings. In this work, different ways of presenting feedback on electricity consumption were systematically analysed and user interface prototypes were developed based on the analysis. The prototypes were shown to consumers in qualitative interviews to gain information on how well they understood them and what kind of feedback they prefer to receive on their electricity consumption. The results show that the following features of feedback on electricity consumption are most valued by consumers: presentations of costs (over a period of time), appliance-specific breakdown, i.e. information on what proportion is consumed by each appliance, and historical comparison, i.e. comparison with their own prior consumption.","DOI":"10.1016/j.enbuild.2010.10.010","ISSN":"0378-7788","journalAbbreviation":"Energy and Buildings","author":[{"family":"Karjalainen","given":"Sami"}],"issued":{"date-parts":[["2011",2,1]]}}}],"schema":""} (Chiang et al. 2014; Fischer 2008; Karjalainen 2011) ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"MuwJHIvE","properties":{"formattedCitation":"(Karjalainen 2011)","plainCitation":"(Karjalainen 2011)","dontUpdate":true,"noteIndex":0},"citationItems":[{"id":2016,"uris":[""],"uri":[""],"itemData":{"id":2016,"type":"article-journal","title":"Consumer Preferences for Feedback on Household Electricity Consumption","container-title":"Energy and Buildings","page":"458-467","volume":"43","issue":"2","source":"ScienceDirect","abstract":"Numerous studies have shown that feedback on energy consumption can work to effectively reduce household energy consumption. However, relatively little work has been done on the best ways to present information in order to maximise energy savings. In this work, different ways of presenting feedback on electricity consumption were systematically analysed and user interface prototypes were developed based on the analysis. The prototypes were shown to consumers in qualitative interviews to gain information on how well they understood them and what kind of feedback they prefer to receive on their electricity consumption. The results show that the following features of feedback on electricity consumption are most valued by consumers: presentations of costs (over a period of time), appliance-specific breakdown, i.e. information on what proportion is consumed by each appliance, and historical comparison, i.e. comparison with their own prior consumption.","DOI":"10.1016/j.enbuild.2010.10.010","ISSN":"0378-7788","journalAbbreviation":"Energy and Buildings","author":[{"family":"Karjalainen","given":"Sami"}],"issued":{"date-parts":[["2011",2,1]]}}}],"schema":""} . Sharing group feedback with households and in work settings can also be an effective behavior-change strategy ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"8bj2Us3s","properties":{"formattedCitation":"(De Leon and Fuqua 1995; Schultz 1999; Schultz et al. 2007; Siero et al. 1996)","plainCitation":"(De Leon and Fuqua 1995; Schultz 1999; Schultz et al. 2007; Siero et al. 1996)","noteIndex":0},"citationItems":[{"id":2104,"uris":[""],"uri":[""],"itemData":{"id":2104,"type":"article-journal","title":"The Effects of Public Commitment and Group Feedback on Curbside Recycling","container-title":"Environment and Behavior","page":"233–250","volume":"27","issue":"2","source":"Google Scholar","author":[{"family":"De Leon","given":"Iser G."},{"family":"Fuqua","given":"R. Wayne"}],"issued":{"date-parts":[["1995"]]}}},{"id":2084,"uris":[""],"uri":[""],"itemData":{"id":2084,"type":"article-journal","title":"Changing Behavior with Normative Feedback Interventions: A Field Experiment on Curbside Recycling","container-title":"Basic and Applied Social Psychology","volume":"21","issue":"1","source":"CiteULike","abstract":"This field experiment increased the frequency of curbside recycling among community residents using feedback interventions that targeted personal and social norms. My team of researchers observed curbside recycling behaviors of 605 residents of single-family dwellings for 17 weeks. Groups of contiguous houses were randomly assigned to 1 of 5 experimental conditions: plea, plea plus information, plea plus neighborhood feedback, plea plus individual household feedback, or the control condition. Interventions were implemented using door hangers delivered to each household over a 4-week period. Results showed significant increases from baseline in the frequency of participation and total amount of recycled material for the individual (i.e., personal norm) and the group feedback (i.e., descriptive norm) interventions. None of the interventions altered the amount of contamination observed. These findings are interpreted as consistent with recent research on personal and social norms and suggest a link between behavior change produced through norm activation and behavior change produced through feedback. Implications for research and public policy are discussed.","URL":"","shortTitle":"Changing Behavior With Normative Feedback Interventions","author":[{"family":"Schultz","given":"P"}],"issued":{"date-parts":[["1999"]]},"accessed":{"date-parts":[["2017",10,23]]}}},{"id":2083,"uris":[""],"uri":[""],"itemData":{"id":2083,"type":"article-journal","title":"The Constructive, Destructive, and Reconstructive Power of Social Norms","container-title":"Psychological Science","page":"429-434","volume":"18","issue":"5","source":"SAGE Journals","abstract":"Despite a long tradition of effectiveness in laboratory tests, normative messages have had mixed success in changing behavior in field contexts, with some studies showing boomerang effects. To test a theoretical account of this inconsistency, we conducted a field experiment in which normative messages were used to promote household energy conservation. As predicted, a descriptive normative message detailing average neighborhood usage produced either desirable energy savings or the undesirable boomerang effect, depending on whether households were already consuming at a low or high rate. Also as predicted, adding an injunctive message (conveying social approval or disapproval) eliminated the boomerang effect. The results offer an explanation for the mixed success of persuasive appeals based on social norms and suggest how such appeals should be properly crafted.","DOI":"10.1111/j.1467-9280.2007.01917.x","ISSN":"0956-7976","journalAbbreviation":"Psychol Sci","language":"en","author":[{"family":"Schultz","given":"P. Wesley"},{"family":"Nolan","given":"Jessica M."},{"family":"Cialdini","given":"Robert B."},{"family":"Goldstein","given":"Noah J."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2007",5,1]]}}},{"id":2001,"uris":[""],"uri":[""],"itemData":{"id":2001,"type":"article-journal","title":"Changing Organizational Energy Consumption Behaviour Through Comparative Feedback","container-title":"Journal of Environmental Psychology","page":"235–246","volume":"16","issue":"3","source":"Google Scholar","author":[{"family":"Siero","given":"Frans W."},{"family":"Bakker","given":"Arnold B."},{"family":"Dekker","given":"Gerda B."},{"family":"Van Den Burg","given":"Marcel TC"}],"issued":{"date-parts":[["1996"]]}}}],"schema":""} (De Leon and Fuqua 1995; Schultz 1999; Schultz et al. 2007; Siero et al. 1996).The Individual Self Factors linked to the individual self can have a powerful influence on consumption behaviors. The concepts discussed in this section include positivity of the self-concept, self-interest, self-consistency, self-efficacy, and individual differences.The self-concept. Individuals desire to maintain positive self-views and can reaffirm the positivity of the self-concept via consumption ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"FB5nj1ch","properties":{"formattedCitation":"(Dunning 2007; Sedikides, Gaertner, and Toguchi 2003)","plainCitation":"(Dunning 2007; Sedikides, Gaertner, and Toguchi 2003)","noteIndex":0},"citationItems":[{"id":2750,"uris":[""],"uri":[""],"itemData":{"id":2750,"type":"article-journal","title":"Self-Image Motives and Consumer Behavior: How Sacrosanct Self-Beliefs Sway Preferences in the Marketplace","container-title":"Journal of Consumer Psychology","page":"237–249","volume":"17","issue":"4","source":"Google Scholar","shortTitle":"Self-image motives and consumer behavior","author":[{"family":"Dunning","given":"David"}],"issued":{"date-parts":[["2007"]]}}},{"id":2752,"uris":[""],"uri":[""],"itemData":{"id":2752,"type":"article-journal","title":"Pancultural Self-Enhancement.","container-title":"Journal of Personality and Social Psychology","page":"60","volume":"84","issue":"1","source":"Google Scholar","author":[{"family":"Sedikides","given":"Constantine"},{"family":"Gaertner","given":"Lowell"},{"family":"Toguchi","given":"Yoshiyasu"}],"issued":{"date-parts":[["2003"]]}}}],"schema":""} (Dunning 2007). As a result of the desire to view the self positively, people often exhibit self-defensive reactions to learning that their own behaviors have negative environmental impacts ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"z4pbmQWF","properties":{"formattedCitation":"(Dickinson 2009; Feygina, Jost, and Goldsmith 2010)","plainCitation":"(Dickinson 2009; Feygina, Jost, and Goldsmith 2010)","noteIndex":0},"citationItems":[{"id":2749,"uris":[""],"uri":[""],"itemData":{"id":2749,"type":"article-journal","title":"The People Paradox: Self-Esteem Striving, Immortality Ideologies, and Human Response to Climate Change","container-title":"Ecology and Society","page":"34","volume":"14","issue":"1","source":"Google Scholar","shortTitle":"The people paradox","author":[{"family":"Dickinson","given":"Janis"}],"issued":{"date-parts":[["2009"]]}}},{"id":2748,"uris":[""],"uri":[""],"itemData":{"id":2748,"type":"article-journal","title":"System Justification, the Denial of Global Warming, and the Possibility of “System-Sanctioned Change”","container-title":"Personality and Social Psychology Bulletin","page":"326–338","volume":"36","issue":"3","source":"Google Scholar","author":[{"family":"Feygina","given":"Irina"},{"family":"Jost","given":"John T."},{"family":"Goldsmith","given":"Rachel E."}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Dickinson 2009; Feygina, Jost, and Goldsmith 2010) and derogate others displaying more sustainable actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Q7gc8rNg","properties":{"formattedCitation":"(Minson and Monin 2012; Zane, Irwin, and Reczek 2015)","plainCitation":"(Minson and Monin 2012; Zane, Irwin, and Reczek 2015)","noteIndex":0},"citationItems":[{"id":2979,"uris":[""],"uri":[""],"itemData":{"id":2979,"type":"article-journal","title":"Do-Gooder Derogation: Disparaging Morally Motivated Minorities to Defuse Anticipated Reproach","container-title":"Social Psychological and Personality Science","page":"200–207","volume":"3","issue":"2","source":"Google Scholar","shortTitle":"Do-gooder derogation","author":[{"family":"Minson","given":"Julia A."},{"family":"Monin","given":"Beno?t"}],"issued":{"date-parts":[["2012"]]}}},{"id":2973,"uris":[""],"uri":[""],"itemData":{"id":2973,"type":"article-journal","title":"Do Less Ethical Consumers Denigrate More Ethical Consumers? The Effect of Willful Ignorance on Judgments of Others","container-title":"Journal of Consumer Psychology","page":"337-349","volume":"26","issue":"3","source":"Google Scholar","shortTitle":"Do less ethical consumers denigrate more ethical consumers?","author":[{"family":"Zane","given":"Daniel M."},{"family":"Irwin","given":"Julie R."},{"family":"Reczek","given":"Rebecca Walker"}],"issued":{"date-parts":[["2015"]]}}}],"schema":""} (Minson and Monin 2012; Zane, Irwin, and Reczek 2015). Moreover, people display motivated biases including the tendency to seek out and reinforce information that confirms pre-existing views (Weber 2016). Further, some forms of sustainable behavior change (e.g., travel behaviors) are avoided because changing can threaten the self ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ZYDixtn9","properties":{"formattedCitation":"(Murtagh et al. 2015)","plainCitation":"(Murtagh et al. 2015)","noteIndex":0},"citationItems":[{"id":1912,"uris":[""],"uri":[""],"itemData":{"id":1912,"type":"article-journal","title":"Does Perception of Automation Undermine Pro-Environmental Behaviour? Findings from Three Everyday Settings","container-title":"Journal of Environmental Psychology","page":"139-148","volume":"42","issue":"Supplement C","source":"ScienceDirect","abstract":"The global deployment of technology to aid mitigation of climate change has great potential but the realisation of much of this potential depends on behavioural response. A culturally pervasive reliance on and belief in technology raises the risk that dependence on technology will hamper human actions of mitigation. Theory suggests that ‘green’ behaviour may be undermined by automated technology but empirical investigation has been lacking. We examined the effect of the prospect of automation on three everyday behaviours with environmental impact. Based on evidence from observational and experimental studies, we demonstrated that the prospect of automation can undermine even simple actions for sustainability. Further, we examined the process by which automated technology influences behaviour and suggest that automation may impair personal responsibility for action.","DOI":"10.1016/j.jenvp.2015.04.002","ISSN":"0272-4944","shortTitle":"Does perception of automation undermine pro-environmental behaviour?","journalAbbreviation":"Journal of Environmental Psychology","author":[{"family":"Murtagh","given":"Niamh"},{"family":"Gatersleben","given":"Birgitta"},{"family":"Cowen","given":"Laura"},{"family":"Uzzell","given":"David"}],"issued":{"date-parts":[["2015",6,1]]}}}],"schema":""} (Murtagh et al. 2015). In one example, threats to Republican self-identity led to backfire effects, such that Republicans decreased support for climate-change mitigation policies in response to climate-change communications ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"s3qQUqYe","properties":{"formattedCitation":"(Hart and Nisbet 2012)","plainCitation":"(Hart and Nisbet 2012)","noteIndex":0},"citationItems":[{"id":2747,"uris":[""],"uri":[""],"itemData":{"id":2747,"type":"article-journal","title":"Boomerang Effects in Science Communication: How Motivated Reasoning and Identity Cues Amplify Opinion Polarization About Climate Mitigation Policies","container-title":"Communication Research","page":"701–723","volume":"39","issue":"6","source":"Google Scholar","shortTitle":"Boomerang effects in science communication","author":[{"family":"Hart","given":"P. Sol"},{"family":"Nisbet","given":"Erik C."}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Hart and Nisbet 2012) or were less likely to choose an eco-friendly option ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"RZp7xnbJ","properties":{"formattedCitation":"(Gromet, Kunreuther, and Larrick 2013)","plainCitation":"(Gromet, Kunreuther, and Larrick 2013)","noteIndex":0},"citationItems":[{"id":2663,"uris":[""],"uri":[""],"itemData":{"id":2663,"type":"article-journal","title":"Political Ideology Affects Energy-Efficiency Attitudes and Choices","container-title":"Proceedings of the National Academy of Sciences","page":"9314–9319","volume":"110","issue":"23","source":"Google Scholar","author":[{"family":"Gromet","given":"Dena M."},{"family":"Kunreuther","given":"Howard"},{"family":"Larrick","given":"Richard P."}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Gromet, Kunreuther, and Larrick 2013). Thus, positively associating sustainable behaviors with the self-concept and buffering against self-threatening information can be critical for sustainable behavior change. For example, self-affirmation, or the endorsement of important self-values, mitigates self-protective responses, leading to greater endorsement of sustainable actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"TiEvTOBq","properties":{"formattedCitation":"(Brough et al. 2016; Prooijen and Sparks 2014; Sparks et al. 2010)","plainCitation":"(Brough et al. 2016; Prooijen and Sparks 2014; Sparks et al. 2010)","noteIndex":0},"citationItems":[{"id":1782,"uris":[""],"uri":[""],"itemData":{"id":1782,"type":"article-journal","title":"Is Eco-Friendly Unmanly? The Green-Feminine Stereotype and Its Effect on Sustainable Consumption","container-title":"Journal of Consumer Research","page":"567-582","volume":"43","issue":"4","source":"CrossRef","DOI":"10.1093/jcr/ucw044","ISSN":"0093-5301, 1537-5277","shortTitle":"Is Eco-Friendly Unmanly?","language":"en","author":[{"family":"Brough","given":"Aaron R."},{"family":"Wilkie","given":"James E. B."},{"family":"Ma","given":"Jingjing"},{"family":"Isaac","given":"Mathew S."},{"family":"Gal","given":"David"}],"issued":{"date-parts":[["2016",12]]}}},{"id":2746,"uris":[""],"uri":[""],"itemData":{"id":2746,"type":"article-journal","title":"Attenuating Initial Beliefs: Increasing the Acceptance of Anthropogenic Climate Change Information by Reflecting on Values","container-title":"Risk Analysis","page":"929–936","volume":"34","issue":"5","source":"Google Scholar","shortTitle":"Attenuating initial beliefs","author":[{"family":"Prooijen","given":"Anne-Marie"},{"family":"Sparks","given":"Paul"}],"issued":{"date-parts":[["2014"]]}}},{"id":2745,"uris":[""],"uri":[""],"itemData":{"id":2745,"type":"article-journal","title":"Pro-Environmental Actions, Climate Change, and Defensiveness: Do Self-Affirmations Make a Difference to People's Motives and Beliefs About Making a Difference?","container-title":"British Journal of Social Psychology","page":"553–568","volume":"49","issue":"3","source":"Google Scholar","shortTitle":"Pro-environmental actions, climate change, and defensiveness","author":[{"family":"Sparks","given":"Paul"},{"family":"Jessop","given":"Donna C."},{"family":"Chapman","given":"James"},{"family":"Holmes","given":"Katherine"}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Brough et al. 2016; Prooijen and Sparks 2014; Sparks et al. 2010). The self-concept also relates to sustainable behaviors in that the possessions people own can become extensions of their identity ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"BzrdKOp5","properties":{"formattedCitation":"(Belk 1988)","plainCitation":"(Belk 1988)","noteIndex":0},"citationItems":[{"id":2744,"uris":[""],"uri":[""],"itemData":{"id":2744,"type":"article-journal","title":"Possessions and the Extended Self","container-title":"Journal of Consumer Research","page":"139–168","volume":"15","issue":"2","source":"Google Scholar","author":[{"family":"Belk","given":"Russell W."}],"issued":{"date-parts":[["1988"]]}}}],"schema":""} (Belk 1988). One way this sense of extended-self manifests is that people can be unwilling to part with possessions that are linked to the self, due to a sense of identity loss ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Km6s3YPV","properties":{"formattedCitation":"(Winterich, Reczek, and Irwin 2017)","plainCitation":"(Winterich, Reczek, and Irwin 2017)","noteIndex":0},"citationItems":[{"id":2113,"uris":[""],"uri":[""],"itemData":{"id":2113,"type":"article-journal","title":"Keeping the Memory but Not the Possession: Memory Preservation Mitigates Identity Loss from Product Disposition","container-title":"Journal of Marketing","page":"104–120","volume":"81","issue":"5","language":"en","author":[{"family":"Winterich","given":"Karen P."},{"family":"Reczek","given":"Rebecca Walker"},{"family":"Irwin","given":"Julie R."}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Winterich, Reczek, and Irwin 2017). Winterich and her colleagues showed that this identity loss was mitigated by having the consumer take a picture of a sentimental product before considering donating, which led to increased possession donation. Giving possessions to others not only has positive sustainability implications, it can lead to greater well-being for the giver ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"GiIVfsV5","properties":{"formattedCitation":"(Donnelly et al. 2017)","plainCitation":"(Donnelly et al. 2017)","noteIndex":0},"citationItems":[{"id":2743,"uris":[""],"uri":[""],"itemData":{"id":2743,"type":"article-journal","title":"Social Recycling Transforms Unwanted Goods into Happiness","container-title":"Journal of the Association for Consumer Research","page":"48–63","volume":"2","issue":"1","source":"Google Scholar","author":[{"family":"Donnelly","given":"Grant E."},{"family":"Lamberton","given":"Cait"},{"family":"Reczek","given":"Rebecca Walker"},{"family":"Norton","given":"Michael I."}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Donnelly et al. 2017). Finally, consumers take better care of and are less likely to trash (versus recycle) identity-linked products ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"THrBtXFq","properties":{"formattedCitation":"(Trudel, Argo, and Meng 2016)","plainCitation":"(Trudel, Argo, and Meng 2016)","noteIndex":0},"citationItems":[{"id":2074,"uris":[""],"uri":[""],"itemData":{"id":2074,"type":"article-journal","title":"The Recycled Self: Consumers’ Disposal Decisions of Identity-Linked Products","container-title":"Journal of Consumer Research","page":"246–264","volume":"43","issue":"2","source":"Google Scholar","shortTitle":"The Recycled Self","author":[{"family":"Trudel","given":"Remi"},{"family":"Argo","given":"Jennifer J."},{"family":"Meng","given":"Matthew D."}],"issued":{"date-parts":[["2016"]]}}}],"schema":""} (Trudel, Argo, and Meng 2016). Self-consistency. In addition to wanting to see the self in a positive light, people want to see the self as being consistent. Self-consistency research shows that when a consumer reaffirms a component of the self-concept (e.g., being environmentally concerned) or engages in a sustainable behavior at one time point, this often leads to consistent sustainable behaviors in the future ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"n2vkejGh","properties":{"formattedCitation":"(e.g., Van der Werff, Steg, and Keizer 2014)","plainCitation":"(e.g., Van der Werff, Steg, and Keizer 2014)","noteIndex":0},"citationItems":[{"id":2121,"uris":[""],"uri":[""],"itemData":{"id":2121,"type":"article-journal","title":"I Am What I Am, by Looking Past the Present: The Influence of Biospheric Values and Past Behavior on Environmental Self-Identity","container-title":"Environment and Behavior","page":"626–657","volume":"46","issue":"5","language":"en","author":[{"family":"Van der Werff","given":"Ellen"},{"family":"Steg","given":"Linda"},{"family":"Keizer","given":"Kees"}],"issued":{"date-parts":[["2014"]]}},"prefix":"e.g., "}],"schema":""} (Van der Werff, Steg, and Keizer 2014). Similarly, initial personal commitments to act sustainably can increase the likelihood of subsequently behaving in a sustainable manner ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"c3Sqe9mw","properties":{"formattedCitation":"(Bodur, Duval, and Grohmann 2015; Katzev and Johnson 1984)","plainCitation":"(Bodur, Duval, and Grohmann 2015; Katzev and Johnson 1984)","noteIndex":0},"citationItems":[{"id":1818,"uris":[""],"uri":[""],"itemData":{"id":1818,"type":"article-journal","title":"Will You Purchase Environmentally Friendly Products? Using Prediction Requests to Increase Choice of Sustainable Products","container-title":"Journal of Business Ethics","page":"59–75","volume":"129","issue":"1","source":"Google Scholar","shortTitle":"Will you purchase environmentally friendly products?","author":[{"family":"Bodur","given":"H. Onur"},{"family":"Duval","given":"Kimberly M."},{"family":"Grohmann","given":"Bianca"}],"issued":{"date-parts":[["2015"]]}}},{"id":2097,"uris":[""],"uri":[""],"itemData":{"id":2097,"type":"article-journal","title":"Comparing the Effects of Monetary Incentives and Foot-in-the-Door Strategies in Promoting Residential Electricity Conservation","container-title":"Journal of Applied Social Psychology","page":"12–27","volume":"14","issue":"1","source":"Google Scholar","author":[{"family":"Katzev","given":"Richard D."},{"family":"Johnson","given":"Theodore R."}],"issued":{"date-parts":[["1984"]]}}}],"schema":""} (Bodur, Duval, and Grohmann 2015; Katzev and Johnson 1984), especially when they are made in writing ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1hj4ee0ck8","properties":{"formattedCitation":"(Lokhorst et al. 2013)","plainCitation":"(Lokhorst et al. 2013)","noteIndex":0},"citationItems":[{"id":2169,"uris":[""],"uri":[""],"itemData":{"id":2169,"type":"article-journal","title":"Commitment and Behaviour Change: A Meta-Analysis and Critical Review of Commitment-Making Strategies in Environmental Research","container-title":"Environment and Behaviour","page":"3–34","volume":"45","issue":"1","language":"en","author":[{"family":"Lokhorst","given":"Anne Marike"},{"family":"Werner","given":"Carol"},{"family":"Staats","given":"Henk"},{"family":"Dijk","given":"Eric","non-dropping-particle":"van"},{"family":"Gale","given":"Jeff L."}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Lokhorst et al. 2013). Along with individual consistency, when a firm adheres to green values this can lead to increased consumer conservation behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"TTBxNzFk","properties":{"formattedCitation":"(Wang, Krishna, and McFerran 2016)","plainCitation":"(Wang, Krishna, and McFerran 2016)","noteIndex":0},"citationItems":[{"id":1923,"uris":[""],"uri":[""],"itemData":{"id":1923,"type":"article-journal","title":"Turning Off the Lights: Consumers’ Environmental Efforts Depend on Visible Efforts of Firms","container-title":"Journal of Marketing Research","page":"478-494","volume":"54","issue":"3","source":"journals. (Atypon)","abstract":"Firms can save considerable money if consumers conserve resources (e.g., if hotel patrons turn off the lights when leaving the room, if restaurant patrons use fewer paper napkins, if airline passengers clean up after themselves). In two studies conducted in real-world hotels, the authors show that consumers’ conservation behavior is affected by the extent to which consumers perceive the firm as being green. Furthermore, consumer perceptions of firms’ greenness and consumer conservation behavior depend on (1) whether the firm asks consumers to conserve resources, (2) the firm’s own commitment to the environment, and (3) the firm’s price image. In addition, firm requests to consumers to save resources can create consumer reactance and can backfire when firms themselves do not engage in visible costly environmental efforts. Such reactance is more likely for firms with a high-price image. Finally, the authors show that by spending a little money to signal environmental commitment, firms can save even more money through consumers’ conservation of resources, resulting in wins for the firm, the consumer, and the environment.","DOI":"10.1509/jmr.14.0441","ISSN":"0022-2437","shortTitle":"Turning Off the Lights","journalAbbreviation":"Journal of Marketing Research","author":[{"family":"Wang","given":"Wenbo"},{"family":"Krishna","given":"Aradhna"},{"family":"McFerran","given":"Brent"}],"issued":{"date-parts":[["2016",8,3]]}}}],"schema":""} (Wang, Krishna, and McFerran 2016). Further, evidence suggests that people who engage in a sustainable action in one domain are often more likely to perform sustainably in other domains too ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"NYzbnVOn","properties":{"formattedCitation":"(i.e., positive spillover; Juhl, Fenger, and Th\\uc0\\u248{}gersen 2017; Lanzini and Th\\uc0\\u248{}gersen 2014; Lokhorst et al. 2013; \\uc0\\u214{}lander and Th\\uc0\\u248{}gersen 2014; Truelove et al. 2014)","plainCitation":"(i.e., positive spillover; Juhl, Fenger, and Th?gersen 2017; Lanzini and Th?gersen 2014; Lokhorst et al. 2013; ?lander and Th?gersen 2014; Truelove et al. 2014)","noteIndex":0},"citationItems":[{"id":1938,"uris":[""],"uri":[""],"itemData":{"id":1938,"type":"article-journal","title":"Will the Consistent Organic Food Consumer Step Forward? An Empirical Analysis","container-title":"Journal of Consumer Research","page":"519-535","volume":"44","issue":"3","source":"Google Scholar","shortTitle":"Will the Consistent Organic Food Consumer Step Forward?","author":[{"family":"Juhl","given":"Hans J?rn"},{"family":"Fenger","given":"Morten HJ"},{"family":"Th?gersen","given":"John"}],"issued":{"date-parts":[["2017"]]}},"prefix":"i.e., positive spillover; "},{"id":2175,"uris":[""],"uri":[""],"itemData":{"id":2175,"type":"article-journal","title":"Behavioural Spillover in the Environmental Domain: An Intervention Study","container-title":"Journal of Environmental Psychology","page":"381–390","volume":"40","language":"en","author":[{"family":"Lanzini","given":"Pietro"},{"family":"Th?gersen","given":"John"}],"issued":{"date-parts":[["2014"]]}}},{"id":2169,"uris":[""],"uri":[""],"itemData":{"id":2169,"type":"article-journal","title":"Commitment and Behaviour Change: A Meta-Analysis and Critical Review of Commitment-Making Strategies in Environmental Research","container-title":"Environment and Behaviour","page":"3–34","volume":"45","issue":"1","language":"en","author":[{"family":"Lokhorst","given":"Anne Marike"},{"family":"Werner","given":"Carol"},{"family":"Staats","given":"Henk"},{"family":"Dijk","given":"Eric","non-dropping-particle":"van"},{"family":"Gale","given":"Jeff L."}],"issued":{"date-parts":[["2013"]]}}},{"id":2741,"uris":[""],"uri":[""],"itemData":{"id":2741,"type":"article-journal","title":"Informing versus Nudging in Environmental Policy","container-title":"Journal of Consumer Policy","page":"341–356","volume":"37","issue":"3","source":"Google Scholar","author":[{"family":"?lander","given":"Folke"},{"family":"Th?gersen","given":"John"}],"issued":{"date-parts":[["2014"]]}}},{"id":2125,"uris":[""],"uri":[""],"itemData":{"id":2125,"type":"article-journal","title":"Positive and Negative Spillover of Pro-Environmental Behavior: An Integrative Review and Theoretical Framework,","container-title":"Global Environmental Change","page":"127–138","volume":"29","language":"en","author":[{"family":"Truelove","given":"Heather Barnes"},{"family":"Carrico","given":"Amanda R."},{"family":"Weber","given":"Elke U."},{"family":"Raimi","given":"Kaitlin Toner"},{"family":"Vandenbergh","given":"Michael P."}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (i.e., positive spillover; Juhl, Fenger, and Th?gersen 2017; Lanzini and Th?gersen 2014; Lokhorst et al. 2013; ?lander and Th?gersen 2014; Truelove et al. 2014). Consistency can also be driven by assessments of the consumer’s own behavior. For example, those who felt that the end “sustainability” goal was unimportant were less motivated to pursue the end goal when they were unable to enact sub-goals ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"8vPLpwVh","properties":{"formattedCitation":"(e.g., failing to recycle a newspaper, Devezer et al. 2014)","plainCitation":"(e.g., failing to recycle a newspaper, Devezer et al. 2014)","noteIndex":0},"citationItems":[{"id":3162,"uris":[""],"uri":[""],"itemData":{"id":3162,"type":"article-journal","title":"Consumer Well-Being: Effects of Subgoal Failures and Goal Importance","container-title":"Journal of Marketing","page":"118-134","volume":"78","issue":"2","source":"Web of Science","abstract":"Although there is increased awareness of issues surrounding consumer well-being, consumers often lack the personal commitment to improve their quality of life. This article builds on the concept of a goal hierarchy to propose that small acts may have unintended, large consequences on various domains of consumer well-being. A decrease in commitment to well-being goals (e.g., sustaining the natural environment) may stem from people's failure to achieve everyday subgoals (e.g., failing to recycle a newspaper). Four experiments in three contexts (i.e., consumer overspending, environmentally friendly behaviors, and charitable donations) show that when people perceive the endgoal as unimportant, even a single behavioral failure may reduce commitment to a well-being endgoal and weaken future intentions to perform behaviors that improve their quality of life. In addition, goal importance moderates the adverse relationship between subgoal performance and endgoal commitment. The authors present consumer-specific and marketer-controlled drivers of goal importance (i.e., goal visualization, self-relevance of goals, and aversive consequences of subgoal failure) and discuss actionable insights for practitioners.","DOI":"10.1509/jm.11.0599","ISSN":"0022-2429","note":"WOS:000340736400008","shortTitle":"Consumer Well-Being","journalAbbreviation":"J. Mark.","language":"English","author":[{"family":"Devezer","given":"Berna"},{"family":"Sprott","given":"David E."},{"family":"Spangenberg","given":"Eric R."},{"family":"Czellar","given":"Sandor"}],"issued":{"date-parts":[["2014",3]]}},"prefix":"e.g., failing to recycle a newspaper, "}],"schema":""} (e.g., failing to recycle a newspaper; Devezer et al. 2014). Moreover, cuing people that a given behavior has positive sustainability outcomes leads them to see themselves as being more environmentally concerned and to be more likely to choose eco-friendly products ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"jJWxE3o3","properties":{"formattedCitation":"(Cornelissen et al. 2008)","plainCitation":"(Cornelissen et al. 2008)","noteIndex":0},"citationItems":[{"id":3302,"uris":[""],"uri":[""],"itemData":{"id":3302,"type":"article-journal","title":"Positive cueing: Promoting sustainable consumer behavior by cueing common environmental behaviors as environmental","container-title":"International Journal of Research in Marketing","page":"46–55","volume":"25","issue":"1","source":"Google Scholar","shortTitle":"Positive cueing","author":[{"family":"Cornelissen","given":"Gert"},{"family":"Pandelaere","given":"Mario"},{"family":"Warlop","given":"Luk"},{"family":"Dewitte","given":"Siegfried"}],"issued":{"date-parts":[["2008"]]}}}],"schema":""} (Cornelissen et al. 2008). Finally, simply reminding consumers of a time when their behavior was inconsistent with a personally held value related to sustainability can subsequently lead the consumer to behave in a manner consistent with those sustainable values ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"U1wUZ0Hj","properties":{"formattedCitation":"(Dickerson et al. 1992; Peloza et al. 2013)","plainCitation":"(Dickerson et al. 1992; Peloza et al. 2013)","noteIndex":0},"citationItems":[{"id":2215,"uris":[""],"uri":[""],"itemData":{"id":2215,"type":"article-journal","title":"Using Cognitive Dissonance to Encourage Water Conservation","container-title":"Journal of Applied Social Psychology","page":"841–854","volume":"22","issue":"11","language":"fr","author":[{"family":"Dickerson","given":"Chris Ann"},{"family":"Thibodeau","given":"Ruth"},{"family":"Aronson","given":"Elliot"},{"family":"Miller","given":"Dayna"}],"issued":{"date-parts":[["1992"]]}}},{"id":2157,"uris":[""],"uri":[""],"itemData":{"id":2157,"type":"article-journal","title":"Good and Guilt-Free: The Role of Self- Accountability in Influencing Preferences for Products with Ethical Attributes","container-title":"Journal of Marketing","page":"104–119","volume":"77","issue":"1","language":"en","author":[{"family":"Peloza","given":"John"},{"family":"White","given":"Katherine"},{"family":"Shang","given":"Jingzhi"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Dickerson et al. 1992; Peloza et al. 2013).While there are many examples of self-consistency effects, inconsistency effects can also arise. Licensing effects may occur wherein individuals who have engaged in a sustainable action at one time point will later be less likely to engage in another sustainable or positive behavior ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"1zczZcfp","properties":{"formattedCitation":"(Phipps et al. 2013; Sachdeva, Jordan, and Mazar 2015; Tiefenbeck et al. 2013)","plainCitation":"(Phipps et al. 2013; Sachdeva, Jordan, and Mazar 2015; Tiefenbeck et al. 2013)","noteIndex":0},"citationItems":[{"id":2091,"uris":[""],"uri":[""],"itemData":{"id":2091,"type":"article-journal","title":"Understanding the Inherent Complexity of Sustainable Consumption: A Social Cognitive Framework","container-title":"Journal of Business Research","page":"1227-1234","volume":"66","issue":"8","source":"ScienceDirect","abstract":"This article explores the potential of a theoretical framework, based on social cognitive theory (SCT), to inspire future research into sustainable consumption. The SCT framework provides a dynamic perspective on sustainable consumption through exploring the interactive nature of personal, environmental and behavioral factors of consumption. The SCT framework, which builds on prior theoretical models of sustainable consumption, incorporates the concept of reciprocal determinism, wherein personal, environmental and behavioral factors create a feedback loop to influence each other. Two examples, toy sharing in New Zealand and water conservation in Australia, illustrate the dynamic nature of sustainable consumption and the potential of an SCT based framework to provide a more nuanced view of behavioral change in this context. From these two examples, several ideas for future research emerge to help illustrate the potential of SCT to inform and inspire the next wave of research on sustainable consumption.","DOI":"10.1016/j.jbusres.2012.08.016","ISSN":"0148-2963","shortTitle":"Understanding the inherent complexity of sustainable consumption","journalAbbreviation":"Journal of Business Research","author":[{"family":"Phipps","given":"Marcus"},{"family":"Ozanne","given":"Lucie K."},{"family":"Luchs","given":"Michael G."},{"family":"Subrahmanyan","given":"Saroja"},{"family":"Kapitan","given":"Sommer"},{"family":"Catlin","given":"Jesse R."},{"family":"Gau","given":"Roland"},{"family":"Naylor","given":"Rebecca Walker"},{"family":"Rose","given":"Randall L."},{"family":"Simpson","given":"Bonnie"},{"family":"Weaver","given":"Todd"}],"issued":{"date-parts":[["2013",8,1]]}}},{"id":2148,"uris":[""],"uri":[""],"itemData":{"id":2148,"type":"article-journal","title":"Green Consumerism: Moral Motivations to a Sustainable Future,","container-title":"Current Opinion in Psychology","page":"60–65","volume":"6","language":"en","author":[{"family":"Sachdeva","given":"Sonya"},{"family":"Jordan","given":"Jennifer"},{"family":"Mazar","given":"Nina"}],"issued":{"date-parts":[["2015"]]}}},{"id":2127,"uris":[""],"uri":[""],"itemData":{"id":2127,"type":"article-journal","title":"For Better or for Worse? Empirical Evidence of Moral Licensing in a Behavioral Energy Conservation Campaign,","container-title":"Energy Policy","page":"160–171","volume":"57","language":"en","author":[{"family":"Tiefenbeck","given":"Verena"},{"family":"Staake","given":"Thorsten"},{"family":"Roth","given":"Kurt"},{"family":"Sachs","given":"Olga"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Phipps et al. 2013; Sachdeva, Jordan, and Mazar 2015; Tiefenbeck et al. 2013). For example, researchers found that people who took part in a “green” (vs. conventional) virtual shopping task that asked them to select from sustainable products were subsequently more likely to behave in an antisocial manner ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"6W8LoWQD","properties":{"formattedCitation":"(Mazar and Zhong 2010)","plainCitation":"(Mazar and Zhong 2010)","noteIndex":0},"citationItems":[{"id":2168,"uris":[""],"uri":[""],"itemData":{"id":2168,"type":"article-journal","title":"Do Green Products Make Us Better People?","container-title":"Psychological Science","page":"494–498","volume":"21","issue":"4","language":"nl","author":[{"family":"Mazar","given":"Nina"},{"family":"Zhong","given":"Chen-Bo"}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Mazar and Zhong 2010). The availability of pro-environmental technologies and resources also can lead to negative spillover effects ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Jdi2wlVN","properties":{"formattedCitation":"(Small and Dender 2007; Sorrell, Dimitropoulos, and Sommerville 2009)","plainCitation":"(Small and Dender 2007; Sorrell, Dimitropoulos, and Sommerville 2009)","noteIndex":0},"citationItems":[{"id":2139,"uris":[""],"uri":[""],"itemData":{"id":2139,"type":"article-journal","title":"Fuel Efficiency and Motor Vehicle Travel: The Declining Rebound Effect.","container-title":"The Energy Journal","page":"25–51","volume":"28","issue":"1","language":"en","author":[{"family":"Small","given":"Kenneth A."},{"family":"Dender","given":"Kurt Van"}],"issued":{"date-parts":[["2007"]]}}},{"id":2138,"uris":[""],"uri":[""],"itemData":{"id":2138,"type":"article-journal","title":"Empirical Estimates of the Direct Rebound Effect: A Review","container-title":"Energy Policy","page":"1356–1371","volume":"37","issue":"4","language":"en","author":[{"family":"Sorrell","given":"Steve"},{"family":"Dimitropoulos","given":"John"},{"family":"Sommerville","given":"Matt"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Small and Dender 2007; Sorrell, Dimitropoulos, and Sommerville 2009). For example, Catlin and Wang ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Z0LVffsB","properties":{"formattedCitation":"(2013)","plainCitation":"(2013)","noteIndex":0},"citationItems":[{"id":4654,"uris":[""],"uri":[""],"itemData":{"id":4654,"type":"article-journal","title":"Recycling Gone Bad: When the Option to Recycle Increases Resource Consumption","container-title":"Journal of Consumer Psychology","page":"122–127","volume":"23","issue":"1","language":"en","author":[{"family":"Catlin","given":"Jesse R."},{"family":"Wang","given":"Yitong"}],"issued":{"date-parts":[["2013"]]}},"suppress-author":true}],"schema":""} (2013) found that when consumers knew that a recycling option was available, they used more resources. Moreover, both inconsistency and consistency can emerge in the same context. People who brought a reusable shopping bag to the market subsequently spent more money on both sustainable and indulgent food options ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a24cne4s0lb","properties":{"formattedCitation":"(Karmarkar and Bollinger 2015)","plainCitation":"(Karmarkar and Bollinger 2015)","noteIndex":0},"citationItems":[{"id":2740,"uris":[""],"uri":[""],"itemData":{"id":2740,"type":"article-journal","title":"BYOB: How Bringing Your Own Shopping Bags Leads to Treating Yourself and the Environment","container-title":"Journal of Marketing","page":"1-15","volume":"79","issue":"4","abstract":"As concerns about pollution and climate change become more mainstream, the belief that shopping with reusable grocery bags is an important environmental and socially conscious choice has gained prevalence. In parallel, firms have joined policy makers in using a variety of initiatives to reduce the use of disposable plastic bags. However, little is known about how these initiatives might alter other elements of consumers' in-store behavior. Using scanner panel data from a single California location of a major grocery chain, and controlling for consumer heterogeneity, the authors demonstrate that bringing one's own bags increases purchases of not only environmentally friendly organic foods but also indulgent foods. They use experimental methods to further explore the expression of these effects and to consider the effects of potential moderators, including competing goals and store policies. The findings have implications for decisions related to product pricing, placement and assortment, store layout, and the choice of strategies employed to increase the use of reusable bags.","DOI":"10.1509/jm.13.0228","shortTitle":"BYOB","author":[{"family":"Karmarkar","given":"Uma R."},{"family":"Bollinger","given":"Bryan"}],"issued":{"date-parts":[["2015"]]}}}],"schema":""} (Karmarkar and Bollinger 2015). Further, making a sustainable choice decreases subsequent sustainable behaviors for those low in environmental consciousness, but increases these behaviors for those highly conscious of environmental issues ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a26sgh19514","properties":{"formattedCitation":"(Garvey and Bolton 2017)","plainCitation":"(Garvey and Bolton 2017)","noteIndex":0},"citationItems":[{"id":2739,"uris":[""],"uri":[""],"itemData":{"id":2739,"type":"article-journal","title":"Eco-Product Choice Cuts Both Ways: How Pro-Environmental Licensing versus Reinforcement is Contingent upon Environmental Consciousness","container-title":"Journal of Public Policy & Marketing","page":"284-298","volume":"36","issue":"2","source":"Google Scholar","shortTitle":"Eco-Product Choice Cuts Both Ways","author":[{"family":"Garvey","given":"Aaron M."},{"family":"Bolton","given":"Lisa E."}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Garvey and Bolton 2017). Consistency rather than inconsistency effects may be more likely to occur when connected to transcendent rather than self-interested values ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"n2nMiBGf","properties":{"formattedCitation":"(Evans et al. 2013)","plainCitation":"(Evans et al. 2013)","noteIndex":0},"citationItems":[{"id":2208,"uris":[""],"uri":[""],"itemData":{"id":2208,"type":"article-journal","title":"Self-Interest and Pro-Environmental Behaviour","container-title":"Nature Climate Change","page":"122-125","volume":"3","language":"it","author":[{"family":"Evans","given":"Laurel"},{"family":"Maio","given":"Gregory R."},{"family":"Corner","given":"Adam"},{"family":"Hodgetts","given":"Carl J."},{"family":"Ahmed","given":"Sameera"},{"family":"Hahn","given":"Ulrike"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Evans et al. 2013).Self-interest. Economic and evolutionary theories both suggest that appeals to self-interest can be leveraged to influence pro-environmental behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"GHedoozq","properties":{"formattedCitation":"(Griskevicius, Cant\\uc0\\u250{}, and Vugt 2012; Paavola 2001)","plainCitation":"(Griskevicius, Cantú, and Vugt 2012; Paavola 2001)","noteIndex":0},"citationItems":[{"id":1790,"uris":[""],"uri":[""],"itemData":{"id":1790,"type":"article-journal","title":"The Evolutionary Bases for Sustainable Behavior: Implications for Marketing, Policy, and Social Entrepreneurship","container-title":"Journal of Public Policy & Marketing","page":"115–128","volume":"31","issue":"1","source":"Google Scholar","shortTitle":"The evolutionary bases for sustainable behavior","author":[{"family":"Griskevicius","given":"Vladas"},{"family":"Cantú","given":"Stephanie M."},{"family":"Vugt","given":"Mark","dropping-particle":"van"}],"issued":{"date-parts":[["2012"]]}}},{"id":2161,"uris":[""],"uri":[""],"itemData":{"id":2161,"type":"article-journal","title":"Towards Sustainable Consumption: Economics and Ethical Concerns for the Environment in Consumer Choices","container-title":"Review of Social Economy","page":"227–248","volume":"59","issue":"2","language":"en","author":[{"family":"Paavola","given":"Jouni"}],"issued":{"date-parts":[["2001"]]}}}],"schema":""} (Griskevicius, Cantú, and Vugt 2012; Paavola 2001). One strategy is to highlight the self-benefits associated with a given sustainable product, service, or behavior ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"i7TfSoN0","properties":{"formattedCitation":"(Brunel and Nelson 2000; Green and Peloza 2014; Nolan et al. 2008)","plainCitation":"(Brunel and Nelson 2000; Green and Peloza 2014; Nolan et al. 2008)","noteIndex":0},"citationItems":[{"id":2730,"uris":[""],"uri":[""],"itemData":{"id":2730,"type":"article-journal","title":"Explaining Gendered Responses to “help-Self” and “help-Others” Charity Ad Appeals: The Mediating Role of World-Views","container-title":"Journal of Advertising","page":"15–28","volume":"29","issue":"3","source":"Google Scholar","shortTitle":"Explaining gendered responses to “help-self” and “help-others” charity ad appeals","author":[{"family":"Brunel","given":"Frederic F."},{"family":"Nelson","given":"Michelle R."}],"issued":{"date-parts":[["2000"]]}}},{"id":2197,"uris":[""],"uri":[""],"itemData":{"id":2197,"type":"article-journal","title":"Finding the Right Shade of Green: The Effect of Advertising Appeal Type on Environmentally Friendly Consumption,","container-title":"Journal of Advertising","page":"128–141","volume":"43","issue":"2","language":"en","author":[{"family":"Green","given":"Todd"},{"family":"Peloza","given":"John"}],"issued":{"date-parts":[["2014"]]}}},{"id":2166,"uris":[""],"uri":[""],"itemData":{"id":2166,"type":"article-journal","title":"Normative Social Influence Is Underdetected","container-title":"Personality and Social Psychology Bulletin","page":"913–923","volume":"34","issue":"7","language":"es","author":[{"family":"Nolan","given":"Jessica M."},{"family":"Schultz","given":"P.Wesley"},{"family":"Cialdini","given":"Robert B."},{"family":"Goldstein","given":"Noah J."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2008"]]}}}],"schema":""} (Green and Peloza 2014; Nolan et al. 2008). Research shows that if self-motives are fulfilled (vs. not fulfilled), consumers are more influenced by sustainable attributes ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a23ie1dl77j","properties":{"formattedCitation":"(Schuitema and Groot 2015)","plainCitation":"(Schuitema and Groot 2015)","noteIndex":0},"citationItems":[{"id":2729,"uris":[""],"uri":[""],"itemData":{"id":2729,"type":"article-journal","title":"Green Consumerism: The Influence of Product Attributes and Values on Purchasing Intentions","container-title":"Journal of Consumer Behaviour","page":"57–69","volume":"14","issue":"1","source":"Google Scholar","shortTitle":"Green consumerism","author":[{"family":"Schuitema","given":"Geertje"},{"family":"Groot","given":"Judith IM"}],"issued":{"date-parts":[["2015"]]}}}],"schema":""} (Schuitema and Groot 2015). Another means of appealing to consumer self-interest is to highlight self-benefits that can counteract the barriers to sustainable action ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"XIHWpBvJ","properties":{"formattedCitation":"(Gleim et al. 2013; Lanzini and Th\\uc0\\u248{}gersen 2014)","plainCitation":"(Gleim et al. 2013; Lanzini and Th?gersen 2014)","noteIndex":0},"citationItems":[{"id":2817,"uris":[""],"uri":[""],"itemData":{"id":2817,"type":"article-journal","title":"Against the Green: A Multi-Method Examination of the Barriers to Green Consumption","container-title":"Journal of Retailing","page":"44–61","volume":"89","issue":"1","source":"Google Scholar","shortTitle":"Against the green","author":[{"family":"Gleim","given":"Mark R."},{"family":"Smith","given":"Jeffery S."},{"family":"Andrews","given":"Demetra"},{"family":"Cronin Jr","given":"J. 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Such barriers include the belief that sustainable attributes can have negative implications for aesthetics ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"avqadcaf9h","properties":{"formattedCitation":"(Luchs and Kumar 2017)","plainCitation":"(Luchs and Kumar 2017)","noteIndex":0},"citationItems":[{"id":2172,"uris":[""],"uri":[""],"itemData":{"id":2172,"type":"article-journal","title":"Yes, But This Other One Looks Better/Works Better”: How Do Consumers Respond to Trade-Offs Between Sustainability and Other Valued Attributes?","container-title":"Journal of Business Ethics","page":"567–584","volume":"140","issue":"3","language":"en","author":[{"family":"Luchs","given":"Michael G."},{"family":"Kumar","given":"Minu"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Luchs and Kumar 2017), functional performance ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a4m705689c","properties":{"formattedCitation":"(Luchs et al. 2010; Newman, Gorlin, and Dhar 2014; Truelove et al. 2014)","plainCitation":"(Luchs et al. 2010; Newman, Gorlin, and Dhar 2014; Truelove et al. 2014)","noteIndex":0},"citationItems":[{"id":2092,"uris":[""],"uri":[""],"itemData":{"id":2092,"type":"article-journal","title":"The Sustainability Liability: Potential Negative Effects of Ethicality on Product Preference","container-title":"Journal of Marketing","page":"18-31","volume":"74","issue":"5","source":"journals. (Atypon)","abstract":"Manufacturers are increasingly producing and promoting sustainable products (i.e., products that have a positive social and/or environmental impact). However, relatively little is known about how product sustainability affects consumers' preferences. The authors propose that sustainability may not always be an asset, even if most consumers care about social and environmental issues. The degree to which sustainability enhances preference depends on the type of benefit consumers most value for the product category in question. In this research, the authors demonstrate that consumers associate higher product ethicality with gentleness-related attributes and lower product ethicality with strength-related attributes. As a consequence of these associations, the positive effect of product sustainability on consumer preferences is reduced when strength-related attributes are valued, sometimes even resulting in preferences for less sustainable product alternatives (i.e., the “sustainability liability”). Conversely, when gentleness-related attributes are valued, sustainability enhances preference. In addition, the authors show that the potential negative impact of sustainability on product preferences can be attenuated using explicit cues about product strength.","DOI":"10.1509/jmkg.74.5.18","ISSN":"0022-2429","shortTitle":"The Sustainability Liability","journalAbbreviation":"Journal of Marketing","author":[{"family":"Luchs","given":"Michael G."},{"family":"Naylor","given":"Rebecca Walker"},{"family":"Irwin","given":"Julie R."},{"family":"Raghunathan","given":"Rajagopal"}],"issued":{"date-parts":[["2010",9,1]]}}},{"id":1926,"uris":[""],"uri":[""],"itemData":{"id":1926,"type":"article-journal","title":"When Going Green Backfires: How Firm Intentions Shape the Evaluation of Socially Beneficial Product Enhancements","container-title":"Journal of Consumer Research","page":"823-839","volume":"41","issue":"3","source":"academic.","abstract":"Many companies offer products with social benefits that are orthogonal to performance (e.g., green products). The present studies demonstrate that information about a company's intentions in designing the product plays an import role in consumers' evaluations. In particular, consumers are less likely to purchase a green product when they perceive that the company intentionally made the product better for the environment compared to when the same environmental benefit occurred as an unintended side effect. This result is explained by consumers' lay theories about resource allocation: intended (vs. unintended) green enhancements lead consumers to assume that the company diverted resources away from product quality, which in turn drives a reduction in purchase interest. The present studies also identify an important boundary condition based on the type of enhancement and show that the basic intended (vs. unintended) effect generalizes to other types of perceived tradeoffs, such as healthfulness and taste.","DOI":"10.1086/677841","ISSN":"0093-5301","shortTitle":"When Going Green Backfires","journalAbbreviation":"J Consum Res","author":[{"family":"Newman","given":"George E."},{"family":"Gorlin","given":"Margarita"},{"family":"Dhar","given":"Ravi"}],"issued":{"date-parts":[["2014",10,1]]}}},{"id":2125,"uris":[""],"uri":[""],"itemData":{"id":2125,"type":"article-journal","title":"Positive and Negative Spillover of Pro-Environmental Behavior: An Integrative Review and Theoretical Framework,","container-title":"Global Environmental Change","page":"127–138","volume":"29","language":"en","author":[{"family":"Truelove","given":"Heather Barnes"},{"family":"Carrico","given":"Amanda R."},{"family":"Weber","given":"Elke U."},{"family":"Raimi","given":"Kaitlin Toner"},{"family":"Vandenbergh","given":"Michael P."}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Luchs et al. 2010; Newman, Gorlin, and Dhar 2014; Truelove et al. 2014), effort ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1nudsgpkrk","properties":{"formattedCitation":"(Johnstone and Tan 2015)","plainCitation":"(Johnstone and Tan 2015)","noteIndex":0},"citationItems":[{"id":1927,"uris":[""],"uri":[""],"itemData":{"id":1927,"type":"article-journal","title":"Exploring the Gap Between Consumers' Green Rhetoric and Purchasing Behaviour","container-title":"Journal of Business Ethics","page":"311-328","volume":"132","issue":"2","source":"EBSCOhost","abstract":"Why do consumers who profess to be concerned about the environment choose not to buy greener products more regularly or even at all? This study explores how consumers' perceptions towards green products, consumers and consumption practices (termed green perceptions) contribute to our understanding of the discrepancy between green attitudes and behaviour. This study identified several barriers to ethical consumption behaviour within a green consumption context. Three key themes emerged from the study, 'it is too hard to be green', 'green stigma' and 'green reservations'. There is currently a perception, based on a number of factors, that it is too hard to be green, which creates a barrier to purchasing green products. Furthermore, some consumers were reluctant or resistant to participate in green consumption practices due to their unfavourable perceptions of green consumers and green messages. This article suggests that green perceptions may influence consumers' intention to purchase green products. Accordingly, it discusses the implications, and suggests avenues for future research.","DOI":"10.1007/s10551-014-2316-3","ISSN":"01674544","journalAbbreviation":"Journal of Business Ethics","author":[{"family":"Johnstone","given":"Micael-Lee"},{"family":"Tan","given":"Lay"}],"issued":{"date-parts":[["2015",12,8]]}}}],"schema":""} (Johnstone and Tan 2015), or affordability ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"vg9h1mXQ","properties":{"formattedCitation":"(Chang 2011; Gleim et al. 2013; Hughner et al. 2007)","plainCitation":"(Chang 2011; Gleim et al. 2013; Hughner et al. 2007)","noteIndex":0},"citationItems":[{"id":3269,"uris":[""],"uri":[""],"itemData":{"id":3269,"type":"article-journal","title":"Feeling ambivalent about going green","container-title":"Journal of Advertising","page":"19–32","volume":"40","issue":"4","source":"Google Scholar","author":[{"family":"Chang","given":"Chingching"}],"issued":{"date-parts":[["2011"]]}}},{"id":2817,"uris":[""],"uri":[""],"itemData":{"id":2817,"type":"article-journal","title":"Against the Green: A Multi-Method Examination of the Barriers to Green Consumption","container-title":"Journal of Retailing","page":"44–61","volume":"89","issue":"1","source":"Google Scholar","shortTitle":"Against the green","author":[{"family":"Gleim","given":"Mark R."},{"family":"Smith","given":"Jeffery S."},{"family":"Andrews","given":"Demetra"},{"family":"Cronin Jr","given":"J. 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Messages that appeal to self-interest are most effective in private ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"1lEj15sP","properties":{"formattedCitation":"(Green and Peloza 2014)","plainCitation":"(Green and Peloza 2014)","noteIndex":0},"citationItems":[{"id":2197,"uris":[""],"uri":[""],"itemData":{"id":2197,"type":"article-journal","title":"Finding the Right Shade of Green: The Effect of Advertising Appeal Type on Environmentally Friendly Consumption,","container-title":"Journal of Advertising","page":"128–141","volume":"43","issue":"2","language":"en","author":[{"family":"Green","given":"Todd"},{"family":"Peloza","given":"John"}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Green and Peloza 2014) and when the individual self is primed in some way ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"zeT7Nvg2","properties":{"formattedCitation":"(White and Simpson 2013)","plainCitation":"(White and Simpson 2013)","noteIndex":0},"citationItems":[{"id":1787,"uris":[""],"uri":[""],"itemData":{"id":1787,"type":"article-journal","title":"When Do (and Don't) Normative Appeals Influence Sustainable Consumer Behaviors?","container-title":"Journal of Marketing","page":"78–95","volume":"77","issue":"2","source":"Google Scholar","author":[{"family":"White","given":"Katherine"},{"family":"Simpson","given":"Bonnie"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (White and Simpson 2013). Research suggests that a focus on self-interest is not always effective alone (McKenzie-Mohr 2000). Moreover, self-interests can crowd out pro-environmental motivations ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1q4k3dq056","properties":{"formattedCitation":"(Schwartz et al. 2015)","plainCitation":"(Schwartz et al. 2015)","noteIndex":0},"citationItems":[{"id":3045,"uris":[""],"uri":[""],"itemData":{"id":3045,"type":"article-journal","title":"Advertising Energy Saving Programs: The Potential Environmental Cost of Emphasizing Monetary Savings","container-title":"Journal of Experimental Psychology: Applied","page":"158-166","volume":"21","issue":"2","source":"Google Scholar","shortTitle":"Advertising energy saving programs","author":[{"family":"Schwartz","given":"Daniel"},{"family":"Bruine de Bruin","given":"W?ndi"},{"family":"Fischhoff","given":"Baruch"},{"family":"Lave","given":"Lester"}],"issued":{"date-parts":[["2015"]]}}}],"schema":""} (Schwartz et al. 2015), especially when appeals include self-focused and environmentally-focused reasons for acting sustainably ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"h65xtEtO","properties":{"formattedCitation":"(Edinger-Schons et al. 2018)","plainCitation":"(Edinger-Schons et al. 2018)","noteIndex":0},"citationItems":[{"id":2944,"uris":[""],"uri":[""],"itemData":{"id":2944,"type":"article-journal","title":"Are Two Reasons Better Than One? 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According to Bandura ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a11mqvnlktb","properties":{"formattedCitation":"(1977)","plainCitation":"(1977)","noteIndex":0},"citationItems":[{"id":2821,"uris":[""],"uri":[""],"itemData":{"id":2821,"type":"article-journal","title":"Self-Efficacy: Toward a Unifying Theory of Behavioral Change","container-title":"Psychological Review","page":"191","volume":"84","issue":"2","source":"Google Scholar","shortTitle":"Self-efficacy","author":[{"family":"Bandura","given":"Albert"}],"issued":{"date-parts":[["1977"]]}},"suppress-author":true}],"schema":""} (1977), self-efficacy involves beliefs that a) one can undertake the required action and b) carrying out the behavior will have the intended impact. Consumers’ feelings of self-efficacy predict sustainable attitudes, as well as continuing sustainable behaviors over time ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"nxZXWOor","properties":{"formattedCitation":"(Armitage and Conner 2001; Cleveland, Kalamas, and Laroche 2005; Ellen, Wiener, and Cobb-Walgren 1991; Kinnear, Taylor, and Ahmed 1974; White, MacDonnell, and Dahl 2011)","plainCitation":"(Armitage and Conner 2001; Cleveland, Kalamas, and Laroche 2005; Ellen, Wiener, and Cobb-Walgren 1991; Kinnear, Taylor, and Ahmed 1974; White, MacDonnell, and Dahl 2011)","noteIndex":0},"citationItems":[{"id":1962,"uris":[""],"uri":[""],"itemData":{"id":1962,"type":"article-journal","title":"Efficacy of the Theory of Planned Behaviour: A Meta-Analytic Review","container-title":"British Journal of Social Psychology","page":"471–499","volume":"40","issue":"4","source":"Google Scholar","shortTitle":"Efficacy of the theory of planned behaviour","author":[{"family":"Armitage","given":"Christopher J."},{"family":"Conner","given":"Mark"}],"issued":{"date-parts":[["2001"]]}}},{"id":1960,"uris":[""],"uri":[""],"itemData":{"id":1960,"type":"article-journal","title":"Shades of Green: Linking Environmental Locus of Control and Pro-Environmental Behaviors","container-title":"Journal of Consumer Marketing","page":"198–212","volume":"22","issue":"4","source":"Google Scholar","shortTitle":"Shades of green","author":[{"family":"Cleveland","given":"Mark"},{"family":"Kalamas","given":"Maria"},{"family":"Laroche","given":"Michel"}],"issued":{"date-parts":[["2005"]]}}},{"id":2209,"uris":[""],"uri":[""],"itemData":{"id":2209,"type":"article-journal","title":"The Role of Perceived Consumer Effectiveness in Motivating Environmentally Conscious Behaviours","container-title":"Journal of Public Policy and Marketing","page":"102–117","volume":"10","issue":"2","language":"en","author":[{"family":"Ellen","given":"Pam Scholder"},{"family":"Wiener","given":"Joshua Lyle"},{"family":"Cobb-Walgren","given":"Cathy"}],"issued":{"date-parts":[["1991"]]}}},{"id":2824,"uris":[""],"uri":[""],"itemData":{"id":2824,"type":"article-journal","title":"Ecologically Concerned Consumers: Who Are They?","container-title":"The Journal of Marketing","page":"20–24","source":"Google Scholar","shortTitle":"Ecologically concerned consumers","author":[{"family":"Kinnear","given":"Thomas C."},{"family":"Taylor","given":"James R."},{"family":"Ahmed","given":"Sadrudin A."}],"issued":{"date-parts":[["1974"]]}}},{"id":1786,"uris":[""],"uri":[""],"itemData":{"id":1786,"type":"article-journal","title":"It's the Mind-Set That Matters: The Role of Construal Level and Message Framing in Influencing Consumer Efficacy and Conservation Behaviors","container-title":"Journal of Marketing Research","page":"472–485","volume":"48","issue":"3","source":"Google Scholar","shortTitle":"It's the mind-set that matters","author":[{"family":"White","given":"Katherine"},{"family":"MacDonnell","given":"Rhiannon"},{"family":"Dahl","given":"Darren W."}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Armitage and Conner 2001; Cleveland, Kalamas, and Laroche 2005; Ellen, Wiener, and Cobb-Walgren 1991; Kinnear, Taylor, and Ahmed 1974; White, MacDonnell, and Dahl 2011). According to Peattie ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"wti9g55y","properties":{"formattedCitation":"(1999, 2001)","plainCitation":"(1999, 2001)","noteIndex":0},"citationItems":[{"id":1951,"uris":[""],"uri":[""],"itemData":{"id":1951,"type":"article-journal","title":"Trappings versus Substance in the Greening of Marketing Planning","container-title":"Journal of Strategic Marketing","page":"131–148","volume":"7","issue":"2","source":"Google Scholar","author":[{"family":"Peattie","given":"Ken"}],"issued":{"date-parts":[["1999"]]}},"suppress-author":true},{"id":1943,"uris":[""],"uri":[""],"itemData":{"id":1943,"type":"article-journal","title":"Golden Goose or Wild Goose? The Hunt for the Green Consumer","container-title":"Business Strategy and the Environment","page":"187–199","volume":"10","issue":"4","source":"Google Scholar","shortTitle":"Golden goose or wild goose?","author":[{"family":"Peattie","given":"Ken"}],"issued":{"date-parts":[["2001"]]}},"suppress-author":true}],"schema":""} (1999, 2001), consumers are most likely to choose sustainable options when consumer compromise is low, and when there is high confidence that a particular behavior will make a difference (i.e., self-efficacy is high). Individual differences. An important individual difference is personal norms or beliefs regarding a sense of personal obligation that are linked to one’s self-standards ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"mfie9BQP","properties":{"formattedCitation":"(Bamberg, Hunecke, and Bl\\uc0\\u246{}baum 2007; Jansson, Marell, and Nordlund 2010; Schwartz 1977; Stern and Dietz 1994)","plainCitation":"(Bamberg, Hunecke, and Bl?baum 2007; Jansson, Marell, and Nordlund 2010; Schwartz 1977; Stern and Dietz 1994)","noteIndex":0},"citationItems":[{"id":1895,"uris":[""],"uri":[""],"itemData":{"id":1895,"type":"article-journal","title":"Social Context, Personal Norms and the Use of Public Transportation: Two Field Studies","container-title":"Journal of Environmental Psychology","page":"190–203","volume":"27","issue":"3","source":"Google Scholar","shortTitle":"Social context, personal norms and the use of public transportation","author":[{"family":"Bamberg","given":"Sebastian"},{"family":"Hunecke","given":"Marcel"},{"family":"Bl?baum","given":"Anke"}],"issued":{"date-parts":[["2007"]]}}},{"id":2185,"uris":[""],"uri":[""],"itemData":{"id":2185,"type":"article-journal","title":"Green Consumer Behaviour: Determinants of Curtailment and Eco-Innovation Adoption","container-title":"Journal of Consumer Marketing","page":"358–370","volume":"27","issue":"4","language":"fr","author":[{"family":"Jansson","given":"Johan"},{"family":"Marell","given":"Agneta"},{"family":"Nordlund","given":"Annika"}],"issued":{"date-parts":[["2010"]]}}},{"id":2732,"uris":[""],"uri":[""],"itemData":{"id":2732,"type":"article-journal","title":"Normative Influences on Altruism","container-title":"Advances in Experimental Social Psychology","page":"221–279","volume":"10","source":"Google Scholar","author":[{"family":"Schwartz","given":"Shalom H."}],"issued":{"date-parts":[["1977"]]}}},{"id":2077,"uris":[""],"uri":[""],"itemData":{"id":2077,"type":"article-journal","title":"The Value Basis of Environmental Concern","container-title":"Journal of Social Issues","page":"65-84","volume":"50","issue":"3","source":"Wiley Online Library","abstract":"This article describes and presents initial empirical tests of a theory that links values, beliefs, attitudes, and behavior within a preference construction framework that emphasizes the activation of personal environmental norms. Environmental concern is related to egoistic, social-altruistic, and biospheric value orientations and also to beliefs about the consequences of environmental changes for valued objects. Two studies generally support the hypothesized relationships and demonstrate links to the broader theory of values. However, the biospheric value orientation postulated in the theoretical literature on environmentalism does not differentiate from social-altruism in a general population sample. Results are discussed in terms of value change, the role of social structural factors (including gender) in environmentalism, theories of risk perception, and the mobilization strategies of social movements, including environmental justice movements.","DOI":"10.1111/j.1540-4560.1994.tb02420.x","ISSN":"1540-4560","language":"en","author":[{"family":"Stern","given":"Paul C."},{"family":"Dietz","given":"Thomas"}],"issued":{"date-parts":[["1994",10,1]]}}}],"schema":""} (Bamberg, Hunecke, and Bl?baum 2007; Jansson, Marell, and Nordlund 2010; Schwartz 1977; Stern and Dietz 1994). Individual differences in personal norms around sustainability predict sustainable behaviors including recycling ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"45Nij9sJ","properties":{"formattedCitation":"(Guagnano, Stern, and Dietz 1995)","plainCitation":"(Guagnano, Stern, and Dietz 1995)","noteIndex":0},"citationItems":[{"id":2193,"uris":[""],"uri":[""],"itemData":{"id":2193,"type":"article-journal","title":"Influences on Attitude-Behavior Relationships: A Natural Experiment with Curbside Recycling,","container-title":"Environment and Behavior","page":"699–718","volume":"27","issue":"5","language":"en","author":[{"family":"Guagnano","given":"Gregory A."},{"family":"Stern","given":"Paul C."},{"family":"Dietz","given":"Thomas"}],"issued":{"date-parts":[["1995"]]}}}],"schema":""} (Guagnano, Stern, and Dietz 1995), selecting sustainable food ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"av72ddgkm1","properties":{"formattedCitation":"(Wiidegren 1998)","plainCitation":"(Wiidegren 1998)","noteIndex":0},"citationItems":[{"id":2114,"uris":[""],"uri":[""],"itemData":{"id":2114,"type":"article-journal","title":"The New Environmental Paradigm and Personal Norms,","container-title":"Environment and Behavior","page":"75–100","volume":"30","issue":"1","language":"it","author":[{"family":"Wiidegren","given":"?rjan"}],"issued":{"date-parts":[["1998"]]}}}],"schema":""} (Wiidegren 1998), and being willing to pay more for sustainable options ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1mp8g85c81","properties":{"formattedCitation":"(Guagnano, Dietz, and Stern 1994; Stern, Dietz, and Kalof 1993)","plainCitation":"(Guagnano, Dietz, and Stern 1994; Stern, Dietz, and Kalof 1993)","noteIndex":0},"citationItems":[{"id":2101,"uris":[""],"uri":[""],"itemData":{"id":2101,"type":"article-journal","title":"Willingness to Pay for Public Goods: A Test of the Contribution Model","container-title":"Psychological Science","page":"411–415","volume":"5","issue":"6","source":"Google Scholar","shortTitle":"Willingness to pay for public goods","author":[{"family":"Guagnano","given":"Gregory A."},{"family":"Dietz","given":"Thomas"},{"family":"Stern","given":"Paul C."}],"issued":{"date-parts":[["1994"]]}}},{"id":2080,"uris":[""],"uri":[""],"itemData":{"id":2080,"type":"article-journal","title":"Value Orientations, Gender, and Environmental Concern","container-title":"Environment and Behavior","page":"322-348","volume":"25","issue":"5","source":"SAGE Journals","abstract":"A social-psychological model is developed to examine the proposition that environmentalism represents a new way of thinking. It presumes that action in support of environmental quality may derive from any of three value orientations: egoistic, social-altruistic, or biospheric, and that gender may be implicated in the relation between these orientations and behavior. Behavioral intentions are modeled as the sum across values of the strength of a value times the strength of beliefs about the consequences of environmental conditions for valued objects. Evidence from a survey of 349 college students shows that beliefs about consequences for each type of valued object independently predict willingness to take political action, but only beliefs about consequences for self reliably predict willingness to pay through taxes. This result is consistent with other recent findings from contingent valuation surveys. Women have stronger beliefs than men about consequences for self, others, and the biosphere, but there is no gender difference in the strength of value orientations.","DOI":"10.1177/0013916593255002","ISSN":"0013-9165","journalAbbreviation":"Environment and Behavior","language":"en","author":[{"family":"Stern","given":"Paul C."},{"family":"Dietz","given":"Thomas"},{"family":"Kalof","given":"Linda"}],"issued":{"date-parts":[["1993",9,1]]}}}],"schema":""} (Guagnano, Dietz, and Stern 1994; Stern, Dietz, and Kalof 1993). Other research has focused on differences in environmental concern ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"WcM2SsrG","properties":{"formattedCitation":"(Alwitt and Pitts 1996; Paul, Modi, and Patel 2016; Schwepker Jr and Cornwell 1991)","plainCitation":"(Alwitt and Pitts 1996; Paul, Modi, and Patel 2016; Schwepker Jr and Cornwell 1991)","noteIndex":0},"citationItems":[{"id":3300,"uris":[""],"uri":[""],"itemData":{"id":3300,"type":"article-journal","title":"Predicting purchase intentions for an environmentally sensitive product","container-title":"Journal of consumer psychology","page":"49–64","volume":"5","issue":"1","source":"Google Scholar","author":[{"family":"Alwitt","given":"Linda F."},{"family":"Pitts","given":"Robert E."}],"issued":{"date-parts":[["1996"]]}}},{"id":3169,"uris":[""],"uri":[""],"itemData":{"id":3169,"type":"article-journal","title":"Predicting green product consumption using theory of planned behavior and reasoned action","container-title":"Journal of Retailing and Consumer Services","page":"123-134","volume":"29","source":"Web of Science","abstract":"The extended Theory of Planned Behavior (TPB) incorporates environmental concern, a critical variable in green marketing literature, intending to achieve triple bottom line (TBL). In this context, this study aims to validate TPB and its extended form (mediating role of TPB variables), as well as the Theory of Reasoned Action (TRA), to predict Indian consumers' green product purchase intention. We collected primary data from 521 respondents as input, establishing validity through confirmatory factor analysis (CFA). Our empirical results of structural equation modeling (SEM) show that extended TPB has higher predictability than TPB and TRA in green marketing settings. Consumer attitude and perceived behavioral control significantly predicts purchase intention whereas subjective norm does not. Our findings also suggest that TPB mediates the relationship between environmental concern and green products purchase intention. An additional construct in the new model considerably contributes to improving the understanding of green products purchase intention formation and could become a sustainable mainstream variable. (C) 2015 Elsevier Ltd. All rights reserved.","DOI":"10.1016/j.jretconser.2015.11.006","ISSN":"0969-6989","note":"WOS:000370754600013","journalAbbreviation":"J. Retail. Consum. Serv.","language":"English","author":[{"family":"Paul","given":"Justin"},{"family":"Modi","given":"Ashwin"},{"family":"Patel","given":"Jayesh"}],"issued":{"date-parts":[["2016",3]]}}},{"id":3301,"uris":[""],"uri":[""],"itemData":{"id":3301,"type":"article-journal","title":"An examination of ecologically concerned consumers and their intention to purchase ecologically packaged products","container-title":"Journal of Public Policy & Marketing","page":"77–101","source":"Google Scholar","author":[{"family":"Schwepker Jr","given":"Charles H."},{"family":"Cornwell","given":"T. Bettina"}],"issued":{"date-parts":[["1991"]]}}}],"schema":""} (Alwitt and Pitts 1996; Paul, Modi, and Patel 2016; Schwepker Jr and Cornwell 1991). Marketers can find success targeting those with strong personal norms and values around sustainability or by strengthening existing personal norms via priming ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"pwVyxJ8T","properties":{"formattedCitation":"(Peloza et al. 2013; Steg 2015; Steg et al. 2014; Verplanken and Holland 2002)","plainCitation":"(Peloza et al. 2013; Steg 2015; Steg et al. 2014; Verplanken and Holland 2002)","noteIndex":0},"citationItems":[{"id":2157,"uris":[""],"uri":[""],"itemData":{"id":2157,"type":"article-journal","title":"Good and Guilt-Free: The Role of Self- Accountability in Influencing Preferences for Products with Ethical Attributes","container-title":"Journal of Marketing","page":"104–119","volume":"77","issue":"1","language":"en","author":[{"family":"Peloza","given":"John"},{"family":"White","given":"Katherine"},{"family":"Shang","given":"Jingzhi"}],"issued":{"date-parts":[["2013"]]}}},{"id":2731,"uris":[""],"uri":[""],"itemData":{"id":2731,"type":"article-journal","title":"Environmental Psychology and Sustainable Consumption","container-title":"Handbook of Research in Sustainable Consumption","page":"70–83","source":"Google Scholar","author":[{"family":"Steg","given":"Linda"}],"issued":{"date-parts":[["2015"]]}}},{"id":3168,"uris":[""],"uri":[""],"itemData":{"id":3168,"type":"article-journal","title":"An Integrated Framework for Encouraging Pro-environmental Behaviour: The role of values, situational factors and goals","container-title":"Journal of Environmental Psychology","page":"104-115","volume":"38","source":"Web of Science","abstract":"Many environmental behaviours involve a conflict between hedonic and gain goals versus normative goals; people often need to incur some costs to benefit the environment. Based on this assumption, we propose an integrated theoretical framework for understanding behaviour change that identifies two routes to encourage pro-environmental behaviour. First, the conflict between goals can be reduced by decreasing the (hedonic and gain) costs of pro-environmental choices. Although this route is important when pro-environmental choices are very costly, it may not result in sustained pro-environmental actions. Second, normative goals can be strengthened. This strategy may encourage pro-environmental actions, even when it is somewhat costly. We propose that the strength of normative goals depends on values and situational factors that influence the accessibility of these values. We discuss theoretical implications of our reasoning, and indicate how the integrated framework adopted in this paper may advance theory development and environmental policy making. (C) 2014 Elsevier Ltd. All rights reserved.","DOI":"10.1016/j.jenvp.2014.01.002","ISSN":"0272-4944","note":"WOS:000336874600012","shortTitle":"An Integrated Framework for Encouraging Pro-environmental Behaviour","journalAbbreviation":"J. Environ. Psychol.","language":"English","author":[{"family":"Steg","given":"Linda"},{"family":"Bolderdijk","given":"Jan Willem"},{"family":"Keizer","given":"Kees"},{"family":"Perlaviciute","given":"Goda"}],"issued":{"date-parts":[["2014",6]]}}},{"id":2022,"uris":[""],"uri":[""],"itemData":{"id":2022,"type":"article-journal","title":"Motivated Decision Making: Effects of Activation and Self-Centrality of Values on Choices and Behavior.","container-title":"Journal of Personality and Social Psychology","page":"434","volume":"82","issue":"3","source":"Google Scholar","shortTitle":"Motivated decision making","author":[{"family":"Verplanken","given":"Bas"},{"family":"Holland","given":"Rob W."}],"issued":{"date-parts":[["2002"]]}}}],"schema":""} (Peloza et al. 2013; Steg 2015; Steg et al. 2014; Verplanken and Holland 2002). In addition, individual differences in mindfulness ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"UNA88MOY","properties":{"formattedCitation":"(Bahl et al. 2016; Barber and Deale 2014; Panno et al. 2018; Sheth, Sethia, and Srinivas 2011)","plainCitation":"(Bahl et al. 2016; Barber and Deale 2014; Panno et al. 2018; Sheth, Sethia, and Srinivas 2011)","noteIndex":0},"citationItems":[{"id":2948,"uris":[""],"uri":[""],"itemData":{"id":2948,"type":"article-journal","title":"Mindfulness: Its Transformative Potential for Consumer, Societal, and Environmental Well-Being","container-title":"Journal of Public Policy & Marketing","page":"198–210","volume":"35","issue":"2","source":"Google Scholar","shortTitle":"Mindfulness","author":[{"family":"Bahl","given":"Shalini"},{"family":"Milne","given":"George R."},{"family":"Ross","given":"Spencer M."},{"family":"Mick","given":"David Glen"},{"family":"Grier","given":"Sonya A."},{"family":"Chugani","given":"Sunaina K."},{"family":"Chan","given":"Steven S."},{"family":"Gould","given":"Stephen"},{"family":"Cho","given":"Yoon-Na"},{"family":"Dorsey","given":"Joshua D."}],"issued":{"date-parts":[["2016"]]}}},{"id":1948,"uris":[""],"uri":[""],"itemData":{"id":1948,"type":"article-journal","title":"Tapping Mindfulness to Shape Hotel Guests’ Sustainable Behavior","container-title":"Cornell Hospitality Quarterly","page":"100–114","volume":"55","issue":"1","source":"Google Scholar","author":[{"family":"Barber","given":"Nelson A."},{"family":"Deale","given":"Cynthia"}],"issued":{"date-parts":[["2014"]]}}},{"id":3178,"uris":[""],"uri":[""],"itemData":{"id":3178,"type":"article-journal","title":"Mindfulness, Pro-environmental Behavior, and Belief in Climate Change: The Mediating Role of Social Dominance","container-title":"Environment and Behavior","page":"864-888","volume":"50","issue":"8","source":"Crossref","DOI":"10.1177/0013916517718887","ISSN":"0013-9165, 1552-390X","shortTitle":"Mindfulness, Pro-environmental Behavior, and Belief in Climate Change","language":"en","author":[{"family":"Panno","given":"Angelo"},{"family":"Giacomantonio","given":"Mauro"},{"family":"Carrus","given":"Giuseppe"},{"family":"Maricchiolo","given":"Fridanna"},{"family":"Pirchio","given":"Sabine"},{"family":"Mannetti","given":"Lucia"}],"issued":{"date-parts":[["2018",10]]}}},{"id":2140,"uris":[""],"uri":[""],"itemData":{"id":2140,"type":"article-journal","title":"Mindful Consumption: A Customer-Centric Approach to Sustainability,","container-title":"Journal of the Academy of Marketing Science","page":"21–39","volume":"39","issue":"1","language":"en","author":[{"family":"Sheth","given":"Jagdish N."},{"family":"Sethia","given":"Nirmal K."},{"family":"Srinivas","given":"Shanthi"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Bahl et al. 2016; Barber and Deale 2014; Panno et al. 2018; Sheth, Sethia, and Srinivas 2011) as well as perceptions of feeling connected to nature ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"emeRjOKR","properties":{"formattedCitation":"(Nisbet, Zelenski, and Murphy 2009)","plainCitation":"(Nisbet, Zelenski, and Murphy 2009)","noteIndex":0},"citationItems":[{"id":1880,"uris":[""],"uri":[""],"itemData":{"id":1880,"type":"article-journal","title":"The Nature Relatedness Scale: Linking Individuals' Connection With Nature to Environmental Concern and Behavior","container-title":"Environment and Behavior","page":"715-740","volume":"41","issue":"5","source":"CrossRef","DOI":"10.1177/0013916508318748","ISSN":"0013-9165, 1552-390X","shortTitle":"The Nature Relatedness Scale","language":"en","author":[{"family":"Nisbet","given":"Elizabeth K."},{"family":"Zelenski","given":"John M."},{"family":"Murphy","given":"Steven A."}],"issued":{"date-parts":[["2009",9]]}}}],"schema":""} (Nisbet, Zelenski, and Murphy 2009) have been shown to predict environmental concern and sustainable behaviors. Further, traits such as extraversion, agreeableness, conscientiousness, and environmental concern predict green buying behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"IqqGP8IQ","properties":{"formattedCitation":"(Fraj and Martinez 2006; Mainieri et al. 1997)","plainCitation":"(Fraj and Martinez 2006; Mainieri et al. 1997)","noteIndex":0},"citationItems":[{"id":3097,"uris":[""],"uri":[""],"itemData":{"id":3097,"type":"article-journal","title":"Influence of personality on ecological consumer behaviour","container-title":"Journal of Consumer Behaviour","page":"167-181","volume":"5","issue":"3","source":"Wiley Online Library","abstract":"We have recently seen the appearance of many studies which attempt to discover the behaviour patterns of ecological consumers. For that reason, it seems necessary to analyse the variables that shape this consumer profile. In this study, we have focused on psychographic variables and, in particular, on personality features. Following a survey with a random sample of 573 individuals, we designed a theoretical model which included the Big-Five Factor Structure scale and the environmental attitude dimension referred to as “actual commitment” to measure personality and ecological behaviour, respectively. We carried out several principal factor analyses in order to validate these scales and afterwards, we performed a structural equation analysis and a logit analysis. Findings support our hypotheses since they reveal that personality is a multifaceted concept, which is positively related to ecological behaviour. Firms should focus on those people who are characterised by personality features such as extroversion, agreeableness and conscientiousness in order to persuade them to demand their products. Copyright ? 2006 John Wiley & Sons, Ltd.","DOI":"10.1002/cb.169","ISSN":"1479-1838","language":"en","author":[{"family":"Fraj","given":"Elena"},{"family":"Martinez","given":"Eva"}],"issued":{"date-parts":[["2006"]]}}},{"id":3098,"uris":[""],"uri":[""],"itemData":{"id":3098,"type":"article-journal","title":"Green Buying: The Influence of Environmental Concern on Consumer Behavior","container-title":"The Journal of Social Psychology","page":"189-204","volume":"137","issue":"2","source":"Taylor and Francis+NEJM","abstract":"Variables that predict “green buying” (i.e., buying products that are environmentally beneficial) were investigated. Predictor variables included awareness about environmental impacts of products, specific environmental beliefs of consumers, several general environmental attitude scales, demographic variables, and several proenvironment behaviors other than buying behavior. A written questionnaire, mailed to randomly selected residents of 8 middle-class communities in the Los Angeles area, was answered by 201 respondents. The results of hierarchical multiple regression analyses supported the hypotheses under study: Specific consumer beliefs predicted several green-buying variables as well as general environmental attitudes, whereas general environmental attitudes predicted only one aspect of green buying. Women were significantly higher than men on two aspects of green buying and on the environmental attitude scales. Home ownership was positively related to recycling behavior.","DOI":"10.1080/00224549709595430","ISSN":"0022-4545","shortTitle":"Green Buying","author":[{"family":"Mainieri","given":"Tina"},{"family":"Barnett","given":"Elaine G."},{"family":"Valdero","given":"Trisha R."},{"family":"Unipan","given":"John B."},{"family":"Oskamp","given":"Stuart"}],"issued":{"date-parts":[["1997",4,1]]}}}],"schema":""} (Fraj and Martinez 2006; Mainieri et al. 1997). Finally, demographics have been shown to relate to sustainable consumption behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"cb99lL3d","properties":{"formattedCitation":"(Diamantopoulos et al. 2003; Gifford and Nilsson 2014; Murphy, Kangun, and Locander 1978)","plainCitation":"(Diamantopoulos et al. 2003; Gifford and Nilsson 2014; Murphy, Kangun, and Locander 1978)","noteIndex":0},"citationItems":[{"id":2833,"uris":[""],"uri":[""],"itemData":{"id":2833,"type":"article-journal","title":"Can Socio-Demographics Still Play a Role in Profiling Green Consumers? A Review of the Evidence and an Empirical Investigation","container-title":"Journal of Business Research","page":"465–480","volume":"56","issue":"6","source":"Google Scholar","shortTitle":"Can socio-demographics still play a role in profiling green consumers?","author":[{"family":"Diamantopoulos","given":"Adamantios"},{"family":"Schlegelmilch","given":"Bodo B."},{"family":"Sinkovics","given":"Rudolf R."},{"family":"Bohlen","given":"Greg M."}],"issued":{"date-parts":[["2003"]]}}},{"id":3167,"uris":[""],"uri":[""],"itemData":{"id":3167,"type":"article-journal","title":"Personal and social factors that influence pro-environmental concern and behaviour: A review","container-title":"International Journal of Psychology","page":"141-157","volume":"49","issue":"3","source":"Web of Science","abstract":"We review the personal and social influences on pro-environmental concern and behaviour, with an emphasis on recent research. The number of these influences suggests that understanding pro-environmental concern and behaviour is far more complex than previously thought. The influences are grouped into 18 personal and social factors. The personal factors include childhood experience, knowledge and education, personality and self-construal, sense of control, values, political and world views, goals, felt responsibility, cognitive biases, place attachment, age, gender and chosen activities. The social factors include religion, urban-rural differences, norms, social class, proximity to problematic environmental sites and cultural and ethnic variations We also recognize that pro-environmental behaviour often is undertaken based on none of the above influences, but because individuals have non-environmental goals such as to save money or to improve their health. Finally, environmental outcomes that are a result of these influences undoubtedly are determined by combinations of the 18 categories. Therefore, a primary goal of researchers now should be to learn more about how these many influences moderate and mediate one another to determine pro-environmental behaviour.","DOI":"10.1002/ijop.12034","ISSN":"0020-7594","note":"WOS:000335627400001","shortTitle":"Personal and social factors that influence pro-environmental concern and behaviour","journalAbbreviation":"Int. J. Psychol.","language":"English","author":[{"family":"Gifford","given":"Robert"},{"family":"Nilsson","given":"Andreas"}],"issued":{"date-parts":[["2014",6]]}}},{"id":3160,"uris":[""],"uri":[""],"itemData":{"id":3160,"type":"article-journal","title":"Environmentally Concerned Consumers-Racial Variations","container-title":"Journal of Marketing","page":"61-66","volume":"42","issue":"4","source":"Web of Science","DOI":"10.2307/1250087","ISSN":"0022-2429","note":"WOS:A1978FW54500009","journalAbbreviation":"J. Mark.","language":"English","author":[{"family":"Murphy","given":"Pe"},{"family":"Kangun","given":"N."},{"family":"Locander","given":"Wb"}],"issued":{"date-parts":[["1978"]]}}}],"schema":""} (Diamantopoulos et al. 2003; Gifford and Nilsson 2014; Murphy, Kangun, and Locander 1978). Sometimes gender differences are noted, wherein females exhibit more sustainable consumer behaviors, which may be partly because females tend to be higher in traits such as agreeableness, interdependence, and openness to experience ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"m5BMF81j","properties":{"formattedCitation":"(Dietz, Kalof, and Stern 2002; Eagly 2009; Luchs and Mooradian 2012)","plainCitation":"(Dietz, Kalof, and Stern 2002; Eagly 2009; Luchs and Mooradian 2012)","noteIndex":0},"citationItems":[{"id":2214,"uris":[""],"uri":[""],"itemData":{"id":2214,"type":"article-journal","title":"Gender, Values, and Environmentalism","container-title":"Social Science Quarterly","page":"353–364","volume":"83","issue":"1","language":"it","author":[{"family":"Dietz","given":"Thomas"},{"family":"Kalof","given":"Linda"},{"family":"Stern","given":"Paul C."}],"issued":{"date-parts":[["2002"]]}}},{"id":2210,"uris":[""],"uri":[""],"itemData":{"id":2210,"type":"article-journal","title":"The His and Hers of Prosocial Behavior: An Examination of the Social Psychology of Gender","container-title":"American Psychologist","page":"644–658","volume":"64","issue":"8","language":"en","author":[{"family":"Eagly","given":"Alice H."}],"issued":{"date-parts":[["2009"]]}}},{"id":2093,"uris":[""],"uri":[""],"itemData":{"id":2093,"type":"article-journal","title":"Sex, Personality, and Sustainable Consumer Behaviour: Elucidating the Gender Effect","container-title":"Journal of Consumer Policy","page":"127–144","volume":"35","issue":"1","source":"Google Scholar","shortTitle":"Sex, personality, and sustainable consumer behaviour","author":[{"family":"Luchs","given":"Michael G."},{"family":"Mooradian","given":"Todd A."}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Dietz, Kalof, and Stern 2002; Eagly 2009; Luchs and Mooradian 2012). Other work finds that those who are more liberal, younger, and highly educated are likely to engage in pro-environmental behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1p1gjm4t4f","properties":{"formattedCitation":"(Gilg, Barr, and Ford 2005; Granzin and Olsen 1991; Roberts 1993; Semenza et al. 2008)","plainCitation":"(Gilg, Barr, and Ford 2005; Granzin and Olsen 1991; Roberts 1993; Semenza et al. 2008)","noteIndex":0},"citationItems":[{"id":2835,"uris":[""],"uri":[""],"itemData":{"id":2835,"type":"article-journal","title":"Green Consumption or Sustainable Lifestyles? Identifying the Sustainable Consumer","container-title":"Futures","page":"481–504","volume":"37","issue":"6","source":"Google Scholar","shortTitle":"Green consumption or sustainable lifestyles?","author":[{"family":"Gilg","given":"Andrew"},{"family":"Barr","given":"Stewart"},{"family":"Ford","given":"Nicholas"}],"issued":{"date-parts":[["2005"]]}}},{"id":2831,"uris":[""],"uri":[""],"itemData":{"id":2831,"type":"article-journal","title":"Characterizing Participants in Activities Protecting the Environment: A Focus on Donating, Recycling, and Conservation Behaviors","container-title":"Journal of Public Policy & Marketing","page":"1–27","volume":"10","issue":"2","source":"Google Scholar","shortTitle":"Characterizing participants in activities protecting the environment","author":[{"family":"Granzin","given":"Kent L."},{"family":"Olsen","given":"Janeen E."}],"issued":{"date-parts":[["1991"]]}}},{"id":2150,"uris":[""],"uri":[""],"itemData":{"id":2150,"type":"article-journal","title":"Sex Differences in Socially Responsible Consumers' Behavior,","container-title":"Psychological Reports","page":"139–148","volume":"73","issue":"1","language":"es","author":[{"family":"Roberts","given":"James A."}],"issued":{"date-parts":[["1993"]]}}},{"id":1958,"uris":[""],"uri":[""],"itemData":{"id":1958,"type":"article-journal","title":"Public Perception of Climate Change: Voluntary Mitigation and Barriers to Behavior Change","container-title":"American Journal of Preventive Medicine","page":"479-487","volume":"35","issue":"5","source":"ScienceDirect","abstract":"Mitigating global climate change requires not only government action but also cooperation from consumers. Population-based, cross-sectional surveys were conducted among 1202 respondents in Portland OR and Houston TX between June and September 2007 regarding awareness, concern, and behavior change related to climate change. The data were subjected to both quantitative and qualitative analyses. Awareness about climate change is virtually universal (98% in Portland and 92% in Houston) with the vast majority reporting some level of concern (90% in Portland and 82% in Houston). A multivariate analysis revealed significant predictors of behavior change: individuals with heightened concern about climate change (p<0.001); respondents with higher level of education (p= 0.03); younger compared with older individuals (p<0.001); and Portlanders more likely to change behavior compared with Houstonians (p<0.001). Of those who changed behavior, 43% reported having reduced their energy usage at home, 39% had reduced gasoline consumption, and 26% engaged in other behaviors, largely recycling. Qualitative data indicate a number of cognitive, behavioral, and structural obstacles to voluntary mitigation. Although consumers are interested in global climate change–mitigation strategies and willing to act accordingly, considerable impediments remain. Government policy must eliminate economic, structural, and social barriers to change and advance accessible and economical alternatives. Individual-level mitigation can be a policy option under favorable contextual conditions, as these results indicate, but must be accompanied by mitigation efforts from industry, commerce, and government.","DOI":"10.1016/j.amepre.2008.08.020","ISSN":"0749-3797","shortTitle":"Public Perception of Climate Change","journalAbbreviation":"American Journal of Preventive Medicine","author":[{"family":"Semenza","given":"Jan C."},{"family":"Hall","given":"David E."},{"family":"Wilson","given":"Daniel J."},{"family":"Bontempo","given":"Brian D."},{"family":"Sailor","given":"David J."},{"family":"George","given":"Linda A."}],"issued":{"date-parts":[["2008",11,1]]}}}],"schema":""} (Gilg, Barr, and Ford 2005; Granzin and Olsen 1991; Roberts 1993; Semenza et al. 2008). It makes sense to target responsive segments with sustainability appeals ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"vDaRxGRU","properties":{"formattedCitation":"(Anderson and Cunningham 1972; Kinnear et al. 1974; Laroche, Bergeron, and Barbaro-Forleo 2001)","plainCitation":"(Anderson and Cunningham 1972; Kinnear et al. 1974; Laroche, Bergeron, and Barbaro-Forleo 2001)","noteIndex":0},"citationItems":[{"id":2668,"uris":[""],"uri":[""],"itemData":{"id":2668,"type":"article-journal","title":"The Socially Conscious Consumer","container-title":"The Journal of Marketing","page":"23–31","volume":"36","issue":"3","source":"Google Scholar","author":[{"family":"Anderson","given":"W. Thomas"},{"family":"Cunningham","given":"William H."}],"issued":{"date-parts":[["1972"]]}}},{"id":2824,"uris":[""],"uri":[""],"itemData":{"id":2824,"type":"article-journal","title":"Ecologically Concerned Consumers: Who Are They?","container-title":"The Journal of Marketing","page":"20–24","source":"Google Scholar","shortTitle":"Ecologically concerned consumers","author":[{"family":"Kinnear","given":"Thomas C."},{"family":"Taylor","given":"James R."},{"family":"Ahmed","given":"Sadrudin A."}],"issued":{"date-parts":[["1974"]]}}},{"id":2837,"uris":[""],"uri":[""],"itemData":{"id":2837,"type":"article-journal","title":"Targeting Consumers Who Are Willing to Pay More for Environmentally Friendly Products","container-title":"Journal of Consumer Marketing","page":"503–520","volume":"18","issue":"6","source":"Google Scholar","author":[{"family":"Laroche","given":"Michel"},{"family":"Bergeron","given":"Jasmin"},{"family":"Barbaro-Forleo","given":"Guido"}],"issued":{"date-parts":[["2001"]]}}}],"schema":""} (Anderson and Cunningham 1972; Kinnear et al. 1974; Laroche, Bergeron, and Barbaro-Forleo 2001), and interventions should be tailored to reflect the specific needs and motivations, barriers, and benefits of the target consumer ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"dxY6wOoO","properties":{"formattedCitation":"(Abrahamse et al. 2007; Balderjahn et al. 2018; Daamen et al. 2001)","plainCitation":"(Abrahamse et al. 2007; Balderjahn et al. 2018; Daamen et al. 2001)","noteIndex":0},"citationItems":[{"id":1937,"uris":[""],"uri":[""],"itemData":{"id":1937,"type":"article-journal","title":"The Effect of Tailored Information, Goal Setting and Feedback on Household Energy Use, Energy Related Behaviors and Behavioral Determinants","container-title":"Journal of Environmental Psychology","page":"265–276","volume":"27","issue":"4","author":[{"family":"Abrahamse","given":"Wokje"},{"family":"Steg","given":"Linda"},{"family":"Vlek","given":"Charles"},{"family":"Rothengatter","given":"Talib"}],"issued":{"date-parts":[["2007"]]}}},{"id":3179,"uris":[""],"uri":[""],"itemData":{"id":3179,"type":"article-journal","title":"The many faces of sustainability-conscious consumers: A category-independent typology","container-title":"Journal of Business Research","page":"83-93","volume":"91","source":"Crossref","DOI":"10.1016/j.jbusres.2018.05.022","ISSN":"01482963","shortTitle":"The many faces of sustainability-conscious consumers","language":"en","author":[{"family":"Balderjahn","given":"Ingo"},{"family":"Peyer","given":"Mathias"},{"family":"Seegebarth","given":"Barbara"},{"family":"Wiedmann","given":"Klaus-Peter"},{"family":"Weber","given":"Anja"}],"issued":{"date-parts":[["2018",10]]}}},{"id":2218,"uris":[""],"uri":[""],"itemData":{"id":2218,"type":"article-journal","title":"Improving Environmental Behavior in Companies: The Effectiveness of Tailored Versus Nontailored Interventions","container-title":"Environment and Behavior","page":"229–248","volume":"33","issue":"2","language":"en","author":[{"family":"Daamen","given":"Dancker D. L."},{"family":"Staats","given":"Henk"},{"family":"Wilke","given":"Henk A. M."},{"family":"Engelen","given":"Mirjam"}],"issued":{"date-parts":[["2001"]]}}}],"schema":""} (Abrahamse et al. 2007; Balderjahn et al. 2018; Daamen et al. 2001).Feelings and Cognition We introduce the concepts of feelings and cognition together because, generally speaking, consumers take one of two different routes to action—one that is driven by affect or one that is more driven by cognition ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"BG08Y8AM","properties":{"formattedCitation":"(Shiv and Fedorikhin 1999)","plainCitation":"(Shiv and Fedorikhin 1999)","noteIndex":0},"citationItems":[{"id":3060,"uris":[""],"uri":[""],"itemData":{"id":3060,"type":"article-journal","title":"Heart and mind in conflict: The interplay of affect and cognition in consumer decision making","container-title":"Journal of Consumer Research","page":"278–292","volume":"26","issue":"3","source":"Google Scholar","shortTitle":"Heart and mind in conflict","author":[{"family":"Shiv","given":"Baba"},{"family":"Fedorikhin","given":"Alexander"}],"issued":{"date-parts":[["1999"]]}}}],"schema":""} (Shiv and Fedorikhin 1999). This proposition is consistent with theories suggesting that either an intuitive, affective route or a more deliberative, cognitive route can dominate in decision-making ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"O1ddiOO3","properties":{"formattedCitation":"(Epstein 2003; Kahneman 2003, 2011)","plainCitation":"(Epstein 2003; Kahneman 2003, 2011)","noteIndex":0},"citationItems":[{"id":3059,"uris":[""],"uri":[""],"itemData":{"id":3059,"type":"chapter","title":"Cognitive-Experiential Self-Theory of Personality","container-title":"Handbook of Psychology","publisher":"American Cancer Society","page":"159-184","source":"Wiley Online Library","abstract":"Cognitive-experiential self-theory (CEST) is a psychodynamic theory of personality that achieves a high degree of integration through a synthesis of the psychodynamic, emotional unconscious of psychoanalysis, the affect-free unconscious of cognitive science, and principles of learning theory. According to CEST, people operate by two information-processing systems, a predominantly conscious, verbal, rational system and a predominantly preconscious, automatic, experiential, learning system. The two systems operate in parallel by different rules and are interactive. The influence of the experiential system on the rational system can account for everything that the psychoanalytic unconscious can and, unlike the latter, to do so in a manner consistent with evolutionary principles and cognitive science. An extensive research program is described that provides support for many of the assumptions in CEST, including the operating principles of the experiential system and the interaction of the two systems. The implications of the theory are discussed for psychotherapy and psychological research. According to CEST, there are three basic ways in which psychotherapeutic change can occur: by using the rational system to correct the experiential system, by learning directly from emotionally significant experience, and by communicating with the experiential system in its own medium (e.g., fantasy, imagery, metaphor). It is important in research to take into account the two processing systems and their influence on each other, rather than following the more customary procedure of assuming there is a single, unified system.","URL":"","ISBN":"978-0-471-26438-5","note":"DOI: 10.1002/0471264385.wei0507","language":"en","author":[{"family":"Epstein","given":"Seymour"}],"issued":{"date-parts":[["2003"]]},"accessed":{"date-parts":[["2018",6,13]]}}},{"id":3058,"uris":[""],"uri":[""],"itemData":{"id":3058,"type":"article-journal","title":"A Psychological Perspective on Economics","container-title":"American Economic Review","page":"162–168","volume":"93","issue":"2","source":"Google Scholar","author":[{"family":"Kahneman","given":"Daniel"}],"issued":{"date-parts":[["2003"]]}}},{"id":3056,"uris":[""],"uri":[""],"itemData":{"id":3056,"type":"book","title":"Thinking, Fast and Slow","collection-title":"Thinking, Fast and Slow","publisher":"Farrar, Straus and Giroux","publisher-place":"New York, NY, US","number-of-pages":"499","source":"APA PsycNET","event-place":"New York, NY, US","abstract":"In the highly anticipated Thinking, Fast and Slow, Kahneman takes us on a groundbreaking tour of the mind and explains the two systems that drive the way we think. System 1 is fast, intuitive, and emotional; System 2 is slower, more deliberative, and more logical. Kahneman exposes the extraordinary capabilities—and also the faults and biases—of fast thinking, and reveals the pervasive influence of intuitive impressions on our thoughts and behavior. The impact of loss aversion and overconfidence on corporate strategies, the difficulties of predicting what will make us happy in the future, the challenges of properly framing risks at work and at home, the profound effect of cognitive biases on everything from playing the stock market to planning the next vacation—each of these can be understood only by knowing how the two systems shape our judgments and decisions. Engaging the reader in a lively conversation about how we think, Kahneman reveals where we can and cannot trust our intuitions and how we can tap into the benefits of slow thinking. He offers practical and enlightening insights into how choices are made in both our business and our personal lives—and how we can use different techniques to guard against the mental glitches that often get us into trouble. Thinking, Fast and Slow will transform the way you think about thinking. (PsycINFO Database Record (c) 2016 APA, all rights reserved)","ISBN":"978-0-374-27563-1","author":[{"family":"Kahneman","given":"Daniel"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Epstein 2003; Kahneman 2003, 2011). We note that this distinction is likely to be highly relevant in the domain of reacting to information about ecological issues (Marx et al. 2007). We first outline how negative and positive emotions can impact pro-environmental behaviors. Then we discuss the role of cognition in determining sustainable actions by considering information and learning, eco-labeling, and framing. Negative emotions. Consumers often consider the negative emotional consequences of either engaging or not engaging in sustainable behaviors ADDIN ZOTERO_TEMP (Rees, Klug, and Bamberg 2015). Generally speaking, it is important to avoid creating negative emotional states that are too intense ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a163gr5t0fn","properties":{"formattedCitation":"(Kollmuss and Agyeman 2002)","plainCitation":"(Kollmuss and Agyeman 2002)","noteIndex":0},"citationItems":[{"id":2705,"uris":[""],"uri":[""],"itemData":{"id":2705,"type":"article-journal","title":"Mind the Gap: Why Do People Act Environmentally and What Are the Barriers to Pro-Environmental Behavior?","container-title":"Environmental Education Research","page":"239–260","volume":"8","issue":"3","source":"Google Scholar","shortTitle":"Mind the gap","author":[{"family":"Kollmuss","given":"Anja"},{"family":"Agyeman","given":"Julian"}],"issued":{"date-parts":[["2002"]]}}}],"schema":""} (Kollmuss and Agyeman 2002). Instead, more subtle activation of negative emotions can be effective ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"mrfsOSFg","properties":{"formattedCitation":"(Meng and Trudel 2017; Peloza et al. 2013)","plainCitation":"(Meng and Trudel 2017; Peloza et al. 2013)","noteIndex":0},"citationItems":[{"id":2853,"uris":[""],"uri":[""],"itemData":{"id":2853,"type":"article-journal","title":"Using Emoticons to Encourage Students to Recycle","container-title":"The Journal of Environmental Education","page":"196–204","volume":"48","issue":"3","source":"Google Scholar","author":[{"family":"Meng","given":"Matthew D."},{"family":"Trudel","given":"Remi"}],"issued":{"date-parts":[["2017"]]}}},{"id":2157,"uris":[""],"uri":[""],"itemData":{"id":2157,"type":"article-journal","title":"Good and Guilt-Free: The Role of Self- Accountability in Influencing Preferences for Products with Ethical Attributes","container-title":"Journal of Marketing","page":"104–119","volume":"77","issue":"1","language":"en","author":[{"family":"Peloza","given":"John"},{"family":"White","given":"Katherine"},{"family":"Shang","given":"Jingzhi"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Meng and Trudel 2017; Peloza et al. 2013). We next address the impact of specific negative emotions: fear, guilt, and sadness. Communications regarding sustainable behavior often use fear appeals that highlight the negative consequences of a given action or inaction ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"XWk5JbVH","properties":{"formattedCitation":"(Banerjee, Gulas, and Iyer 1995)","plainCitation":"(Banerjee, Gulas, and Iyer 1995)","noteIndex":0},"citationItems":[{"id":1879,"uris":[""],"uri":[""],"itemData":{"id":1879,"type":"article-journal","title":"Shades of Green: A Multidimensional Analysis of Environmental Advertising","container-title":"Journal of Advertising","page":"21–31","volume":"24","issue":"2","source":"Google Scholar","shortTitle":"Shades of green","author":[{"family":"Banerjee","given":"Subhabrata"},{"family":"Gulas","given":"Charles S."},{"family":"Iyer","given":"Easwar"}],"issued":{"date-parts":[["1995"]]}}}],"schema":""} (Banerjee, Gulas, and Iyer 1995). On the one hand, when communications leave the individual feeling that the consequences are uncertain and temporally distant, this can make the situation seem less dangerous and lead to inaction ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"x0PQ1Xh0","properties":{"formattedCitation":"(Lowe et al. 2006)","plainCitation":"(Lowe et al. 2006)","noteIndex":0},"citationItems":[{"id":1872,"uris":[""],"uri":[""],"itemData":{"id":1872,"type":"article-journal","title":"Does Tomorrow Ever Come? Disaster Narrative and Public Perceptions of Climate Change","container-title":"Public Understanding of Science","page":"435–457","volume":"15","issue":"4","source":"Google Scholar","shortTitle":"Does tomorrow ever come?","author":[{"family":"Lowe","given":"Thomas"},{"family":"Brown","given":"Katrina"},{"family":"Dessai","given":"Suraje"},{"family":"Fran?a Doria","given":"Miguel","non-dropping-particle":"de"},{"family":"Haynes","given":"Kat"},{"family":"Vincent","given":"Katharine"}],"issued":{"date-parts":[["2006"]]}}}],"schema":""} (Lowe et al. 2006). However, using strong fear appeals can lead to a sense of being unable to overcome the threat and result in denial ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"vly6oErr","properties":{"formattedCitation":"(O\\uc0\\u8217{}Neill and Nicholson-Cole 2009)","plainCitation":"(O’Neill and Nicholson-Cole 2009)","noteIndex":0},"citationItems":[{"id":1875,"uris":[""],"uri":[""],"itemData":{"id":1875,"type":"article-journal","title":"“Fear Won't Do It”: Promoting Positive Engagement With Climate Change Through Visual and Iconic Representations","container-title":"Science Communication","page":"355-379","volume":"30","issue":"3","source":"SAGE Journals","abstract":"Fear-inducing representations of climate change are widely employed in the public domain. However, there is a lack of clarity in the literature about the impacts that fearful messages in climate change communications have on people's senses of engagement with the issue and associated implications for public engagement strategies. Some literature suggests that using fearful representations of climate change may be counterproductive. The authors explore this assertion in the context of two empirical studies that investigated the role of visual, and iconic, representations of climate change for public engagement respectively. Results demonstrate that although such representations have much potential for attracting people's attention to climate change, fear is generally an ineffective tool for motivating genuine personal engagement. Nonthreatening imagery and icons that link to individuals' everyday emotions and concerns in the context of this macro-environmental issue tend to be the most engaging. Recommendations for constructively engaging individuals with climate change are given.","DOI":"10.1177/1075547008329201","ISSN":"1075-5470","shortTitle":"“Fear Won't Do It”","journalAbbreviation":"Science Communication","language":"en","author":[{"family":"O'Neill","given":"Saffron"},{"family":"Nicholson-Cole","given":"Sophie"}],"issued":{"date-parts":[["2009",3,1]]}}}],"schema":""} (O’Neill and Nicholson-Cole 2009). Because of this, it is best to use moderate fear appeals and to combine these with information about efficacy and what actions to take ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"YKQWcuya","properties":{"formattedCitation":"(Li 2014; Osbaldiston and Sheldon 2002)","plainCitation":"(Li 2014; Osbaldiston and Sheldon 2002)","noteIndex":0},"citationItems":[{"id":2852,"uris":[""],"uri":[""],"itemData":{"id":2852,"type":"article-journal","title":"Fear Appeals and College Students’ Attitudes and Behavioral Intentions Toward Global Warming","container-title":"The Journal of Environmental Education","page":"243–257","volume":"45","issue":"4","source":"Google Scholar","author":[{"family":"Li","given":"Shu-Chu Sarrina"}],"issued":{"date-parts":[["2014"]]}}},{"id":2851,"uris":[""],"uri":[""],"itemData":{"id":2851,"type":"chapter","title":"Social Dilemmas and Sustainability: Promoting Peoples' Motivation to \"Cooperate with the Future\"","container-title":"Psychology of Sustainable Development. Schmuck, Peter, and Wesley P. Schultz, eds.","publisher":"Springer Science & Business Media","page":"37–58","source":"Google Scholar","shortTitle":"Social dilemmas and sustainability","author":[{"family":"Osbaldiston","given":"Richard"},{"family":"Sheldon","given":"Kennon M."}],"issued":{"date-parts":[["2002"]]}}}],"schema":""} (Li 2014; Osbaldiston and Sheldon 2002). Guilt can influence sustainable intentions and behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"0JPgbj5F","properties":{"formattedCitation":"(Carrus, Passafaro, and Bonnes 2008; Jim\\uc0\\u233{}nez and Yang 2008; Luchs and Mooradian 2012; Mallett, Melchiori, and Strickroth 2013; Muralidharan and Sheehan 2018; Onwezen, Antonides, and Bartels 2013)","plainCitation":"(Carrus, Passafaro, and Bonnes 2008; Jiménez and Yang 2008; Luchs and Mooradian 2012; Mallett, Melchiori, and Strickroth 2013; Muralidharan and Sheehan 2018; Onwezen, Antonides, and Bartels 2013)","noteIndex":0},"citationItems":[{"id":2038,"uris":[""],"uri":[""],"itemData":{"id":2038,"type":"article-journal","title":"Emotions, Habits and Rational Choices in Ecological Behaviours: The Case of Recycling and Use of Public Transportation","container-title":"Journal of Environmental Psychology","page":"51–62","volume":"28","issue":"1","source":"Google Scholar","shortTitle":"Emotions, habits and rational choices in ecological behaviours","author":[{"family":"Carrus","given":"Giuseppe"},{"family":"Passafaro","given":"Paola"},{"family":"Bonnes","given":"Mirilia"}],"issued":{"date-parts":[["2008"]]}}},{"id":2850,"uris":[""],"uri":[""],"itemData":{"id":2850,"type":"article-journal","title":"How Guilt Level Affects Green Advertising Effectiveness","container-title":"Journal of Creative Communications","page":"231–254","volume":"3","issue":"3","source":"Google Scholar","author":[{"family":"Jiménez","given":"Marissa"},{"family":"Yang","given":"Kenneth C. C."}],"issued":{"date-parts":[["2008"]]}}},{"id":2093,"uris":[""],"uri":[""],"itemData":{"id":2093,"type":"article-journal","title":"Sex, Personality, and Sustainable Consumer Behaviour: Elucidating the Gender Effect","container-title":"Journal of Consumer Policy","page":"127–144","volume":"35","issue":"1","source":"Google Scholar","shortTitle":"Sex, personality, and sustainable consumer behaviour","author":[{"family":"Luchs","given":"Michael G."},{"family":"Mooradian","given":"Todd A."}],"issued":{"date-parts":[["2012"]]}}},{"id":1822,"uris":[""],"uri":[""],"itemData":{"id":1822,"type":"article-journal","title":"Self-Confrontation via a Carbon Footprint Calculator Increases Guilt and Support for a Proenvironmental Group","container-title":"Ecopsychology","page":"9-16","volume":"5","issue":"1","source":"online. (Atypon)","abstract":"Guilt occurs when people realize they have violated personal or social standards for behavior. For example, past research found that confronting Whites for racist behavior created guilt, which motivated behavior change. Carbon footprint calculators provide a venue for self-confrontation about the impact of one's behavior on the environment. In Study 1, participants were randomly assigned to learn their carbon footprint was larger or smaller than the average United States' citizen. Participants confronted with a larger-than-average carbon footprint reported more personal guilt, but not shame or anger, than participants who learned they had a smaller-than-average carbon footprint. In Study 2, participants confronted with evidence that Americans had a larger carbon footprint than other industrialized nations reported more collective guilt, but no less collective pride, than participants who learned Americans had a smaller carbon footprint. Collective guilt then partially mediated the association between carbon footprint feedback and support for a proenvironmental group.","DOI":"10.1089/eco.2012.0067","journalAbbreviation":"Ecopsychology","author":[{"family":"Mallett","given":"Robyn K."},{"family":"Melchiori","given":"Kala J."},{"family":"Strickroth","given":"Theresa"}],"issued":{"date-parts":[["2013",3,1]]}}},{"id":3170,"uris":[""],"uri":[""],"itemData":{"id":3170,"type":"article-journal","title":"The Role of Guilt in Influencing Sustainable Pro-Environmental Behaviors among Shoppers Differences in Response by Gender To Messaging about England's Plastic-Bag Levy","container-title":"Journal of Advertising Research","page":"349-362","volume":"58","issue":"3","source":"Web of Science","abstract":"To motivate shoppers to bring reusable bags, England has enforced a carry-bag law, allowing large retailers to charge five pence (0.05) pound for a single-use plastic bag. Few studies have addressed the role of guilt in influencing sustainable pro-environmental behaviors among shoppers. The current study investigates two primary questions: Do male and female shoppers perceive guilt differently? Can guilt in an advertising context motivate shoppers to bring reusable grocery bags? Survey findings from Study 1 showed that high guilt was more impactful on women and helped generate favorable attitudes and behavior. The experiment for Study 2, based on the theory of psychological ownership, elicited a moderate level of guilt using advertisements related to egoistic and biospheric concerns. Findings showed that egoistic concerns, such as saving money, were more effective and that this effect was stronger for women than men. Theoretical and managerial implications are discussed.","DOI":"10.2501/JAR-2017-029","ISSN":"0021-8499","note":"WOS:000444001800010","journalAbbreviation":"J. Advert. Res.","language":"English","author":[{"family":"Muralidharan","given":"Sidharth"},{"family":"Sheehan","given":"Kim"}],"issued":{"date-parts":[["2018",9,1]]}}},{"id":1887,"uris":[""],"uri":[""],"itemData":{"id":1887,"type":"article-journal","title":"The Norm Activation Model: An Exploration of the Functions of Anticipated Pride and Guilt in Pro-Environmental Behaviour","container-title":"Journal of Economic Psychology","page":"141-153","volume":"39","source":"CrossRef","DOI":"10.1016/j.joep.2013.07.005","ISSN":"01674870","shortTitle":"The Norm Activation Model","language":"en","author":[{"family":"Onwezen","given":"Marleen C."},{"family":"Antonides","given":"Gerrit"},{"family":"Bartels","given":"Jos"}],"issued":{"date-parts":[["2013",12]]}}}],"schema":""} (Carrus, Passafaro, and Bonnes 2008; Jiménez and Yang 2008; Luchs and Mooradian 2012; Mallett, Melchiori, and Strickroth 2013; Muralidharan and Sheehan 2018; Onwezen, Antonides, and Bartels 2013). This is largely due to the appraisal of individual responsibility associated with guilt ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"IX1BxLBn","properties":{"formattedCitation":"(Lerner and Keltner 2000)","plainCitation":"(Lerner and Keltner 2000)","noteIndex":0},"citationItems":[{"id":2980,"uris":[""],"uri":[""],"itemData":{"id":2980,"type":"article-journal","title":"Beyond Valence: Toward a Model of Emotion-Specific Influences on Judgement and Choice","container-title":"Cognition & Emotion","page":"473–493","volume":"14","issue":"4","source":"Google Scholar","shortTitle":"Beyond valence","author":[{"family":"Lerner","given":"Jennifer S."},{"family":"Keltner","given":"Dacher"}],"issued":{"date-parts":[["2000"]]}}}],"schema":""} (Lerner and Keltner 2000), leading people to feel morally responsible for the environment ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"YB2nFa45","properties":{"formattedCitation":"(Kaiser and Shimoda 1999)","plainCitation":"(Kaiser and Shimoda 1999)","noteIndex":0},"citationItems":[{"id":1893,"uris":[""],"uri":[""],"itemData":{"id":1893,"type":"article-journal","title":"Responsibility as a Predictor of Ecological Behaviour","container-title":"Journal of Environmental Psychology","page":"243–253","volume":"19","issue":"3","source":"Google Scholar","author":[{"family":"Kaiser","given":"Florian G."},{"family":"Shimoda","given":"Todd A."}],"issued":{"date-parts":[["1999"]]}}}],"schema":""} (Kaiser and Shimoda 1999). Research shows that anticipated guilt can also influence people to act in a pro-environmental manner ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"C9zmLxaz","properties":{"formattedCitation":"(Grob 1995; Kaiser 2006; Mallett 2012; Steenhaut and Kenhove 2006)","plainCitation":"(Grob 1995; Kaiser 2006; Mallett 2012; Steenhaut and Kenhove 2006)","noteIndex":0},"citationItems":[{"id":2037,"uris":[""],"uri":[""],"itemData":{"id":2037,"type":"article-journal","title":"A Structural Model of Environmental Attitudes and Behaviour","container-title":"Journal of Environmental Psychology","page":"209–220","volume":"15","issue":"3","source":"Google Scholar","author":[{"family":"Grob","given":"Alexander"}],"issued":{"date-parts":[["1995"]]}}},{"id":2036,"uris":[""],"uri":[""],"itemData":{"id":2036,"type":"article-journal","title":"A Moral Extension of the Theory of Planned Behavior: Norms and Anticipated Feelings of Regret in Conservationism","container-title":"Personality and Individual Differences","page":"71–81","volume":"41","issue":"1","source":"Google Scholar","shortTitle":"A moral extension of the theory of planned behavior","author":[{"family":"Kaiser","given":"Florian G."}],"issued":{"date-parts":[["2006"]]}}},{"id":2849,"uris":[""],"uri":[""],"itemData":{"id":2849,"type":"article-journal","title":"Eco-Guilt Motivates Eco-Friendly Behavior","container-title":"Ecopsychology","page":"223–231","volume":"4","issue":"3","source":"Google Scholar","author":[{"family":"Mallett","given":"Robyn K."}],"issued":{"date-parts":[["2012"]]}}},{"id":2137,"uris":[""],"uri":[""],"itemData":{"id":2137,"type":"article-journal","title":"The Mediating Role of Anticipated Guilt in Consumers’ Ethical Decision-Making","container-title":"Journal of Business Ethics","page":"269–288","volume":"69","issue":"3","language":"en","author":[{"family":"Steenhaut","given":"Sarah"},{"family":"Kenhove","given":"Patrick Van"}],"issued":{"date-parts":[["2006"]]}}}],"schema":""} (Grob 1995; Kaiser 2006; Mallett 2012; Steenhaut and Kenhove 2006). Anticipated guilt is more effective at encouraging sustainable behavior when consumers are subtly asked to consider their own self-standards of behavior, rather than when they are exposed to explicit guilt appeals, which can backfire ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"7b5ZcE6t","properties":{"formattedCitation":"(Peloza et al. 2013)","plainCitation":"(Peloza et al. 2013)","noteIndex":0},"citationItems":[{"id":2157,"uris":[""],"uri":[""],"itemData":{"id":2157,"type":"article-journal","title":"Good and Guilt-Free: The Role of Self- Accountability in Influencing Preferences for Products with Ethical Attributes","container-title":"Journal of Marketing","page":"104–119","volume":"77","issue":"1","language":"en","author":[{"family":"Peloza","given":"John"},{"family":"White","given":"Katherine"},{"family":"Shang","given":"Jingzhi"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Peloza et al. 2013). Collective guilt also can be a motivator of pro-environmental action ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"cWJUrPoG","properties":{"formattedCitation":"(Ferguson et al. 2011)","plainCitation":"(Ferguson et al. 2011)","noteIndex":0},"citationItems":[{"id":2207,"uris":[""],"uri":[""],"itemData":{"id":2207,"type":"article-journal","title":"The Effect of Intergroup Comparison on Willingness to Perform Sustainable Behavior","container-title":"Journal of Environmental Psychology","page":"275–281","volume":"31","issue":"4","language":"en","author":[{"family":"Ferguson","given":"Mark A."},{"family":"Branscombe","given":"Nyla R."},{"family":"Reynolds","given":"Katherine J."}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Ferguson et al. 2011). Information conveying that one's country has a significant carbon footprint leads to a sense of collective guilt, and such feelings predict willingness to support sustainable causes and actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"MsAKr9NG","properties":{"formattedCitation":"(Ferguson et al. 2011; Mallett et al. 2013)","plainCitation":"(Ferguson et al. 2011; Mallett et al. 2013)","noteIndex":0},"citationItems":[{"id":2207,"uris":[""],"uri":[""],"itemData":{"id":2207,"type":"article-journal","title":"The Effect of Intergroup Comparison on Willingness to Perform Sustainable Behavior","container-title":"Journal of Environmental Psychology","page":"275–281","volume":"31","issue":"4","language":"en","author":[{"family":"Ferguson","given":"Mark A."},{"family":"Branscombe","given":"Nyla R."},{"family":"Reynolds","given":"Katherine J."}],"issued":{"date-parts":[["2011"]]}}},{"id":1822,"uris":[""],"uri":[""],"itemData":{"id":1822,"type":"article-journal","title":"Self-Confrontation via a Carbon Footprint Calculator Increases Guilt and Support for a Proenvironmental Group","container-title":"Ecopsychology","page":"9-16","volume":"5","issue":"1","source":"online. (Atypon)","abstract":"Guilt occurs when people realize they have violated personal or social standards for behavior. For example, past research found that confronting Whites for racist behavior created guilt, which motivated behavior change. Carbon footprint calculators provide a venue for self-confrontation about the impact of one's behavior on the environment. In Study 1, participants were randomly assigned to learn their carbon footprint was larger or smaller than the average United States' citizen. Participants confronted with a larger-than-average carbon footprint reported more personal guilt, but not shame or anger, than participants who learned they had a smaller-than-average carbon footprint. In Study 2, participants confronted with evidence that Americans had a larger carbon footprint than other industrialized nations reported more collective guilt, but no less collective pride, than participants who learned Americans had a smaller carbon footprint. Collective guilt then partially mediated the association between carbon footprint feedback and support for a proenvironmental group.","DOI":"10.1089/eco.2012.0067","journalAbbreviation":"Ecopsychology","author":[{"family":"Mallett","given":"Robyn K."},{"family":"Melchiori","given":"Kala J."},{"family":"Strickroth","given":"Theresa"}],"issued":{"date-parts":[["2013",3,1]]}}}],"schema":""} (Ferguson et al. 2011; Mallett et al. 2013).In addition to fear and guilt, sadness has been examined as a driver of sustainable attitudes and behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Yw6BfcDC","properties":{"formattedCitation":"(Sevillano, Aragon\\uc0\\u233{}s, and Schultz 2007)","plainCitation":"(Sevillano, Aragonés, and Schultz 2007)","noteIndex":0},"citationItems":[{"id":2847,"uris":[""],"uri":[""],"itemData":{"id":2847,"type":"article-journal","title":"Perspective Taking, Environmental Concern, and the Moderating Role of Dispositional Empathy","container-title":"Environment and Behavior","page":"685–705","volume":"39","issue":"5","source":"Google Scholar","author":[{"family":"Sevillano","given":"Verónica"},{"family":"Aragonés","given":"Juan I."},{"family":"Schultz","given":"P. Wesley"}],"issued":{"date-parts":[["2007"]]}}}],"schema":""} (Sevillano, Aragonés, and Schultz 2007). Sadness was shown to lead to more pro-environmental behaviors such as using an energy-footprint calculator and allocating higher donation amounts to a sustainable cause ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"l5TKc0hJ","properties":{"formattedCitation":"(Schwartz and Loewenstein 2017)","plainCitation":"(Schwartz and Loewenstein 2017)","noteIndex":0},"citationItems":[{"id":2848,"uris":[""],"uri":[""],"itemData":{"id":2848,"type":"article-journal","title":"The Chill of the Moment: Emotions and Pro-Environmental Behavior","container-title":"Journal of Public Policy & Marketing","page":"255-268","volume":"36","issue":"2","source":"Google Scholar","shortTitle":"The Chill of the Moment","author":[{"family":"Schwartz","given":"Daniel"},{"family":"Loewenstein","given":"George"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Schwartz and Loewenstein 2017). However, once the emotion dissipated, differences in sustainable actions were eliminated between those who had received the sadness message versus a non-affective message. Thus, emotions such as sadness are more influential when they are currently experienced. Positive emotions. Consumers are more inclined to engage in pro-environmental actions when they derive some hedonic pleasure or positive affect from the behavior ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"aocbifqmva","properties":{"formattedCitation":"(Corral-Verdugo et al. 2009)","plainCitation":"(Corral-Verdugo et al. 2009)","noteIndex":0},"citationItems":[{"id":2826,"uris":[""],"uri":[""],"itemData":{"id":2826,"type":"article-journal","title":"Correlates of Pro-Sustainability Orientation: The Affinity Towards Diversity","container-title":"Journal of Environmental Psychology","page":"34–43","volume":"29","issue":"1","source":"Google Scholar","shortTitle":"Correlates of pro-sustainability orientation","author":[{"family":"Corral-Verdugo","given":"Víctor"},{"family":"Bonnes","given":"Mirilia"},{"family":"Tapia-Fonllem","given":"César"},{"family":"Fraijo-Sing","given":"Blanca"},{"family":"Frías-Armenta","given":"Martha"},{"family":"Carrus","given":"Giuseppe"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Corral-Verdugo et al. 2009). Sustainable behaviors can both decrease negative and increase positive emotions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1qdm9o8tch","properties":{"formattedCitation":"(Onwezen et al. 2013; Rezvani, Jansson, and Bengtsson 2017; Sun and Trudel 2017)","plainCitation":"(Onwezen et al. 2013; Rezvani, Jansson, and Bengtsson 2017; Sun and Trudel 2017)","noteIndex":0},"citationItems":[{"id":1887,"uris":[""],"uri":[""],"itemData":{"id":1887,"type":"article-journal","title":"The Norm Activation Model: An Exploration of the Functions of Anticipated Pride and Guilt in Pro-Environmental Behaviour","container-title":"Journal of Economic Psychology","page":"141-153","volume":"39","source":"CrossRef","DOI":"10.1016/j.joep.2013.07.005","ISSN":"01674870","shortTitle":"The Norm Activation Model","language":"en","author":[{"family":"Onwezen","given":"Marleen C."},{"family":"Antonides","given":"Gerrit"},{"family":"Bartels","given":"Jos"}],"issued":{"date-parts":[["2013",12]]}}},{"id":1795,"uris":[""],"uri":[""],"itemData":{"id":1795,"type":"article-journal","title":"Cause I'll Feel Good! An Investigation into the Effects of Anticipated Emotions and Personal Moral Norms on Consumer Pro-Environmental Behavior","container-title":"Journal of Promotion Management","page":"163-183","volume":"23","issue":"1","source":"EBSCOhost","abstract":"Anticipated emotions and moral norms have previously been found to influence consumer adoption of pro-environmental products in different ways. However norms and emotions have seldom been combined in order to understand their relations in motivating consumers to adopt sustainable products. Despite the environmental benefits of sustainable products, consumer adoption is slow to take off. Utilizing data from an online survey (N= 576), this study finds that anticipated emotions directly influence consumer adoption and the effect of moral norms is mediated by the anticipated emotions. This study extends the norm activation model and implies communicating positive emotions for promoting sustainable products.","DOI":"10.1080/10496491.2016.1267681","ISSN":"10496491","journalAbbreviation":"Journal of Promotion Management","author":[{"family":"Rezvani","given":"Zeinab"},{"family":"Jansson","given":"Johan"},{"family":"Bengtsson","given":"Maria"}],"issued":{"date-parts":[["2017",2,1]]}}},{"id":2134,"uris":[""],"uri":[""],"itemData":{"id":2134,"type":"article-journal","title":"The Effect of Recycling Versus Trashing on Consumption: Theory and Experimental Evidence","container-title":"Journal of Marketing Research","page":"293–305","volume":"54","issue":"2","language":"en","author":[{"family":"Sun","given":"Monic"},{"family":"Trudel","given":"Remi"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Onwezen et al. 2013; Rezvani, Jansson, and Bengtsson 2017; Sun and Trudel 2017). Engaging in sustainable actions has been shown to result in “warm glow” feelings that can spill over and lead to more favorable evaluations of the overall service experience ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1le5lb8iuu","properties":{"formattedCitation":"(Giebelhausen et al. 2016)","plainCitation":"(Giebelhausen et al. 2016)","noteIndex":0},"citationItems":[{"id":2846,"uris":[""],"uri":[""],"itemData":{"id":2846,"type":"article-journal","title":"Adjusting the Warm-Glow Thermostat: How Incentivizing Participation in Voluntary Green Programs Moderates Their Impact on Service Satisfaction","container-title":"Journal of Marketing","page":"56–71","volume":"80","issue":"4","source":"Google Scholar","shortTitle":"Adjusting the warm-glow thermostat","author":[{"family":"Giebelhausen","given":"Michael"},{"family":"Chun","given":"HaeEun Helen"},{"family":"Cronin Jr","given":"J. Joseph"},{"family":"Hult","given":"G. Tomas M."}],"issued":{"date-parts":[["2016"]]}}}],"schema":""} (Giebelhausen et al. 2016). Positive emotions such as joy and pride have been shown to influence consumer intentions to decrease plastic water bottle usage; and optimism can motivate the maintenance of sustainable behaviors over time ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1gbm79mq02","properties":{"formattedCitation":"(Peter and Honea 2012)","plainCitation":"(Peter and Honea 2012)","noteIndex":0},"citationItems":[{"id":2845,"uris":[""],"uri":[""],"itemData":{"id":2845,"type":"article-journal","title":"Targeting Social Messages with Emotions of Change: The Call for Optimism","container-title":"Journal of Public Policy & Marketing","page":"269–283","volume":"31","issue":"2","source":"Google Scholar","shortTitle":"Targeting social messages with emotions of change","author":[{"family":"Peter","given":"Paula C."},{"family":"Honea","given":"Heather"}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Peter and Honea 2012). On the other hand, research suggests that positive emotions can work to negatively impact sustainable consumer behaviors—unsustainable actions such as driving gas-powered automobiles are linked to positive affective benefits ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"kw6rXihs","properties":{"formattedCitation":"(Steg 2005)","plainCitation":"(Steg 2005)","noteIndex":0},"citationItems":[{"id":2842,"uris":[""],"uri":[""],"itemData":{"id":2842,"type":"article-journal","title":"Car Use: Lust and Must. Instrumental, Symbolic and Affective Motives for Car Use","container-title":"Transportation Research Part A: Policy and Practice","page":"147–162","volume":"39","issue":"2","source":"Google Scholar","shortTitle":"Car use","author":[{"family":"Steg","given":"Linda"}],"issued":{"date-parts":[["2005"]]}}}],"schema":""} (Steg 2005).Meanwhile, feelings of affinity towards nature predict sustainable attitudes and intentions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a2db1qe33jq","properties":{"formattedCitation":"(Kals, Schumacher, and Montada 1999)","plainCitation":"(Kals, Schumacher, and Montada 1999)","noteIndex":0},"citationItems":[{"id":2844,"uris":[""],"uri":[""],"itemData":{"id":2844,"type":"article-journal","title":"Emotional Affinity Toward Nature as a Motivational Basis to Protect Nature","container-title":"Environment and Behavior","page":"178–202","volume":"31","issue":"2","source":"Google Scholar","author":[{"family":"Kals","given":"Elisabeth"},{"family":"Schumacher","given":"Daniel"},{"family":"Montada","given":"Leo"}],"issued":{"date-parts":[["1999"]]}}}],"schema":""} (Kals, Schumacher, and Montada 1999). Studies demonstrated positive sustainable actions in response to “cute” appeals (e.g., communications featuring cute animals), particularly when the consumer exhibits “approach” motivational tendencies ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"as96ad7tl6","properties":{"formattedCitation":"(Wang, Mukhopadhyay, and Patrick 2017)","plainCitation":"(Wang, Mukhopadhyay, and Patrick 2017)","noteIndex":0},"citationItems":[{"id":2843,"uris":[""],"uri":[""],"itemData":{"id":2843,"type":"article-journal","title":"Getting Consumers to Recycle NOW! When and Why Cuteness Appeals Influence Prosocial and Sustainable Behavior","container-title":"Journal of Public Policy & Marketing","page":"269–283","volume":"36","issue":"2","source":"Google Scholar","author":[{"family":"Wang","given":"Tingting"},{"family":"Mukhopadhyay","given":"Anirban"},{"family":"Patrick","given":"Vanessa M."}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Wang, Mukhopadhyay, and Patrick 2017). This is driven by increased feelings of tenderness in response to such appeals. The role of specific positive emotions such as pride in determining sustainable consumer behaviors is also relevant ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1tnrupcfcm","properties":{"formattedCitation":"(Bissing-Olson, Fielding, and Iyer 2016)","plainCitation":"(Bissing-Olson, Fielding, and Iyer 2016)","noteIndex":0},"citationItems":[{"id":1913,"uris":[""],"uri":[""],"itemData":{"id":1913,"type":"article-journal","title":"Experiences of Pride, Not Guilt, Predict Pro-Environmental Behavior When Pro-Environmental Descriptive Norms Are More Positive","container-title":"Journal of Environmental Psychology","page":"145-153","volume":"45","issue":"Supplement C","source":"ScienceDirect","abstract":"Emotions can greatly influence behavior, yet research on links between incidental emotions and pro-environmental behavior is limited. The present study uses an experience sampling design to examine how pride and guilt relate to daily pro-environmental behavior. Ninety-six university students recorded their engagement in specific pro-environmental behaviors, and their feelings of pride and guilt about these behaviors, at four time points each day for three consecutive days. Results showed that pro-environmental behavior during a 2.5-h time period was positively related to pride, and negatively related to guilt, during that same time period. Pride about environmental behavior was positively related to subsequent engagement in pro-environmental behavior (i.e., during the following 2.5-h time period), but only for people who perceived more positive pro-environmental descriptive norms. Guilt was not related to subsequent pro-environmental behavior. We discuss implications for further research on the complex associations between daily experiences of moral emotions and pro-environmental behavior.","DOI":"10.1016/j.jenvp.2016.01.001","ISSN":"0272-4944","journalAbbreviation":"Journal of Environmental Psychology","author":[{"family":"Bissing-Olson","given":"Megan J."},{"family":"Fielding","given":"Kelly S."},{"family":"Iyer","given":"Aarti"}],"issued":{"date-parts":[["2016",3,1]]}}}],"schema":""} (Bissing-Olson, Fielding, and Iyer 2016). Pride is a self-conscious and moral emotion stemming from a sense of responsibility for a positive outcome ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"EmTH3XZS","properties":{"formattedCitation":"(Lerner and Keltner 2000)","plainCitation":"(Lerner and Keltner 2000)","noteIndex":0},"citationItems":[{"id":2980,"uris":[""],"uri":[""],"itemData":{"id":2980,"type":"article-journal","title":"Beyond Valence: Toward a Model of Emotion-Specific Influences on Judgement and Choice","container-title":"Cognition & Emotion","page":"473–493","volume":"14","issue":"4","source":"Google Scholar","shortTitle":"Beyond valence","author":[{"family":"Lerner","given":"Jennifer S."},{"family":"Keltner","given":"Dacher"}],"issued":{"date-parts":[["2000"]]}}}],"schema":""} (Lerner and Keltner 2000). Those who feel a sense of pride have been shown to be more likely to subsequently engage in sustainable behaviors, in part because pride enhances feelings of effectiveness ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"K8Bku9nM","properties":{"formattedCitation":"(Antonetti and Maklan 2014)","plainCitation":"(Antonetti and Maklan 2014)","noteIndex":0},"citationItems":[{"id":1793,"uris":[""],"uri":[""],"itemData":{"id":1793,"type":"article-journal","title":"Feelings That Make a Difference: How Guilt and Pride Convince Consumers of the Effectiveness of Sustainable Consumption Choices","container-title":"Journal of Business Ethics","page":"117-134","volume":"124","issue":"1","source":"EBSCOhost","abstract":"A significant body of research concludes that stable beliefs of perceived consumer effectiveness lead to sustainable consumption choices. Consumers who believe that their decisions can significantly affect environmental and social issues are more likely to behave sustainably. Little is known, however, about how perceived consumer effectiveness can be increased. We find that feelings of guilt and pride, activated by a single consumption episode, can regulate sustainable consumption by affecting consumers' general perception of effectiveness. This paper demonstrates the impact that guilt and pride have on perceived consumer effectiveness and shows how this effect rests on the ability of these emotions to influence perceptions of agency. After experiencing guilt or pride, consumers see themselves as the cause of relevant sustainability outcomes. The process of causal attribution associated with these emotions influences consumers' use of neutralization techniques. Through the reduction in consumers' ability to neutralize their sense of personal responsibility, guilt and pride positively influence perceived consumer effectiveness. The inability to rationalize-away their personal responsibility, persuades consumers that they affect sustainability outcomes through their decisions. The research advances our understanding of sustainable consumption and identifies a new avenue for the regulation of individual consumer behavior that has significant implications for the development of sustainable marketing initiatives.","DOI":"10.1007/s10551-013-1841-9","ISSN":"01674544","shortTitle":"Feelings that Make a Difference","journalAbbreviation":"Journal of Business Ethics","author":[{"family":"Antonetti","given":"Paolo"},{"family":"Maklan","given":"Stan"}],"issued":{"date-parts":[["2014",9,25]]}}}],"schema":""} (Antonetti and Maklan 2014). Finally, positive environmental actions can lead to feelings of hope, which can increase climate activism and sustainable behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"mBQxyd4j","properties":{"formattedCitation":"(Feldman and Hart 2018; Smith and Leiserowitz 2014)","plainCitation":"(Feldman and Hart 2018; Smith and Leiserowitz 2014)","noteIndex":0},"citationItems":[{"id":1869,"uris":[""],"uri":[""],"itemData":{"id":1869,"type":"article-journal","title":"Is There Any Hope? How Climate Change News Imagery and Text Influence Audience Emotions and Support for Climate Mitigation Policies","container-title":"Risk Analysis","volume":"38","issue":"3","source":"Wiley Online Library","abstract":"Using a national sample, this study experimentally tests the effects of news visuals and texts that emphasize either the causes and impacts of climate change or actions that can be taken to address climate change. We test the effects of variations in text and imagery on discrete emotions (i.e., hope, fear, and anger) and, indirectly, on support for climate mitigation policies. Political ideology is examined as a moderator. The findings indicate that news images and texts that focus on climate-oriented actions can increase hope and, in the case of texts, decrease fear and anger, and these effects generally hold across the ideological spectrum. In turn, the influence of emotions on policy support depends on ideology: Hope and fear increase support for climate policies for all ideological groups but particularly conservatives, whereas anger polarizes the opinions of liberals and conservatives. Implications for climate change communication that appeals to emotions are discussed.","URL":"","DOI":"10.1111/risa.12868","ISSN":"1539-6924","shortTitle":"Is There Any Hope?","journalAbbreviation":"Risk Analysis","language":"en","author":[{"family":"Feldman","given":"Lauren"},{"family":"Hart","given":"P. Sol"}],"issued":{"date-parts":[["2018"]]},"accessed":{"date-parts":[["2017",12,4]]}}},{"id":1864,"uris":[""],"uri":[""],"itemData":{"id":1864,"type":"article-journal","title":"The Role of Emotion in Global Warming Policy Support and Opposition","container-title":"Risk Analysis","page":"937–948","volume":"34","issue":"5","source":"Google Scholar","author":[{"family":"Smith","given":"Nicholas"},{"family":"Leiserowitz","given":"Anthony"}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Feldman and Hart 2018; Smith and Leiserowitz 2014). Feelings of hope can be augmented by framing climate change as a health issue, as opposed to an environmental issue ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"UNmHl7k8","properties":{"formattedCitation":"(Myers et al. 2012)","plainCitation":"(Myers et al. 2012)","noteIndex":0},"citationItems":[{"id":1863,"uris":[""],"uri":[""],"itemData":{"id":1863,"type":"article-journal","title":"A Public Health Frame Arouses Hopeful Emotions About Climate Change","container-title":"Climatic Change","page":"1105–1112","volume":"113","issue":"3-4","source":"Google Scholar","author":[{"family":"Myers","given":"Teresa A."},{"family":"Nisbet","given":"Matthew C."},{"family":"Maibach","given":"Edward W."},{"family":"Leiserowitz","given":"Anthony A."}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Myers et al. 2012). Information, learning, and knowledge. One basic means of persuading consumers to engage in eco-friendly actions is to present information that relays desired (and undesired) behaviors and their consequences ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"su72ZH3J","properties":{"formattedCitation":"(McKenzie-Mohr 2000)","plainCitation":"(McKenzie-Mohr 2000)","noteIndex":0},"citationItems":[{"id":1945,"uris":[""],"uri":[""],"itemData":{"id":1945,"type":"article-journal","title":"New Ways to Promote Proenvironmental Behavior: Promoting Sustainable Behavior: An Introduction to Community-Based Social Marketing","container-title":"Journal of Social Issues","page":"543–554","volume":"56","issue":"3","source":"Google Scholar","shortTitle":"New ways to promote proenvironmental behavior","author":[{"family":"McKenzie-Mohr","given":"Doug"}],"issued":{"date-parts":[["2000"]]}}}],"schema":""} (McKenzie-Mohr 2000). Some have lamented that people’s dearth of knowledge—due to lack of exposure to information ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1j1is447th","properties":{"formattedCitation":"(Gifford 2011)","plainCitation":"(Gifford 2011)","noteIndex":0},"citationItems":[{"id":2200,"uris":[""],"uri":[""],"itemData":{"id":2200,"type":"article-journal","title":"The Dragons of Inaction: Psychological Barriers That Limit Climate Change Mitigation and Adaptation","container-title":"American Psychologist","page":"290","volume":"66","issue":"4","language":"en","author":[{"family":"Gifford","given":"Robert"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Gifford 2011), information overload ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"UQ61jpH4","properties":{"formattedCitation":"(Horne 2009; Neumann, Roberts, and Cauvin 2012)","plainCitation":"(Horne 2009; Neumann, Roberts, and Cauvin 2012)","noteIndex":0},"citationItems":[{"id":1833,"uris":[""],"uri":[""],"itemData":{"id":1833,"type":"article-journal","title":"Limits to Labels: The Role of Eco-Labels in the Assessment of Product Sustainability and Routes to Sustainable Consumption","container-title":"International Journal of Consumer Studies","page":"175–182","volume":"33","issue":"2","source":"Google Scholar","shortTitle":"Limits to labels","author":[{"family":"Horne","given":"Ralph E."}],"issued":{"date-parts":[["2009"]]}}},{"id":1831,"uris":[""],"uri":[""],"itemData":{"id":1831,"type":"chapter","title":"Management Control Systems Dilemma: Reconciling Sustainability with Information Overload","container-title":"Advances in Management Accounting","publisher":"Emerald Group Publishing Limited","page":"1-28","volume":"20","number-of-volumes":"0","source":" (Atypon)","URL":"(2012)0000020007","note":"DOI: 10.1108/S1474-7871(2012)0000020007","shortTitle":"Management Control Systems Dilemma","author":[{"family":"Neumann","given":"Bruce R."},{"family":"Roberts","given":"Michael L."},{"family":"Cauvin","given":"Eric"}],"issued":{"date-parts":[["2012",1,1]]},"accessed":{"date-parts":[["2017",12,9]]}}}],"schema":""} (Horne 2009; Neumann, Roberts, and Cauvin 2012), and confusion ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"pJV3NBjs","properties":{"formattedCitation":"(Chen and Chang 2013)","plainCitation":"(Chen and Chang 2013)","noteIndex":0},"citationItems":[{"id":1832,"uris":[""],"uri":[""],"itemData":{"id":1832,"type":"article-journal","title":"Greenwash and Green Trust: The Mediation Effects of Green Consumer Confusion and Green Perceived Risk","container-title":"Journal of Business Ethics","page":"489–500","volume":"114","issue":"3","source":"Google Scholar","shortTitle":"Greenwash and green trust","author":[{"family":"Chen","given":"Yu-Shan"},{"family":"Chang","given":"Ching-Hsun"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Chen and Chang 2013)—can contribute to low uptake of sustainable behaviors. Moreover, intelligence ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"09Ws8Cfy","properties":{"formattedCitation":"(Aspara, Luo, and Dhar 2017)","plainCitation":"(Aspara, Luo, and Dhar 2017)","noteIndex":0},"citationItems":[{"id":"Jay23g76/AcxKWX0V","uris":[""],"uri":[""],"itemData":{"id":5496,"type":"article-journal","title":"Effect of intelligence on consumers' responsiveness to a pro-environmental tax: Evidence from large-scale data on car acquisitions of male consumers","container-title":"Journal of Consumer Psychology","page":"448 - 455","volume":"27","issue":"4","abstract":"Abstract Researchers and policy-makers are increasingly interested in the effects of pro-environmental tax incentives on consumer responses. However, it is unknown whether consumers' responsiveness to pro-environmental taxes depends on cognitive ability. We report a natural experiment study, in which a pro-environmental tax was introduced in Finland, providing an economic benefit for cars with lower CO2 emissions. We examine 140,000 car acquisitions by male consumers, whose intelligence had been tested by Finnish Defense Forces. The results show that the CO2 emissions of cars acquired by consumers with higher intelligence dropped more after the introduction of the tax than the emissions of cars of consumers with lower intelligence. Specifically, intelligence had both a direct effect on responsiveness to the pro-environmental tax, and an indirect effect via income. The effect was more pronounced for numeric intelligence than verbal and spatial logic intelligence and of equal size as that of income and other demographics. This implies that intelligence is an empirically as well as theoretically relevant variable to study as a moderator to choices that are simultaneously pro-environmental and economical.","DOI":"","ISSN":"1057-7408","author":[{"family":"Aspara","given":"Jaakko"},{"family":"Luo","given":"Xueming"},{"family":"Dhar","given":"Ravi"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Aspara, Luo, and Dhar 2017), education ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"wNvYUSCB","properties":{"formattedCitation":"(Gifford and Nilsson 2014)","plainCitation":"(Gifford and Nilsson 2014)","noteIndex":0},"citationItems":[{"id":3167,"uris":[""],"uri":[""],"itemData":{"id":3167,"type":"article-journal","title":"Personal and social factors that influence pro-environmental concern and behaviour: A review","container-title":"International Journal of Psychology","page":"141-157","volume":"49","issue":"3","source":"Web of Science","abstract":"We review the personal and social influences on pro-environmental concern and behaviour, with an emphasis on recent research. The number of these influences suggests that understanding pro-environmental concern and behaviour is far more complex than previously thought. The influences are grouped into 18 personal and social factors. The personal factors include childhood experience, knowledge and education, personality and self-construal, sense of control, values, political and world views, goals, felt responsibility, cognitive biases, place attachment, age, gender and chosen activities. The social factors include religion, urban-rural differences, norms, social class, proximity to problematic environmental sites and cultural and ethnic variations We also recognize that pro-environmental behaviour often is undertaken based on none of the above influences, but because individuals have non-environmental goals such as to save money or to improve their health. Finally, environmental outcomes that are a result of these influences undoubtedly are determined by combinations of the 18 categories. Therefore, a primary goal of researchers now should be to learn more about how these many influences moderate and mediate one another to determine pro-environmental behaviour.","DOI":"10.1002/ijop.12034","ISSN":"0020-7594","note":"WOS:000335627400001","shortTitle":"Personal and social factors that influence pro-environmental concern and behaviour","journalAbbreviation":"Int. J. Psychol.","language":"English","author":[{"family":"Gifford","given":"Robert"},{"family":"Nilsson","given":"Andreas"}],"issued":{"date-parts":[["2014",6]]}}}],"schema":""} (Gifford and Nilsson 2014), and knowledge ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"EAFVskgd","properties":{"formattedCitation":"(Levine and Strube 2012)","plainCitation":"(Levine and Strube 2012)","noteIndex":0},"citationItems":[{"id":3299,"uris":[""],"uri":[""],"itemData":{"id":3299,"type":"article-journal","title":"Environmental attitudes, knowledge, intentions and behaviors among college students","container-title":"The Journal of social psychology","page":"308–326","volume":"152","issue":"3","source":"Google Scholar","author":[{"family":"Levine","given":"Debra Siegel"},{"family":"Strube","given":"Michael J."}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Levine and Strube 2012) are linked to greater responsiveness to environmental appeals and engaging in eco-friendly behaviors. In many ways, knowledge is relevant across all of our SHIFT factors. The consumer must have knowledge of the social norm, must be aware of and understand the prompt or feedback, must comprehend information related to self-values, self-benefits, self-efficacy, etc. Information via appeals that highlight why the desired behavior or product is sustainable can be effective in giving consumers the initial knowledge they need regarding actions and consequences ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"tXm4TUfh","properties":{"formattedCitation":"(Peattie and Peattie 2009; Sussman and O\\uc0\\u8217{}Brien 2016)","plainCitation":"(Peattie and Peattie 2009; Sussman and O’Brien 2016)","noteIndex":0},"citationItems":[{"id":2159,"uris":[""],"uri":[""],"itemData":{"id":2159,"type":"article-journal","title":"Social Marketing: A Pathway to Consumption Reduction?","container-title":"Journal of Business Research","page":"260–268","volume":"62","issue":"2","language":"en","author":[{"family":"Peattie","given":"Ken"},{"family":"Peattie","given":"Sue"}],"issued":{"date-parts":[["2009"]]}}},{"id":2949,"uris":[""],"uri":[""],"itemData":{"id":2949,"type":"paper-conference","title":"Knowing When to Spend: Unintended Financial Consequences of Earmarking to Encourage Savings","publisher":"American Marketing Association","source":"Google Scholar","shortTitle":"Knowing When to Spend","author":[{"family":"Sussman","given":"Abigail B."},{"family":"O’Brien","given":"Rourke L."}],"issued":{"date-parts":[["2016"]]}}}],"schema":""} (Peattie and Peattie 2009; Sussman and O’Brien 2016). Indeed, one is unlikely to engage in more deliberate forms of sustainable behavior change if one is not informed about the problem, potential positive actions, and possible consequences ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"3NymnN88","properties":{"formattedCitation":"(Gifford and Nilsson 2014)","plainCitation":"(Gifford and Nilsson 2014)","noteIndex":0},"citationItems":[{"id":3167,"uris":[""],"uri":[""],"itemData":{"id":3167,"type":"article-journal","title":"Personal and social factors that influence pro-environmental concern and behaviour: A review","container-title":"International Journal of Psychology","page":"141-157","volume":"49","issue":"3","source":"Web of Science","abstract":"We review the personal and social influences on pro-environmental concern and behaviour, with an emphasis on recent research. The number of these influences suggests that understanding pro-environmental concern and behaviour is far more complex than previously thought. The influences are grouped into 18 personal and social factors. The personal factors include childhood experience, knowledge and education, personality and self-construal, sense of control, values, political and world views, goals, felt responsibility, cognitive biases, place attachment, age, gender and chosen activities. The social factors include religion, urban-rural differences, norms, social class, proximity to problematic environmental sites and cultural and ethnic variations We also recognize that pro-environmental behaviour often is undertaken based on none of the above influences, but because individuals have non-environmental goals such as to save money or to improve their health. Finally, environmental outcomes that are a result of these influences undoubtedly are determined by combinations of the 18 categories. Therefore, a primary goal of researchers now should be to learn more about how these many influences moderate and mediate one another to determine pro-environmental behaviour.","DOI":"10.1002/ijop.12034","ISSN":"0020-7594","note":"WOS:000335627400001","shortTitle":"Personal and social factors that influence pro-environmental concern and behaviour","journalAbbreviation":"Int. J. Psychol.","language":"English","author":[{"family":"Gifford","given":"Robert"},{"family":"Nilsson","given":"Andreas"}],"issued":{"date-parts":[["2014",6]]}}}],"schema":""} (Gifford and Nilsson 2014). Meta-analytic reviews suggest that information has a significant albeit modest influence on pro-environmental actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"zR8GjWso","properties":{"formattedCitation":"(Delmas et al. 2013; Osbaldiston and Schott 2012)","plainCitation":"(Delmas et al. 2013; Osbaldiston and Schott 2012)","noteIndex":0},"citationItems":[{"id":2049,"uris":[""],"uri":[""],"itemData":{"id":2049,"type":"article-journal","title":"Information Strategies and Energy Conservation Behavior: A Meta-Analysis of Experimental Studies from 1975 to 2012","container-title":"Energy Policy","page":"729–739","volume":"61","source":"Google Scholar","shortTitle":"Information strategies and energy conservation behavior","author":[{"family":"Delmas","given":"Magali A."},{"family":"Fischlein","given":"Miriam"},{"family":"Asensio","given":"Omar I."}],"issued":{"date-parts":[["2013"]]}}},{"id":2015,"uris":[""],"uri":[""],"itemData":{"id":2015,"type":"article-journal","title":"Environmental Sustainability and Behavioral Science: Meta-Analysis of Proenvironmental Behavior Experiments","container-title":"Environment and Behavior","page":"257-299","volume":"44","issue":"2","source":"SAGE Journals","abstract":"To provide practitioners with useful information about how to promote proenvironmental behavior (PEB), a meta-analysis was performed on 87 published reports containing 253 experimental treatments that measured an observed, not self-reported, behavioral outcome. Most studies combined multiple treatments, and this confounding precluded definitive conclusions about which individual treatments are most effective. Treatments that included cognitive dissonance, goal setting, social modeling, and prompts provided the overall largest effect sizes (Hedge’s g > 0.60). Further analyses indicated that different treatments have been more effective for certain behaviors. Although average effect sizes are based on small numbers of studies, effective combinations of treatments and behaviors are making it easy to recycle, setting goals for conserving gasoline, and modeling home energy conservation. The results also reveal several gaps in the literature that should guide further research, including both treatments and PEB that have not been tested.","DOI":"10.1177/0013916511402673","ISSN":"0013-9165","shortTitle":"Environmental Sustainability and Behavioral Science","journalAbbreviation":"Environment and Behavior","language":"en","author":[{"family":"Osbaldiston","given":"Richard"},{"family":"Schott","given":"John Paul"}],"issued":{"date-parts":[["2012",3,1]]}}}],"schema":""} (Delmas et al. 2013; Osbaldiston and Schott 2012). However, research also reveals that interventions providing information only are often not enough to spur long-term sustainable changes ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"hOu5pd2W","properties":{"formattedCitation":"(Abrahamse et al. 2005; Osbaldiston and Schott 2012)","plainCitation":"(Abrahamse et al. 2005; Osbaldiston and Schott 2012)","noteIndex":0},"citationItems":[{"id":1992,"uris":[""],"uri":[""],"itemData":{"id":1992,"type":"article-journal","title":"A Review of Intervention Studies Aimed at Household Energy Conservation","container-title":"Journal of Environmental Psychology","page":"273–291","volume":"25","issue":"3","source":"Google Scholar","author":[{"family":"Abrahamse","given":"Wokje"},{"family":"Steg","given":"Linda"},{"family":"Vlek","given":"Charles"},{"family":"Rothengatter","given":"Talib"}],"issued":{"date-parts":[["2005"]]}}},{"id":2015,"uris":[""],"uri":[""],"itemData":{"id":2015,"type":"article-journal","title":"Environmental Sustainability and Behavioral Science: Meta-Analysis of Proenvironmental Behavior Experiments","container-title":"Environment and Behavior","page":"257-299","volume":"44","issue":"2","source":"SAGE Journals","abstract":"To provide practitioners with useful information about how to promote proenvironmental behavior (PEB), a meta-analysis was performed on 87 published reports containing 253 experimental treatments that measured an observed, not self-reported, behavioral outcome. Most studies combined multiple treatments, and this confounding precluded definitive conclusions about which individual treatments are most effective. Treatments that included cognitive dissonance, goal setting, social modeling, and prompts provided the overall largest effect sizes (Hedge’s g > 0.60). Further analyses indicated that different treatments have been more effective for certain behaviors. Although average effect sizes are based on small numbers of studies, effective combinations of treatments and behaviors are making it easy to recycle, setting goals for conserving gasoline, and modeling home energy conservation. The results also reveal several gaps in the literature that should guide further research, including both treatments and PEB that have not been tested.","DOI":"10.1177/0013916511402673","ISSN":"0013-9165","shortTitle":"Environmental Sustainability and Behavioral Science","journalAbbreviation":"Environment and Behavior","language":"en","author":[{"family":"Osbaldiston","given":"Richard"},{"family":"Schott","given":"John Paul"}],"issued":{"date-parts":[["2012",3,1]]}}}],"schema":""} (Abrahamse et al. 2005; Osbaldiston and Schott 2012). Because of this, combining information with other tactics can be more effective ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"FppcEIHd","properties":{"formattedCitation":"(Kahan et al. 2012; McKenzie-Mohr 2011; Peattie and Peattie 2009; Stern 1999)","plainCitation":"(Kahan et al. 2012; McKenzie-Mohr 2011; Peattie and Peattie 2009; Stern 1999)","noteIndex":0},"citationItems":[{"id":3353,"uris":[""],"uri":[""],"itemData":{"id":3353,"type":"article-journal","title":"The polarizing impact of science literacy and numeracy on perceived climate change risks","container-title":"Nature Climate Change","page":"732-735","volume":"2","issue":"10","source":"","abstract":"Seeming public apathy over climate change is often attributed to a deficit in comprehension. The public knows too little science, it is claimed, to understand the evidence or avoid being misled1. Widespread limits on technical reasoning aggravate the problem by forcing citizens to use unreliable cognitive heuristics to assess risk2. We conducted a study to test this account and found no support for it. Members of the public with the highest degrees of science literacy and technical reasoning capacity were not the most concerned about climate change. Rather, they were the ones among whom cultural polarization was greatest. This result suggests that public divisions over climate change stem not from the public’s incomprehension of science but from a distinctive conflict of interest: between the personal interest individuals have in forming beliefs in line with those held by others with whom they share close ties and the collective one they all share in making use of the best available science to promote common welfare.","DOI":"10.1038/nclimate1547","ISSN":"1758-6798","language":"en","author":[{"family":"Kahan","given":"Dan M."},{"family":"Peters","given":"Ellen"},{"family":"Wittlin","given":"Maggie"},{"family":"Slovic","given":"Paul"},{"family":"Ouellette","given":"Lisa Larrimore"},{"family":"Braman","given":"Donald"},{"family":"Mandel","given":"Gregory"}],"issued":{"date-parts":[["2012",10]]}}},{"id":3258,"uris":[""],"uri":[""],"itemData":{"id":3258,"type":"book","title":"Fostering sustainable behavior: An introduction to community-based social marketing","publisher":"New society publishers","source":"Google Scholar","shortTitle":"Fostering sustainable behavior","author":[{"family":"McKenzie-Mohr","given":"Doug"}],"issued":{"date-parts":[["2011"]]}}},{"id":2159,"uris":[""],"uri":[""],"itemData":{"id":2159,"type":"article-journal","title":"Social Marketing: A Pathway to Consumption Reduction?","container-title":"Journal of Business Research","page":"260–268","volume":"62","issue":"2","language":"en","author":[{"family":"Peattie","given":"Ken"},{"family":"Peattie","given":"Sue"}],"issued":{"date-parts":[["2009"]]}}},{"id":2135,"uris":[""],"uri":[""],"itemData":{"id":2135,"type":"article-journal","title":"Information, Incentives, and Proenvironmental Consumer Behavior.","container-title":"Journal of Consumer Policy","page":"461–478","volume":"22","issue":"4","language":"it","author":[{"family":"Stern","given":"Paul C."}],"issued":{"date-parts":[["1999"]]}}}],"schema":""} (Kahan et al. 2012; McKenzie-Mohr 2011; Peattie and Peattie 2009; Stern 1999). Some work even suggests that detailed knowledge can backfire. Those with the highest levels of science literacy displayed more ideology-reinforcing bias than their counterparts, which was attributed to their science knowledge making them better able to support their own pre-existing viewpoints (Kahan et al. 2012).Eco-labeling. Eco-labeling is one means of conveying information about the sustainable attributes of a product ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"zAVKhUFt","properties":{"formattedCitation":"(Parguel, Beno\\uc0\\u238{}t-Moreau, and Larceneux 2011)","plainCitation":"(Parguel, Beno?t-Moreau, and Larceneux 2011)","noteIndex":0},"citationItems":[{"id":2959,"uris":[""],"uri":[""],"itemData":{"id":2959,"type":"article-journal","title":"How Sustainability Ratings Might Deter ‘Greenwashing’: A Closer Look at Ethical Corporate Communication","container-title":"Journal of Business Ethics","page":"15","volume":"102","issue":"1","source":"Google Scholar","shortTitle":"How sustainability ratings might deter ‘greenwashing’","author":[{"family":"Parguel","given":"Béatrice"},{"family":"Beno?t-Moreau","given":"Florence"},{"family":"Larceneux","given":"Fabrice"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Parguel, Beno?t-Moreau, and Larceneux 2011). Labels that are attention-grabbing, easily understandable, and consistent across categories can enable consumers to make better informed eco-friendly decisions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"nRiu8cB1","properties":{"formattedCitation":"(Borin, Cerf, and Krishnan 2011; Taufique, Vocino, and Polonsky 2017; Th\\uc0\\u248{}gersen 2000)","plainCitation":"(Borin, Cerf, and Krishnan 2011; Taufique, Vocino, and Polonsky 2017; Th?gersen 2000)","noteIndex":0},"citationItems":[{"id":1857,"uris":[""],"uri":[""],"itemData":{"id":1857,"type":"article-journal","title":"Consumer Effects of Environmental Impact in Product Labeling","container-title":"Journal of Consumer Marketing","page":"76–86","volume":"28","issue":"1","source":"Google Scholar","author":[{"family":"Borin","given":"Norm"},{"family":"Cerf","given":"Douglas C."},{"family":"Krishnan","given":"Ragi"}],"issued":{"date-parts":[["2011"]]}}},{"id":1779,"uris":[""],"uri":[""],"itemData":{"id":1779,"type":"article-journal","title":"The Influence of Eco-Label Knowledge and Trust on Pro-Environmental Consumer Behaviour in an Emerging Market","container-title":"Journal of Strategic Marketing","page":"511-529","volume":"25","issue":"7","source":"EBSCOhost","abstract":"Consumers are increasingly concerned about the negative environmental implications of purchasing goods, which in turn shape their behaviour. Yet, there are indications that consumers do not always act on these concerns, causing an attitude–behaviour gap. For consumers to make ecologically responsible purchases, they need relevant product environmental information. Therefore, marketers and firms are increasingly integrating more detailed environmental information in their offerings, including eco-labels with externally validated information. This study integrates consumers’ knowledge and trust in eco-labels with their environmental knowledge to determine how these affect pro-environmental consumer behaviour (PECB). The findings suggest environmental and eco-label knowledge is positively associated with attitudes towards the environment, and that positive environmental attitudes and trust in eco-labels affect PECB. This implies that firms, policy-makers and accreditation organisations (i.e. labelling) can educate consumers about eco-labels and the environment to increase PECB. Such strategies will also build consumer knowledge and trust in eco-labels, necessary for facilitating PECB.","DOI":"10.1080/0965254X.2016.1240219","ISSN":"0965254X","journalAbbreviation":"Journal of Strategic Marketing","author":[{"family":"Taufique","given":"Khan Md Raziuddin"},{"family":"Vocino","given":"Andrea"},{"family":"Polonsky","given":"Michael Jay"}],"issued":{"date-parts":[["2017",11]]}}},{"id":1856,"uris":[""],"uri":[""],"itemData":{"id":1856,"type":"article-journal","title":"Psychological Determinants of Paying Attention to Eco-Labels in Purchase Decisions: Model Development and Multinational Validation","container-title":"Journal of Consumer Policy","page":"285–313","volume":"23","issue":"3","source":"Google Scholar","shortTitle":"Psychological determinants of paying attention to eco-labels in purchase decisions","author":[{"family":"Th?gersen","given":"John"}],"issued":{"date-parts":[["2000"]]}}}],"schema":""} (Borin, Cerf, and Krishnan 2011; Taufique, Vocino, and Polonsky 2017; Th?gersen 2000). It has been suggested that eco-labels would be more impactful if they were contrasted against negative labels that highlight products with environmentally harmful attributes ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"z8pg6K0O","properties":{"formattedCitation":"(Borin et al. 2011)","plainCitation":"(Borin et al. 2011)","noteIndex":0},"citationItems":[{"id":1857,"uris":[""],"uri":[""],"itemData":{"id":1857,"type":"article-journal","title":"Consumer Effects of Environmental Impact in Product Labeling","container-title":"Journal of Consumer Marketing","page":"76–86","volume":"28","issue":"1","source":"Google Scholar","author":[{"family":"Borin","given":"Norm"},{"family":"Cerf","given":"Douglas C."},{"family":"Krishnan","given":"Ragi"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Borin et al. 2011). Eco-labeling can seem more transparent and unbiased if it is certified by a third party that validates the sustainability claims ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"pqiGx8bW","properties":{"formattedCitation":"(Manget, Roche, and M\\uc0\\u252{}nnich 2009)","plainCitation":"(Manget, Roche, and Münnich 2009)","noteIndex":0},"citationItems":[{"id":1859,"uris":[""],"uri":[""],"itemData":{"id":1859,"type":"article-journal","title":"Capturing the Green Advantage for Consumer Companies","container-title":"The Boston Consulting Group","volume":"13","source":"Google Scholar","author":[{"family":"Manget","given":"Joe"},{"family":"Roche","given":"Catherine"},{"family":"Münnich","given":"Felix"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Manget, Roche, and Münnich 2009). However, it is important to note that some work suggests that eco-labels do not play a strong role in predicting consumer food selections ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"gblcQrJC","properties":{"formattedCitation":"(Grunert, Hieke, and Wills 2014)","plainCitation":"(Grunert, Hieke, and Wills 2014)","noteIndex":0},"citationItems":[{"id":3166,"uris":[""],"uri":[""],"itemData":{"id":3166,"type":"article-journal","title":"Sustainability labels on food products: Consumer motivation, understanding and use","container-title":"Food Policy","page":"177-189","volume":"44","source":"Web of Science","abstract":"This study investigates the relationship between consumer motivation, understanding and use of sustainability labels on food products (both environmental and ethical labels), which are increasingly appearing on food products. Data was collected by means of an online survey implemented in the UK, France, Germany, Spain, Sweden, and Poland, with a total sample size of 4408 respondents. Respondents expressed medium high to high levels of concern with sustainability issues at the general level, but lower levels of concern in the context of concrete food product choices. Understanding of the concept of sustainability was limited, but understanding of four selected labels (Fair Trade, Rainforest Alliance, Carbon Footprint, and Animal Welfare) was better, as some of them seem to be self-explanatory. The results indicated a low level of use, no matter whether use was measured as self-reported use of different types of information available on food labels or as use inferred from the results of a choice-based conjoint analysis. Hierarchical regression indicated that use is related to both motivation and understanding, and that both motivation, understanding and use are affected by demographic characteristics, human values as measured by the Schwartz value domains, and country differences. The results imply that sustainability labels currently do not play a major role in consumers' food choices, and future use of these labels will depend on the extent to which consumers' general concern about sustainability can be turned into actual behaviour. (C) 2013 The Authors. Published by Elsevier Ltd. All rights reserved.","DOI":"10.1016/j.foodpol.2013.12.001","ISSN":"0306-9192","note":"WOS:000332751200017","shortTitle":"Sustainability labels on food products","journalAbbreviation":"Food Policy","language":"English","author":[{"family":"Grunert","given":"Klaus G."},{"family":"Hieke","given":"Sophie"},{"family":"Wills","given":"Josephine"}],"issued":{"date-parts":[["2014",2]]}}}],"schema":""} (Grunert, Hieke, and Wills 2014). Framing. Marketers can strategically choose message framing to encourage sustainable choices ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1vge6snr4l","properties":{"formattedCitation":"(Ungemach et al. 2017)","plainCitation":"(Ungemach et al. 2017)","noteIndex":0},"citationItems":[{"id":2967,"uris":[""],"uri":[""],"itemData":{"id":2967,"type":"article-journal","title":"Translated Attributes as Choice Architecture: Aligning Objectives and Choices Through Decision Signposts","container-title":"Management Science","page":"1-15","volume":"Articles in Advance","source":"Google Scholar","shortTitle":"Translated Attributes as Choice Architecture","author":[{"family":"Ungemach","given":"Christoph"},{"family":"Camilleri","given":"Adrian R."},{"family":"Johnson","given":"Eric J."},{"family":"Larrick","given":"Richard P."},{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Ungemach et al. 2017). Because consumers care more about future losses than about future gains ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"FYSSiKbf","properties":{"formattedCitation":"(Hardisty and Weber 2009)","plainCitation":"(Hardisty and Weber 2009)","noteIndex":0},"citationItems":[{"id":1961,"uris":[""],"uri":[""],"itemData":{"id":1961,"type":"article-journal","title":"Discounting Future Green: Money versus the Environment","container-title":"Journal of Experimental Psychology: General","page":"329","volume":"138","issue":"3","source":"Google Scholar","shortTitle":"Discounting future green","author":[{"family":"Hardisty","given":"David J."},{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Hardisty and Weber 2009), labels on energy-efficient appliances should compare energy costs rather than savings ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ogAbcZsZ","properties":{"formattedCitation":"(Bull 2012; Min et al. 2014)","plainCitation":"(Bull 2012; Min et al. 2014)","noteIndex":0},"citationItems":[{"id":1837,"uris":[""],"uri":[""],"itemData":{"id":1837,"type":"article-journal","title":"Loads of Green Washing—Can Behavioural Economics Increase Willingness-to-Pay for Efficient Washing Machines in the UK?","container-title":"Energy Policy","page":"242–252","volume":"50","source":"Google Scholar","author":[{"family":"Bull","given":"Joe"}],"issued":{"date-parts":[["2012"]]}}},{"id":1838,"uris":[""],"uri":[""],"itemData":{"id":1838,"type":"article-journal","title":"Labeling Energy Cost on Light Bulbs Lowers Implicit Discount Rates","container-title":"Ecological Economics","page":"42–50","volume":"97","source":"Google Scholar","author":[{"family":"Min","given":"Jihoon"},{"family":"Azevedo","given":"Inês L."},{"family":"Michalek","given":"Jeremy"},{"family":"Bruin","given":"W?ndi Bruine","non-dropping-particle":"de"}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Bull 2012; Min et al. 2014). Further, information can be aggregated to make a bigger impact: using lifetime (vs. annual) energy costs for appliances ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"f8482q0w","properties":{"formattedCitation":"(Kallbekken, S\\uc0\\u230{}len, and Hermansen 2013)","plainCitation":"(Kallbekken, S?len, and Hermansen 2013)","noteIndex":0},"citationItems":[{"id":1828,"uris":[""],"uri":[""],"itemData":{"id":1828,"type":"article-journal","title":"Bridging the Energy Efficiency Gap: A Field Experiment on Lifetime Energy Costs and Household Appliances","container-title":"Journal of Consumer Policy","page":"1–16","volume":"36","issue":"1","source":"Google Scholar","shortTitle":"Bridging the energy efficiency gap","author":[{"family":"Kallbekken","given":"Steffen"},{"family":"S?len","given":"H?akon"},{"family":"Hermansen","given":"Erlend AT"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Kallbekken, S?len, and Hermansen 2013) and cost-per-100,000-miles labeling to promote sales of efficient cars ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"CfGUOkTo","properties":{"formattedCitation":"(Camilleri and Larrick 2014)","plainCitation":"(Camilleri and Larrick 2014)","noteIndex":0},"citationItems":[{"id":2680,"uris":[""],"uri":[""],"itemData":{"id":2680,"type":"article-journal","title":"Metric and Scale Design as Choice Architecture Tools","container-title":"Journal of Public Policy & Marketing","page":"108–125","volume":"33","issue":"1","source":"Google Scholar","author":[{"family":"Camilleri","given":"Adrian R."},{"family":"Larrick","given":"Richard P."}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Camilleri and Larrick 2014). Loss-framed information is especially effective when combined with concrete information on how to engage in the behavior—for example, to improve the quantity and accuracy of residential recycling ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Sj2DaXSK","properties":{"formattedCitation":"(White et al. 2011)","plainCitation":"(White et al. 2011)","noteIndex":0},"citationItems":[{"id":1786,"uris":[""],"uri":[""],"itemData":{"id":1786,"type":"article-journal","title":"It's the Mind-Set That Matters: The Role of Construal Level and Message Framing in Influencing Consumer Efficacy and Conservation Behaviors","container-title":"Journal of Marketing Research","page":"472–485","volume":"48","issue":"3","source":"Google Scholar","shortTitle":"It's the mind-set that matters","author":[{"family":"White","given":"Katherine"},{"family":"MacDonnell","given":"Rhiannon"},{"family":"Dahl","given":"Darren W."}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (White et al. 2011). Framing can have differential effects. In the USA, framing a carbon price as a carbon offset (vs. a tax) has a strong effect on Republicans but has little impact on Democrats and a moderate impact on Independents ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"m70SxNkD","properties":{"formattedCitation":"(Hardisty, Johnson, and Weber 2010)","plainCitation":"(Hardisty, Johnson, and Weber 2010)","noteIndex":0},"citationItems":[{"id":2726,"uris":[""],"uri":[""],"itemData":{"id":2726,"type":"article-journal","title":"A Dirty Word or a Dirty World? Attribute Framing, Political Affiliation, and Query Theory","container-title":"Psychological Science","page":"86–92","volume":"21","issue":"1","source":"Google Scholar","shortTitle":"A dirty word or a dirty world?","author":[{"family":"Hardisty","given":"David J."},{"family":"Johnson","given":"Eric J."},{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Hardisty, Johnson, and Weber 2010). In another example, framing an appeal in terms of binding moral values (e.g., duty, authority, and consistency with ingroup norms) leads to more positive recycling intentions and behaviors among Republicans, whereas appealing to individualizing moral values (e.g., fairness, empathy, and individuality) leads to more positive reactions among Democrats ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"AIMjzCZi","properties":{"formattedCitation":"(Kidwell, Farmer, and Hardesty 2013)","plainCitation":"(Kidwell, Farmer, and Hardesty 2013)","noteIndex":0},"citationItems":[{"id":3164,"uris":[""],"uri":[""],"itemData":{"id":3164,"type":"article-journal","title":"Getting Liberals and Conservatives to Go Green: Political Ideology and Congruent Appeals","container-title":"Journal of Consumer Research","page":"350-367","volume":"40","issue":"2","source":"Web of Science","abstract":"The authors develop a conceptual model of how the congruence of political ideology and persuasive appeals enhances sustainable behaviors. In study 1, persuasive appeals consistent with individualizing and binding moral foundations were developed to enhance liberal and conservative recycling. In study 2, individualizing and binding appeals were tested on actual recycling behavior using a longitudinal field study to demonstrate the effectiveness of messages congruent with the moral foundations of liberals and conservatives. Study 3 demonstrated that enhanced fluency represents the underlying psychological process that mediates the relationship between message congruence and intentions. Moreover, study 3 established that spillover effects resulting from increased intentions to engage in sustainable disposition behavior enhance intentions to engage in sustainable acquisition and consumption behaviors. Finally, study 4 ruled out potential message confounds to demonstrate the robustness of the findings. Practical implications for marketers and public policy officials interested in increasing sustainable behaviors are offered.","DOI":"10.1086/670610","ISSN":"0093-5301","note":"WOS:000321701800010","shortTitle":"Getting Liberals and Conservatives to Go Green","journalAbbreviation":"J. Consum. Res.","language":"English","author":[{"family":"Kidwell","given":"Blair"},{"family":"Farmer","given":"Adam"},{"family":"Hardesty","given":"David M."}],"issued":{"date-parts":[["2013",8]]}}}],"schema":""} (Kidwell, Farmer, and Hardesty 2013). Notably, such matching effects in message framing are often driven by perceptions of fluency, or the ease of processing and comprehending the meaning of stimuli (Kidwell et al. 2013; White et al. 2011).Tangibility One unique facet of sustainable consumption is that eco-friendly actions and outcomes can seem abstract, vague, and distant from the self (Reczek, Trudel, and White 2018). Most sustainable consumer behaviors involve putting aside more immediate and proximal individual interests to prioritize behaviors with ill-defined consequences that are focused on others, and only realized in the future ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"boGT0gd3","properties":{"formattedCitation":"(Amel et al. 2017; Spence, Poortinga, and Pidgeon 2012)","plainCitation":"(Amel et al. 2017; Spence, Poortinga, and Pidgeon 2012)","noteIndex":0},"citationItems":[{"id":2870,"uris":[""],"uri":[""],"itemData":{"id":2870,"type":"article-journal","title":"Beyond the Roots of Human Inaction: Fostering Collective Effort Toward Ecosystem Conservation","container-title":"Science","page":"275–279","volume":"356","issue":"6335","source":"Google Scholar","shortTitle":"Beyond the roots of human inaction","author":[{"family":"Amel","given":"Elise"},{"family":"Manning","given":"Christie"},{"family":"Scott","given":"Britain"},{"family":"Koger","given":"Susan"}],"issued":{"date-parts":[["2017"]]}}},{"id":2976,"uris":[""],"uri":[""],"itemData":{"id":2976,"type":"article-journal","title":"The Psychological Distance of Climate Change","container-title":"Risk analysis","page":"957–972","volume":"32","issue":"6","source":"Google Scholar","author":[{"family":"Spence","given":"Alexa"},{"family":"Poortinga","given":"Wouter"},{"family":"Pidgeon","given":"Nick"}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Amel et al. 2017; Spence, Poortinga, and Pidgeon 2012). Moreover, consumers are not likely to act on issues that are impalpable in nature (Griskevicius et al. 2012). Pro-environmental outcomes are difficult to track and measure because changes emerge slowly over time, and uncertainty surrounds problems and their solutions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"mYJdHoj2","properties":{"formattedCitation":"(Gifford 2011; Weber 2010)","plainCitation":"(Gifford 2011; Weber 2010)","noteIndex":0},"citationItems":[{"id":2200,"uris":[""],"uri":[""],"itemData":{"id":2200,"type":"article-journal","title":"The Dragons of Inaction: Psychological Barriers That Limit Climate Change Mitigation and Adaptation","container-title":"American Psychologist","page":"290","volume":"66","issue":"4","language":"en","author":[{"family":"Gifford","given":"Robert"}],"issued":{"date-parts":[["2011"]]}}},{"id":1967,"uris":[""],"uri":[""],"itemData":{"id":1967,"type":"article-journal","title":"What Shapes Perceptions of Climate Change?","container-title":"Wiley Interdisciplinary Reviews: Climate Change","page":"332–342","volume":"1","issue":"3","source":"Google Scholar","author":[{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} ( Carette et al. 2012; Gifford 2011; Pindyck 2007; Weber 2010). Uncertainty also can emerge due to firm actions such as greenwashing ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"VBtrmOwe","properties":{"formattedCitation":"(Chen and Chang 2013)","plainCitation":"(Chen and Chang 2013)","noteIndex":0},"citationItems":[{"id":1832,"uris":[""],"uri":[""],"itemData":{"id":1832,"type":"article-journal","title":"Greenwash and Green Trust: The Mediation Effects of Green Consumer Confusion and Green Perceived Risk","container-title":"Journal of Business Ethics","page":"489–500","volume":"114","issue":"3","source":"Google Scholar","shortTitle":"Greenwash and green trust","author":[{"family":"Chen","given":"Yu-Shan"},{"family":"Chang","given":"Ching-Hsun"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Chen and Chang 2013). Next, we outline some solutions to the tangibility problem.Matching temporal focus. While sustainability is naturally future-focused, consumers are often present-focused. Moreover, when a future environmental payoff is judged to be distant, it becomes less desirable in the present ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"tqhFK8DO","properties":{"formattedCitation":"(Hardisty and Weber 2009; Vugt et al. 2014)","plainCitation":"(Hardisty and Weber 2009; Vugt et al. 2014)","noteIndex":0},"citationItems":[{"id":1961,"uris":[""],"uri":[""],"itemData":{"id":1961,"type":"article-journal","title":"Discounting Future Green: Money versus the Environment","container-title":"Journal of Experimental Psychology: General","page":"329","volume":"138","issue":"3","source":"Google Scholar","shortTitle":"Discounting future green","author":[{"family":"Hardisty","given":"David J."},{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2009"]]}}},{"id":2755,"uris":[""],"uri":[""],"itemData":{"id":2755,"type":"article-journal","title":"Naturally Green: Harnessing Stone Age Psychological Biases to Foster Environmental Behavior","container-title":"Social Issues and Policy Review","page":"1–32","volume":"8","issue":"1","source":"Google Scholar","shortTitle":"Naturally green","author":[{"family":"Vugt","given":"Mark"},{"family":"Griskevicius","given":"Vladas"},{"family":"Schultz","given":"P."}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Hardisty and Weber 2009; Vugt et al. 2014). One solution to this mismatch is to encourage the consumer to think more abstractly and/or to focus on future benefits of the sustainable action ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Tl0rQqUU","properties":{"formattedCitation":"(Reczek et al. 2018)","plainCitation":"(Reczek et al. 2018)","noteIndex":0},"citationItems":[{"id":2957,"uris":[""],"uri":[""],"itemData":{"id":2957,"type":"article-journal","title":"Focusing on the Forest or the Trees: How Abstract versus Concrete Construal Level Predicts Responses to Eco-Friendly Products","container-title":"Journal of Environmental Psychology","page":"87-98","volume":"57","author":[{"family":"Reczek","given":"Rebecca"},{"family":"Trudel","given":"Remi"},{"family":"White","given":"Katherine"}],"issued":{"date-parts":[["2018",6]]}}}],"schema":""} (Reczek et al. 2018). Those who have a greater focus on the future engage in more pro-environmental behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1v0jn0ds86","properties":{"formattedCitation":"(Arnocky, Milfont, and Nicol 2014; Joireman, Van Lange, and Van Vugt 2004)","plainCitation":"(Arnocky, Milfont, and Nicol 2014; Joireman, Van Lange, and Van Vugt 2004)","noteIndex":0},"citationItems":[{"id":1935,"uris":[""],"uri":[""],"itemData":{"id":1935,"type":"article-journal","title":"Time Perspective and Sustainable Behaviour: Evidence for the Distinction Between Consideration of Immediate and Future Consequences","container-title":"Environment and Behaviour","page":"556–582","volume":"46","issue":"5","language":"en","author":[{"family":"Arnocky","given":"Steven"},{"family":"Milfont","given":"Taciano L."},{"family":"Nicol","given":"Jeffrey R."}],"issued":{"date-parts":[["2014"]]}}},{"id":1979,"uris":[""],"uri":[""],"itemData":{"id":1979,"type":"article-journal","title":"Who Cares About the Environmental Impact of Cars? Those with an Eye Toward the Future","container-title":"Environment and Behavior","page":"187–206","volume":"36","issue":"2","source":"Google Scholar","shortTitle":"Who cares about the environmental impact of cars?","author":[{"family":"Joireman","given":"Jeffrey A."},{"family":"Van Lange","given":"Paul A. M."},{"family":"Van Vugt","given":"Mark"}],"issued":{"date-parts":[["2004"]]}}}],"schema":""} (Arnocky, Milfont, and Nicol 2014; Joireman, Van Lange, and Van Vugt 2004). Asking individuals to focus on future generations can reduce present-focused biases ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a59njno3l2","properties":{"formattedCitation":"(Wade-Benzoni, Tenbrunsel, and Bazerman 1997)","plainCitation":"(Wade-Benzoni, Tenbrunsel, and Bazerman 1997)","noteIndex":0},"citationItems":[{"id":1939,"uris":[""],"uri":[""],"itemData":{"id":1939,"type":"article-journal","title":"Egocentric Interpretations of Fairness as an Obstacle to the Resolution of Environmental Conflict","container-title":"Research on Negotiation in Organizations","page":"189–208","volume":"6","source":"Google Scholar","author":[{"family":"Wade-Benzoni","given":"K. A."},{"family":"Tenbrunsel","given":"A. E."},{"family":"Bazerman","given":"M. H."}],"issued":{"date-parts":[["1997"]]}}}],"schema":""} (Wade-Benzoni, Tenbrunsel, and Bazerman 1997), and prompting the consideration of legacy increases sustainable choices ADDIN ZOTERO_TEMP ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"P4KUYxo5","properties":{"formattedCitation":"(Zaval, Markowitz, and Weber 2015)","plainCitation":"(Zaval, Markowitz, and Weber 2015)","noteIndex":0},"citationItems":[{"id":2112,"uris":[""],"uri":[""],"itemData":{"id":2112,"type":"article-journal","title":"How Will I Be Remembered? Conserving the Environment for the Sake of One’s Legacy,","container-title":"Psychological Science","page":"231–236","volume":"26","issue":"2","language":"en","author":[{"family":"Zaval","given":"Lisa"},{"family":"Markowitz","given":"Ezra M."},{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2015"]]}}}],"schema":""} (Zaval, Markowitz, and Weber 2015). Communicate local and proximal impacts. Communications that relate the more immediate consequences of pro-environmental behaviors for a given city, region, or neighborhood can make environmental actions and outcomes seem more tangible and relevant ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ag7t0o4kb9","properties":{"formattedCitation":"(Leiserowitz 2006; Scannell and Gifford 2013)","plainCitation":"(Leiserowitz 2006; Scannell and Gifford 2013)","noteIndex":0},"citationItems":[{"id":2868,"uris":[""],"uri":[""],"itemData":{"id":2868,"type":"article-journal","title":"Climate Change Risk Perception and Policy Preferences: The Role of Affect, Imagery, and Values","container-title":"Climatic Change","page":"45–72","volume":"77","issue":"1","source":"Google Scholar","shortTitle":"Climate change risk perception and policy preferences","author":[{"family":"Leiserowitz","given":"Anthony"}],"issued":{"date-parts":[["2006"]]}}},{"id":2867,"uris":[""],"uri":[""],"itemData":{"id":2867,"type":"article-journal","title":"Personally Relevant Climate Change: The Role of Place Attachment and Local versus Global Message Framing in Engagement","container-title":"Environment and Behavior","page":"60–85","volume":"45","issue":"1","source":"Google Scholar","shortTitle":"Personally relevant climate change","author":[{"family":"Scannell","given":"Leila"},{"family":"Gifford","given":"Robert"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Leiserowitz 2006; Scannell and Gifford 2013). Drawing on people’s attachments to a specific place ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ZgqMN5CN","properties":{"formattedCitation":"(Devine-Wright and Howes 2010; Gifford 2014)","plainCitation":"(Devine-Wright and Howes 2010; Gifford 2014)","noteIndex":0},"citationItems":[{"id":3298,"uris":[""],"uri":[""],"itemData":{"id":3298,"type":"article-journal","title":"Disruption to place attachment and the protection of restorative environments: A wind energy case study","container-title":"Journal of environmental psychology","page":"271–280","volume":"30","issue":"3","source":"Google Scholar","shortTitle":"Disruption to place attachment and the protection of restorative environments","author":[{"family":"Devine-Wright","given":"Patrick"},{"family":"Howes","given":"Yuko"}],"issued":{"date-parts":[["2010"]]}}},{"id":3107,"uris":[""],"uri":[""],"itemData":{"id":3107,"type":"article-journal","title":"Environmental Psychology Matters","container-title":"Annual Review of Psychology","page":"541-579","volume":"65","issue":"1","source":"Crossref","abstract":"Environmental psychology examines transactions between individuals and their built and natural environments. This includes investigating behaviors that inhibit or foster sustainable, climate-healthy, and nature-enhancing choices, the antecedents and correlates of those behaviors, and interventions to increase proenvironmental behavior. It also includes transactions in which nature provides restoration or in?icts stress, and transactions that are more mutual, such as the development of place attachment and identity and the impacts on and from important physical settings such as home, workplaces, schools, and public spaces. As people spend more time in virtual environments, online transactions are coming under increasing research attention. Every aspect of human existence occurs in one environment or another, and the transactions with and within them have important consequences both for people and their natural and built worlds. Environmental psychology matters.","DOI":"10.1146/annurev-psych-010213-115048","ISSN":"0066-4308, 1545-2085","language":"en","author":[{"family":"Gifford","given":"Robert"}],"issued":{"date-parts":[["2014",1,3]]}}}],"schema":""} (Devine-Wright and Howes 2010; Gifford 2014), emphasizing personal experiences with climate-change impacts ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"H4VQXZRi","properties":{"formattedCitation":"(Weber 2010)","plainCitation":"(Weber 2010)","noteIndex":0},"citationItems":[{"id":1967,"uris":[""],"uri":[""],"itemData":{"id":1967,"type":"article-journal","title":"What Shapes Perceptions of Climate Change?","container-title":"Wiley Interdisciplinary Reviews: Climate Change","page":"332–342","volume":"1","issue":"3","source":"Google Scholar","author":[{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Weber 2010), and using current issues such as extreme weather events can lead to more sustainability-oriented beliefs and actions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"k9hGGQlV","properties":{"formattedCitation":"(Li, Johnson, and Zaval 2011)","plainCitation":"(Li, Johnson, and Zaval 2011)","noteIndex":0},"citationItems":[{"id":1966,"uris":[""],"uri":[""],"itemData":{"id":1966,"type":"article-journal","title":"Local Warming: Daily Temperature Change Influences Belief in Global Warming","container-title":"Psychological Science","page":"454-459","volume":"22","issue":"4","source":"PubMed","abstract":"Although people are quite aware of global warming, their beliefs about it may be malleable; specifically, their beliefs may be constructed in response to questions about global warming. Beliefs may reflect irrelevant but salient information, such as the current day's temperature. This replacement of a more complex, less easily accessed judgment with a simple, more accessible one is known as attribute substitution. In three studies, we asked residents of the United States and Australia to report their opinions about global warming and whether the temperature on the day of the study was warmer or cooler than usual. Respondents who thought that day was warmer than usual believed more in and had greater concern about global warming than did respondents who thought that day was colder than usual. They also donated more money to a global-warming charity if they thought that day seemed warmer than usual. We used instrumental variable regression to rule out some alternative explanations.","DOI":"10.1177/0956797611400913","ISSN":"1467-9280","note":"PMID: 21372325","shortTitle":"Local warming","journalAbbreviation":"Psychol Sci","language":"eng","author":[{"family":"Li","given":"Ye"},{"family":"Johnson","given":"Eric J."},{"family":"Zaval","given":"Lisa"}],"issued":{"date-parts":[["2011",4]]}}}],"schema":""} (Li, Johnson, and Zaval 2011). Concrete communications. Another way to tackle intangibility is to make sustainability issues more relevant and concrete for the self ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Vft7VHV2","properties":{"formattedCitation":"(Akerlof et al. 2013; Arnocky et al. 2014; Li et al. 2011; Reczek et al. 2018; Spence et al. 2012)","plainCitation":"(Akerlof et al. 2013; Arnocky et al. 2014; Li et al. 2011; Reczek et al. 2018; Spence et al. 2012)","noteIndex":0},"citationItems":[{"id":1965,"uris":[""],"uri":[""],"itemData":{"id":1965,"type":"article-journal","title":"Do People “Personally Experience” Global Warming, and If so How, and Does It Matter?","container-title":"Global Environmental Change","page":"81–91","volume":"23","issue":"1","source":"Google Scholar","author":[{"family":"Akerlof","given":"Karen"},{"family":"Maibach","given":"Edward W."},{"family":"Fitzgerald","given":"Dennis"},{"family":"Cedeno","given":"Andrew Y."},{"family":"Neuman","given":"Amanda"}],"issued":{"date-parts":[["2013"]]}}},{"id":1935,"uris":[""],"uri":[""],"itemData":{"id":1935,"type":"article-journal","title":"Time Perspective and Sustainable Behaviour: Evidence for the Distinction Between Consideration of Immediate and Future Consequences","container-title":"Environment and Behaviour","page":"556–582","volume":"46","issue":"5","language":"en","author":[{"family":"Arnocky","given":"Steven"},{"family":"Milfont","given":"Taciano L."},{"family":"Nicol","given":"Jeffrey R."}],"issued":{"date-parts":[["2014"]]}}},{"id":1966,"uris":[""],"uri":[""],"itemData":{"id":1966,"type":"article-journal","title":"Local Warming: Daily Temperature Change Influences Belief in Global Warming","container-title":"Psychological Science","page":"454-459","volume":"22","issue":"4","source":"PubMed","abstract":"Although people are quite aware of global warming, their beliefs about it may be malleable; specifically, their beliefs may be constructed in response to questions about global warming. Beliefs may reflect irrelevant but salient information, such as the current day's temperature. This replacement of a more complex, less easily accessed judgment with a simple, more accessible one is known as attribute substitution. In three studies, we asked residents of the United States and Australia to report their opinions about global warming and whether the temperature on the day of the study was warmer or cooler than usual. Respondents who thought that day was warmer than usual believed more in and had greater concern about global warming than did respondents who thought that day was colder than usual. They also donated more money to a global-warming charity if they thought that day seemed warmer than usual. We used instrumental variable regression to rule out some alternative explanations.","DOI":"10.1177/0956797611400913","ISSN":"1467-9280","note":"PMID: 21372325","shortTitle":"Local warming","journalAbbreviation":"Psychol Sci","language":"eng","author":[{"family":"Li","given":"Ye"},{"family":"Johnson","given":"Eric J."},{"family":"Zaval","given":"Lisa"}],"issued":{"date-parts":[["2011",4]]}}},{"id":2957,"uris":[""],"uri":[""],"itemData":{"id":2957,"type":"article-journal","title":"Focusing on the Forest or the Trees: How Abstract versus Concrete Construal Level Predicts Responses to Eco-Friendly Products","container-title":"Journal of Environmental Psychology","page":"87-98","volume":"57","author":[{"family":"Reczek","given":"Rebecca"},{"family":"Trudel","given":"Remi"},{"family":"White","given":"Katherine"}],"issued":{"date-parts":[["2018",6]]}}},{"id":2976,"uris":[""],"uri":[""],"itemData":{"id":2976,"type":"article-journal","title":"The Psychological Distance of Climate Change","container-title":"Risk analysis","page":"957–972","volume":"32","issue":"6","source":"Google Scholar","author":[{"family":"Spence","given":"Alexa"},{"family":"Poortinga","given":"Wouter"},{"family":"Pidgeon","given":"Nick"}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (Akerlof et al. 2013; Arnocky et al. 2014; Li et al. 2011; Reczek et al. 2018; Spence et al. 2012). This can be done by communicating the immediate impacts of environmental problems such as climate change ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"jJOfFkvk","properties":{"formattedCitation":"(Paswan, Guzm\\uc0\\u225{}n, and Lewin 2017)","plainCitation":"(Paswan, Guzmán, and Lewin 2017)","noteIndex":0},"citationItems":[{"id":1775,"uris":[""],"uri":[""],"itemData":{"id":1775,"type":"article-journal","title":"Attitudinal Determinants of Environmentally Sustainable Behavior","container-title":"Journal of Consumer Marketing","page":"414-426","volume":"34","issue":"5","source":"EBSCOhost","abstract":"Purpose This study aims to focus on people’s pro-environmental behavior and investigates its dimensions and determinants. As environmental sustainability attracts increased scrutiny, understanding end consumers’ pro-environmental behavior becomes imperative for various stakeholders in our highly networked marketplace – e.g. policymakers, businesses, consumers, the public and society at large.Design/methodology/approach Using data from the general public in the USA, the hypothesized relationships are tested using structural equation modeling (SEM).Findings The results indicate that if people find enjoyment in nature, believe in achieving a balance between “mankind” and nature, and believe that the benefits of conservation activities are going to accrue in the near term (present), they are more likely to engage in pro-environmental behavior at all levels – supportive, active and lifestyle.Research limitations/implications Although only one aspect of environmental sustainability – environmental conservation – is analyzed, these findings support assertions set forth in the theory of environmentally significant behavior (Stern, 1999), the norm-activation theory of altruism (Schwartz, 1973), the theory of reasoned action (Fishbein, 1979) and the theory of planned behavior (Ajzen, 1985).Practical implications Messages about sustainability, environmental conservation and pro-environmental behavior should be framed using people’s fondness for and enjoyment of nature; should focus on present benefits of conservation; and should be targeted and differentiated for men, women and older people to encourage conservation behaviors among these differing demographic groups.Originality/value This study identifies three different levels of intensity of pro-environmental behavior – supportive, active and lifestyle – and empirically examines the relationships between these behavior types and the attitudinal antecedents revolving around time when the benefits of environmental conservation accrue, nature and human–nature interaction.","DOI":"10.1108/JCM-02-2016-1706","ISSN":"07363761","journalAbbreviation":"Journal of Consumer Marketing","author":[{"family":"Paswan","given":"Audhesh"},{"family":"Guzmán","given":"Francisco"},{"family":"Lewin","given":"Jeffrey"}],"issued":{"date-parts":[["2017",8]]}}}],"schema":""} (Paswan, Guzmán, and Lewin 2017) and outlining clear steps to make a difference ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"D02ZyPsm","properties":{"formattedCitation":"(White et al. 2011)","plainCitation":"(White et al. 2011)","noteIndex":0},"citationItems":[{"id":1786,"uris":[""],"uri":[""],"itemData":{"id":1786,"type":"article-journal","title":"It's the Mind-Set That Matters: The Role of Construal Level and Message Framing in Influencing Consumer Efficacy and Conservation Behaviors","container-title":"Journal of Marketing Research","page":"472–485","volume":"48","issue":"3","source":"Google Scholar","shortTitle":"It's the mind-set that matters","author":[{"family":"White","given":"Katherine"},{"family":"MacDonnell","given":"Rhiannon"},{"family":"Dahl","given":"Darren W."}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (White et al. 2011). Communications can make the consequences of inaction (or action) clear by using techniques such as vivid imagery, analogies, and narratives ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"n3LyJ5mj","properties":{"formattedCitation":"(Marx et al. 2007)","plainCitation":"(Marx et al. 2007)","noteIndex":0},"citationItems":[{"id":2917,"uris":[""],"uri":[""],"itemData":{"id":2917,"type":"article-journal","title":"Communication and Mental Processes: Experiential and Analytic Processing of Uncertain Climate Information","container-title":"Global Environmental Change","page":"47–58","volume":"17","issue":"1","source":"Google Scholar","shortTitle":"Communication and mental processes","author":[{"family":"Marx","given":"Sabine M."},{"family":"Weber","given":"Elke U."},{"family":"Orlove","given":"Benjamin S."},{"family":"Leiserowitz","given":"Anthony"},{"family":"Krantz","given":"David H."},{"family":"Roncoli","given":"Carla"},{"family":"Phillips","given":"Jennifer"}],"issued":{"date-parts":[["2007"]]}}}],"schema":""} (Marx et al. 2007). Encourage the desire for intangibles. A challenge for sustainable behaviors is that consumers often have a desire for ownership of material goods. One means of moving towards more sustainable consumption is to promote dematerialization ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"uCnrEb5h","properties":{"formattedCitation":"(Csikszentmihalyi 2000)","plainCitation":"(Csikszentmihalyi 2000)","noteIndex":0},"citationItems":[{"id":2675,"uris":[""],"uri":[""],"itemData":{"id":2675,"type":"article-journal","title":"The Costs and Benefits of Consuming","container-title":"Journal of Consumer Research","page":"267–272","volume":"27","issue":"2","source":"Google Scholar","author":[{"family":"Csikszentmihalyi","given":"Mihaly"}],"issued":{"date-parts":[["2000"]]}}}],"schema":""} (Csikszentmihalyi 2000), wherein consumers decrease emphasis on the possession of tangible goods. This could include consumption of experiences ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a14rk33pu14","properties":{"formattedCitation":"(Van Boven 2005)","plainCitation":"(Van Boven 2005)","noteIndex":0},"citationItems":[{"id":2862,"uris":[""],"uri":[""],"itemData":{"id":2862,"type":"article-journal","title":"Experientialism, Materialism, and the Pursuit of Happiness.","container-title":"Review of General Psychology","page":"132","volume":"9","issue":"2","source":"Google Scholar","author":[{"family":"Van Boven","given":"Leaf"}],"issued":{"date-parts":[["2005"]]}}}],"schema":""} (Van Boven 2005), digital products ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1372v9bf04","properties":{"formattedCitation":"(Atasoy and Morewedge 2018; Belk 2013)","plainCitation":"(Atasoy and Morewedge 2018; Belk 2013)","noteIndex":0},"citationItems":[{"id":2863,"uris":[""],"uri":[""],"itemData":{"id":2863,"type":"article-journal","title":"Digital Goods Are Valued Less Than Physical Goods","container-title":"Journal of Consumer Research","volume":"in press","source":"Google Scholar","author":[{"family":"Atasoy","given":"Ozgun"},{"family":"Morewedge","given":"Carey K."}],"issued":{"date-parts":[["2018"]]}}},{"id":2864,"uris":[""],"uri":[""],"itemData":{"id":2864,"type":"article-journal","title":"Extended Self in a Digital World","container-title":"Journal of Consumer Research","page":"477–500","volume":"40","issue":"3","source":"Google Scholar","author":[{"family":"Belk","given":"Russell W."}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (Atasoy and Morewedge 2018; Belk 2013), or services ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"oegK3XOD","properties":{"formattedCitation":"(Lovelock 1983)","plainCitation":"(Lovelock 1983)","noteIndex":0},"citationItems":[{"id":2861,"uris":[""],"uri":[""],"itemData":{"id":2861,"type":"article-journal","title":"Classifying Services to Gain Strategic Marketing Insights","container-title":"The Journal of Marketing","page":"9–20","volume":"47","issue":"3","source":"Google Scholar","author":[{"family":"Lovelock","given":"Christopher H."}],"issued":{"date-parts":[["1983"]]}}}],"schema":""} (Lovelock 1983). This is consistent with the notion that marketing is evolving to be more focused on the provision of services, intangible resources, and the co-creation of value ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"2Xizclip","properties":{"formattedCitation":"(Vargo and Lusch 2004)","plainCitation":"(Vargo and Lusch 2004)","noteIndex":0},"citationItems":[{"id":2975,"uris":[""],"uri":[""],"itemData":{"id":2975,"type":"article-journal","title":"Evolving to a New Dominant Logic for Marketing","container-title":"Journal of Marketing","page":"1–17","volume":"68","issue":"1","source":"Google Scholar","author":[{"family":"Vargo","given":"Stephen L."},{"family":"Lusch","given":"Robert F."}],"issued":{"date-parts":[["2004"]]}}}],"schema":""} (Vargo and Lusch 2004). Trends such as the “sharing economy” with its ideal of collaborative consumption of idle resources ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Jcy4EWbJ","properties":{"formattedCitation":"(Donnelly et al. 2017)","plainCitation":"(Donnelly et al. 2017)","noteIndex":0},"citationItems":[{"id":2743,"uris":[""],"uri":[""],"itemData":{"id":2743,"type":"article-journal","title":"Social Recycling Transforms Unwanted Goods into Happiness","container-title":"Journal of the Association for Consumer Research","page":"48–63","volume":"2","issue":"1","source":"Google Scholar","author":[{"family":"Donnelly","given":"Grant E."},{"family":"Lamberton","given":"Cait"},{"family":"Reczek","given":"Rebecca Walker"},{"family":"Norton","given":"Michael I."}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Donnelly et al. 2017) and “voluntary simplicity” wherein consumers simplify their lifestyles rather than focus on the possessions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a2dvbdjinan","properties":{"formattedCitation":"(Cherrier 2009)","plainCitation":"(Cherrier 2009)","noteIndex":0},"citationItems":[{"id":2858,"uris":[""],"uri":[""],"itemData":{"id":2858,"type":"article-journal","title":"Anti-Consumption Discourses and Consumer-Resistant Identities","container-title":"Journal of Business Research","page":"181–190","volume":"62","issue":"2","source":"Google Scholar","author":[{"family":"Cherrier","given":"Helene"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Cherrier 2009) indicate that needs can be fulfilled without the possession of tangible products being a focal goal. Theoretical Implications and Directions for Future ResearchIn our literature review, we identified five routes to sustainable behavior change, while delineating specific behavior-change strategies within each route. The focus of the review portion of this manuscript has been to identify what the main drivers of sustainable consumer behavior are, according to existing research. In this next section, we will go further to highlight a set of theoretical propositions regarding when and why each of the routes to sustainable behavior change (i.e., the SHIFT factors) will be most relevant. We do so by outlining a set of key challenges that make sustainable consumption distinct from typical consumer behaviors—the self-other trade-off, the long time horizon, the requirement of collective action, the problem of abstractness, and the need to replace automatic with controlled processes. We examine each of these challenges to sustainable consumer behavior change via the lens of our SHIFT framework and outline key theoretical propositions and directions for future research. The Self-Other Trade-Off. Our first challenge to sustainable consumer behavior is that such actions are often perceived as having some cost to the self, be it increased effort, increased cost, inferior quality, or inferior aesthetics (Luchs and Kumar 2017). At the same time, sustainable consumer behaviors make positive environmental and social impacts that are external to the self ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"YbBAl5AC","properties":{"formattedCitation":"(Campbell and Winterich 2018)","plainCitation":"(Campbell and Winterich 2018)","noteIndex":0},"citationItems":[{"id":"Jay23g76/XEk0OutY","uris":[""],"uri":[""],"itemData":{"id":7265,"type":"article-journal","title":"A Framework for the Consumer Psychology of Morality in the Marketplace","container-title":"Journal of Consumer Psychology","page":"167-179","volume":"28","issue":"2","source":"Wiley Online Library","abstract":"This article is part of the issue “Marketplace Morality”","DOI":"10.1002/jcpy.1038","ISSN":"1532-7663","language":"en","author":[{"family":"Campbell","given":"Margaret C."},{"family":"Winterich","given":"Karen Page"}],"issued":{"date-parts":[["2018",4]]}}}],"schema":""} (Campbell and Winterich 2018). Thus, while the traditional view of consumer behavior holds that consumers will choose and use products and services in ways that satisfy their own wants and needs ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"AQ2KJu9Z","properties":{"formattedCitation":"(Solomon, White, and Dahl 2017)","plainCitation":"(Solomon, White, and Dahl 2017)","noteIndex":0},"citationItems":[{"id":3352,"uris":[""],"uri":[""],"itemData":{"id":3352,"type":"book","title":"Consumer behavior: Buying, having, and being","publisher":"Pearson Boston, MA, USA:","source":"Google Scholar","shortTitle":"Consumer behavior","author":[{"family":"Solomon","given":"Michael R."},{"family":"White","given":"Katherine"},{"family":"Dahl","given":"Dahren William"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Solomon, White, and Dahl 2017), views of sustainable consumer behaviors often imply putting aside wants that are relevant to the self and prioritizing and valuing entities that are outside of the self (e.g., other people, the environment, future generations). The self-other trade-off has implications for how social influence might operate in the context of encouraging sustainable consumer behaviors. Although sustainable consumption often comes at some cost to the self, we suggest that identity signaling can be a self-relevant positive repercussion that can outweigh the costs of sustainable action. This assertion is supported by work showing that consumers are more likely to select sustainable options when the setting is public or status motives are activated ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"LNmmhaoC","properties":{"formattedCitation":"(Green and Peloza 2014; Griskevicius et al. 2010)","plainCitation":"(Green and Peloza 2014; Griskevicius et al. 2010)","noteIndex":0},"citationItems":[{"id":2197,"uris":[""],"uri":[""],"itemData":{"id":2197,"type":"article-journal","title":"Finding the Right Shade of Green: The Effect of Advertising Appeal Type on Environmentally Friendly Consumption,","container-title":"Journal of Advertising","page":"128–141","volume":"43","issue":"2","language":"en","author":[{"family":"Green","given":"Todd"},{"family":"Peloza","given":"John"}],"issued":{"date-parts":[["2014"]]}}},{"id":2195,"uris":[""],"uri":[""],"itemData":{"id":2195,"type":"article-journal","title":"Going Green to Be Seen: Status, Reputation, and Conspicuous Conservation","container-title":"Journal of Personality and Social Psychology","page":"392–404","volume":"98","issue":"3","language":"en","author":[{"family":"Griskevicius","given":"Vladas"},{"family":"Tybur","given":"Joshua M."},{"family":"Bergh","given":"Bram Van","dropping-particle":"den"}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Green and Peloza 2014; Griskevicius et al. 2010). A novel proposition building on this work is that product symbolism might have more impact on consumer attitudes and choices when a product is positioned on sustainable versus traditional attributes. By the term “symbolic,” we refer to the notion that some products are better able to convey important information about the self to others ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a3EGVa6Y","properties":{"formattedCitation":"(e.g., Berger and Heath 2007; White and Argo 2011)","plainCitation":"(e.g., Berger and Heath 2007; White and Argo 2011)","noteIndex":0},"citationItems":[{"id":3147,"uris":[""],"uri":[""],"itemData":{"id":3147,"type":"article-journal","title":"Where Consumers Diverge from Others: Identity Signaling and Product Domains","container-title":"Journal of Consumer Research","page":"121-134","volume":"34","issue":"2","source":"academic.","abstract":"Abstract. We propose that consumers often make choices that diverge from those of others to ensure that they effectively communicate desired identities. Consis","DOI":"10.1086/519142","ISSN":"0093-5301","shortTitle":"Where Consumers Diverge from Others","journalAbbreviation":"J Consum Res","language":"en","author":[{"family":"Berger","given":"Jonah"},{"family":"Heath","given":"Chip"}],"issued":{"date-parts":[["2007",8,1]]}},"prefix":"e.g.,"},{"id":3148,"uris":[""],"uri":[""],"itemData":{"id":3148,"type":"article-journal","title":"When Imitation Doesn’t Flatter: The Role of Consumer Distinctiveness in Responses to Mimicry","container-title":"Journal of Consumer Research","page":"667-680","volume":"38","issue":"4","source":"academic.","abstract":"Abstract. In a series of four experiments, the authors examine the implications of one consumer’s possession being mimicked by another consumer. The results de","DOI":"10.1086/660187","ISSN":"0093-5301","shortTitle":"When Imitation Doesn’t Flatter","journalAbbreviation":"J Consum Res","language":"en","author":[{"family":"White","given":"Katherine"},{"family":"Argo","given":"Jennifer J."}],"issued":{"date-parts":[["2011",12,1]]}}}],"schema":""} (Berger and Heath 2007; White and Argo 2011). The marketer could highlight either symbolic benefits (i.e., convey relevant information about the self to others) or functional aspects (i.e., information about satisfying practical needs) linked to a product ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"MfJgNZGV","properties":{"formattedCitation":"(Bhat and Reddy 1998)","plainCitation":"(Bhat and Reddy 1998)","noteIndex":0},"citationItems":[{"id":3297,"uris":[""],"uri":[""],"itemData":{"id":3297,"type":"article-journal","title":"Symbolic and functional positioning of brands","container-title":"Journal of consumer marketing","page":"32–43","volume":"15","issue":"1","source":"Google Scholar","author":[{"family":"Bhat","given":"Subodh"},{"family":"Reddy","given":"Srinivas K."}],"issued":{"date-parts":[["1998"]]}}}],"schema":""} (Bhat and Reddy 1998). Because there may be less direct self-benefits related to a sustainable action, linking a sustainable options with symbolic benefits could be a fruitful strategy. P1: When a given behavior or product is positioned on the basis of its symbolic attributes (vs. functional attributes), consumers may exhibit more positive attitudes and behaviors if the option is framed in terms of being sustainable versus a traditional product. Another way of overcoming the self-other trade-off is to consider the individual self ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"u17HphSC","properties":{"formattedCitation":"(Gardner, Gabriel, and Lee 1999)","plainCitation":"(Gardner, Gabriel, and Lee 1999)","noteIndex":0},"citationItems":[{"id":3294,"uris":[""],"uri":[""],"itemData":{"id":3294,"type":"article-journal","title":"“I” value freedom, but “we” value relationships: Self-construal priming mirrors cultural differences in judgment","container-title":"Psychological Science","page":"321–326","volume":"10","issue":"4","source":"Google Scholar","shortTitle":"“I” value freedom, but “we” value relationships","author":[{"family":"Gardner","given":"Wendi L."},{"family":"Gabriel","given":"Shira"},{"family":"Lee","given":"Angela Y."}],"issued":{"date-parts":[["1999"]]}}}],"schema":""} (Gardner, Gabriel, and Lee 1999). In particular, how the individual views his or her own self-concept might predict sustainable consumer behaviors. While some individuals tend to have a more independent view of the self (i.e., the self is separate and distinct from others), some have a more interdependent self-construal (i.e., the self is connected with others; ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"UHJGAAC0","properties":{"formattedCitation":"(Markus and Kitayama 1991)","plainCitation":"(Markus and Kitayama 1991)","noteIndex":0},"citationItems":[{"id":3295,"uris":[""],"uri":[""],"itemData":{"id":3295,"type":"chapter","title":"Cultural variation in the self-concept","container-title":"The self: Interdisciplinary approaches","publisher":"Springer","page":"18–48","source":"Google Scholar","author":[{"family":"Markus","given":"Hazel R."},{"family":"Kitayama","given":"Shinobu"}],"issued":{"date-parts":[["1991"]]}}}],"schema":""} Markus and Kitayama 1991). One possibility is that those who think of the self in terms of an interdependent self-construal ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"plPYX3BY","properties":{"formattedCitation":"(both as a measured individual difference and as a primed mindset; White, Argo, and Sengupta 2012)","plainCitation":"(both as a measured individual difference and as a primed mindset; White, Argo, and Sengupta 2012)","noteIndex":0},"citationItems":[{"id":3292,"uris":[""],"uri":[""],"itemData":{"id":3292,"type":"article-journal","title":"Dissociative versus associative responses to social identity threat: The role of consumer self-construal","container-title":"Journal of Consumer Research","page":"704–719","volume":"39","issue":"4","source":"Google Scholar","shortTitle":"Dissociative versus associative responses to social identity threat","author":[{"family":"White","given":"Katherine"},{"family":"Argo","given":"Jennifer J."},{"family":"Sengupta","given":"Jaideep"}],"issued":{"date-parts":[["2012"]]}},"prefix":"both as a measured individual difference and as a primed mindset;"}],"schema":""} (both as a measured individual difference and as a primed mindset; White, Argo, and Sengupta 2012) might be more inclined to engage in sustainable behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"gFIQzMhJ","properties":{"formattedCitation":"(Arnocky, Stroink, and DeCicco 2007)","plainCitation":"(Arnocky, Stroink, and DeCicco 2007)","noteIndex":0},"citationItems":[{"id":3293,"uris":[""],"uri":[""],"itemData":{"id":3293,"type":"article-journal","title":"Self-construal predicts environmental concern, cooperation, and conservation","container-title":"Journal of Environmental Psychology","page":"255–264","volume":"27","issue":"4","source":"Google Scholar","author":[{"family":"Arnocky","given":"Steven"},{"family":"Stroink","given":"Mirella"},{"family":"DeCicco","given":"Teresa"}],"issued":{"date-parts":[["2007"]]}}}],"schema":""} (Arnocky, Stroink, and DeCicco 2007), particularly when actions assist ingroup members ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Evjmjy1V","properties":{"formattedCitation":"(Duclos and Barasch 2014)","plainCitation":"(Duclos and Barasch 2014)","noteIndex":0},"citationItems":[{"id":3136,"uris":[""],"uri":[""],"itemData":{"id":3136,"type":"article-journal","title":"Prosocial behavior in intergroup relations: How donor self-construal and recipient group-membership shape generosity","container-title":"Journal of Consumer Research","page":"93–108","volume":"41","issue":"1","source":"Google Scholar","shortTitle":"Prosocial behavior in intergroup relations","author":[{"family":"Duclos","given":"Rod"},{"family":"Barasch","given":"Alixandra"}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Duclos and Barasch 2014). Moreover, work could examine how to activate even broader, more transcendent construals of the self, encompassing not only the self and close others but also other species and the biosphere. Encouraging such transcendent self-views might effectively increase eco-friendly actions. P2: Encouraging the self-concept to be seen as broader than the self (either interdependent or transcendent) will lead to increases in sustainable behaviors. At the same time, a specific focus on the individual self might be linked to sustainable actions in a way that overcomes uncertainty and is motivating. Giving the self a sense of agency (i.e., perceiving oneself as the causal agent of behavioral outcomes) offers the individual a perception of empowerment and the ability to actually effect change. This might be done via priming of agency and the motivation to achieve a given sustainable goal ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"d0ZTNGp5","properties":{"formattedCitation":"(van der Weiden, Aarts, and Ruys 2013)","plainCitation":"(van der Weiden, Aarts, and Ruys 2013)","noteIndex":0},"citationItems":[{"id":3281,"uris":[""],"uri":[""],"itemData":{"id":3281,"type":"article-journal","title":"On The Nature of Experiencing Self-Agency: The Role of Goals and Primes in Inferring Oneself as the Cause of Behavior","container-title":"Social and Personality Psychology Compass","page":"888-904","volume":"7","issue":"12","source":"Wiley Online Library","abstract":"People often find themselves in situations where the cause of events may be ambiguous. Surprisingly though, the experience of self-agency, i.e., perceiving oneself as the causal agent of behavioral outcomes, appears quite natural to most people. How then do these experiences arise? We discuss common models proposing that self-agency experiences result from the comparison between actual action-outcomes and the outcomes one explicitly set as a goal. However, recent developments in psychology and neuroscience suggest that our behaviors and the outcomes they produce can be primed and implicitly guided by environmental cues and yet are accompanied by experiences of self-agency. Hence, we also review research revealing how self-agency experiences may arise over behavioral outcomes that are implicitly primed before they occur and how such implicitly cued agency experiences may differ from agency experiences that are the result of explicitly set goals. Directions for future research are briefly addressed.","DOI":"10.1111/spc3.12075","ISSN":"1751-9004","shortTitle":"On The Nature of Experiencing Self-Agency","language":"en","author":[{"family":"Weiden","given":"Anouk","non-dropping-particle":"van der"},{"family":"Aarts","given":"Henk"},{"family":"Ruys","given":"Kirsten"}],"issued":{"date-parts":[["2013",12,1]]}}}],"schema":""} (van der Weiden, Aarts, and Ruys 2013). Because outcomes of sustainable actions are often abstract and uncertain, agency priming might be a relevant motivational tool in the domain of sustainable behavior change. Thus:P3: Agency primes will lead to an increased tendency to engage in sustainable behaviors.Work on the individual self in prosocial contexts also highlights the potential importance of moral identity in overcoming the self-other trade-off. Moral identity refers to a cognitive schema around moral traits, goals, and values ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"AhAh6HsY","properties":{"formattedCitation":"(Aquino and Reed 2002)","plainCitation":"(Aquino and Reed 2002)","noteIndex":0},"citationItems":[{"id":3291,"uris":[""],"uri":[""],"itemData":{"id":3291,"type":"article-journal","title":"The self-importance of moral identity.","container-title":"Journal of personality and social psychology","page":"1423","volume":"83","issue":"6","source":"Google Scholar","author":[{"family":"Aquino","given":"Karl"},{"family":"Reed","given":"I. I."}],"issued":{"date-parts":[["2002"]]}}}],"schema":""} (Aquino and Reed 2002). The strength of moral identity can vary as an individual difference (e.g., moral identity centrality), and it can be activated by situational priming ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"vNJlBCHT","properties":{"formattedCitation":"(Aquino et al. 2009)","plainCitation":"(Aquino et al. 2009)","noteIndex":0},"citationItems":[{"id":"Jay23g76/XFfYZ4pY","uris":[""],"uri":[""],"itemData":{"id":795,"type":"article-journal","title":"Testing a social-cognitive model of moral behavior: The interactive influence of situations and moral identity centrality.","container-title":"Journal of Personality and Social Psychology","page":"123-141","volume":"97","issue":"1","source":"CrossRef","DOI":"10.1037/a0015406","ISSN":"1939-1315, 0022-3514","shortTitle":"Testing a social-cognitive model of moral behavior","language":"en","author":[{"family":"Aquino","given":"Karl"},{"family":"Freeman","given":"Dan"},{"family":"Reed","given":"Americus"},{"family":"Lim","given":"Vivien K. G."},{"family":"Felps","given":"Will"}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Aquino et al. 2009). Moral identity predicts altruistic and ethical behaviors (Aquino and Reed 2002), and those higher in moral identity appear have an expansive “circle of moral regard” that includes entities further from the self, such as outgroup members ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"e0sEG07K","properties":{"formattedCitation":"(Reed and Aquino 2003)","plainCitation":"(Reed and Aquino 2003)","noteIndex":0},"citationItems":[{"id":3290,"uris":[""],"uri":[""],"itemData":{"id":3290,"type":"article-journal","title":"Moral identity and the expanding circle of moral regard toward out-groups.","container-title":"Journal of personality and social psychology","page":"1270","volume":"84","issue":"6","source":"Google Scholar","author":[{"family":"Reed","given":"I. I."},{"family":"Aquino","given":"Karl F."}],"issued":{"date-parts":[["2003"]]}}}],"schema":""} (Reed and Aquino 2003). Because of this, individuals who are high in moral identity or who have moral identity primed in some way might be more likely to take some costs to the self to contribute to a greater good. While work has looked at moral identity in the domain of prosocial behaviors ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"iWu465Hf","properties":{"formattedCitation":"(Reed, Aquino, and Levy 2007)","plainCitation":"(Reed, Aquino, and Levy 2007)","noteIndex":0},"citationItems":[{"id":2977,"uris":[""],"uri":[""],"itemData":{"id":2977,"type":"article-journal","title":"Moral Identity and Judgments of Charitable Behaviors","container-title":"Journal of Marketing","page":"178–193","volume":"71","issue":"1","source":"Google Scholar","author":[{"family":"Reed","given":"Americus"},{"family":"Aquino","given":"Karl"},{"family":"Levy","given":"Eric"}],"issued":{"date-parts":[["2007"]]}}}],"schema":""} (Reed, Aquino, and Levy 2007), to our knowledge no prior work has examined whether sustainable behaviors are viewed as moral obligations that are predicted by moral identity.P4: Both individual differences in moral identity and moral-identity primes will increase sustainable consumer behaviors.The self-other trade-off also is linked to how consumers perceive the costs and benefits of sustainable consumption. The literature lacks sufficient work examining the positive consumer associations with sustainability. While there are a number of studies on the negative associations of sustainable consumption, there are very few explicitly examining the positive associations of sustainability. For example, sustainability might be linked to positive feelings about design when it is in the context of innovative, out-of-the-box thinking; Tesla, for example, capitalizes on such associations. Further, it seems likely that sustainability has positive associations with health, with local and fresh food, and with the outdoors and nature. Sustainable options that connect to growing trends such as healthy and vibrant living, being a “foodie,” and being an outdoor enthusiast might do well. While some research shows that the concept of “organic” is linked to positive associations around health and even being lower in calories ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"UsJmGQUN","properties":{"formattedCitation":"(Schuldt and Schwarz 2010)","plainCitation":"(Schuldt and Schwarz 2010)","noteIndex":0},"citationItems":[{"id":3369,"uris":[""],"uri":[""],"itemData":{"id":3369,"type":"article-journal","title":"The\" organic\" path to obesity? Organic claims influence calorie judgments and exercise recommendations","container-title":"Judgment and Decision making","page":"144","volume":"5","issue":"3","source":"Google Scholar","shortTitle":"The\" organic\" path to obesity?","author":[{"family":"Schuldt","given":"Jonathon P."},{"family":"Schwarz","given":"Norbert"}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Schuldt and Schwarz 2010), more work could certainly examine implicit positive associations of sustainability.P5: Sustainable options and behaviors might have unique positive associations when compared to traditional options, including being more innovative, more healthy, and linked to the outdoors and nature. The self-other trade-off highlights a heavier research emphasis on the role of negative self-related emotions such as guilt and fear. Future work might look further at the role of positive feeling states that are related to entities outside of the self in influencing sustainable consumption. For example, research has examined the impact of awe—a sense of wonder we feel in the presence of something vast that transcends the individual self—on prosocial behaviors more generally ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ajj2k5tmor","properties":{"formattedCitation":"(Piff et al. 2015)","plainCitation":"(Piff et al. 2015)","noteIndex":0},"citationItems":[{"id":1900,"uris":[""],"uri":[""],"itemData":{"id":1900,"type":"article-journal","title":"Awe, the Small Self, and Prosocial Behavior","container-title":"Journal of Personality & Social Psychology","page":"883-899","volume":"108","issue":"6","source":"EBSCOhost","abstract":"Awe is an emotional response to perceptually vast stimuli that transcend current frames of reference. Guided by conceptual analyses of awe as a collective emotion, across 5 studies (N = 2,078) we tested the hypothesis that awe can result in a diminishment of the individual self and its concerns, and increase prosocial behavior. In a representative national sample (Study 1), dispositional tendencies to experience awe predicted greater generosity in an economic game above and beyond other prosocial emotions (e.g., compassion). In follow-up experiments, inductions of awe (relative to various control states) increased ethical decision-making (Study 2), generosity (Study 3), and prosocial values (Study 4). Finally, a naturalistic induction of awe in which participants stood in a grove of towering trees enhanced prosocial helping behavior and decreased entitlement compared to participants in a control condition (Study 5). Mediational data demonstrate that the effects of awe on prosociality are explained, in part, by feelings of a small self. These findings indicate that awe may help situate individuals within broader social contexts and enhance collective concern.","DOI":"10.1037/pspi0000018","ISSN":"00223514","journalAbbreviation":"Journal of Personality & Social Psychology","author":[{"family":"Piff","given":"Paul K."},{"family":"Feinberg","given":"Matthew"},{"family":"Dietze","given":"Pia"},{"family":"Stancato","given":"Daniel M."},{"family":"Keltner","given":"Dacher"}],"issued":{"date-parts":[["2015",6]]}}}],"schema":""} (Piff et al. 2015). However, to our knowledge no work looks at how awe impacts sustainable behaviors. Extant work does show that empathy might be linked to prosocial behaviors \ ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"UY1ByuwS","properties":{"formattedCitation":"(Verhaert and Van den Poel 2011)","plainCitation":"(Verhaert and Van den Poel 2011)","noteIndex":0},"citationItems":[{"id":3289,"uris":[""],"uri":[""],"itemData":{"id":3289,"type":"article-journal","title":"Empathy as added value in predicting donation behavior","container-title":"Journal of Business Research","page":"1288–1295","volume":"64","issue":"12","source":"Google Scholar","author":[{"family":"Verhaert","given":"Griet A."},{"family":"Van den Poel","given":"Dirk"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Verhaert and Van den Poel 2011). While empathy is defined in different ways, it is often conceptualized as an affective state “that stems from the apprehension of another's emotional state or condition, and that is congruent with it” ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"dXJH3p6T","properties":{"formattedCitation":"(Eisenberg and Miller 1987, p. 91)","plainCitation":"(Eisenberg and Miller 1987, p. 91)","noteIndex":0},"citationItems":[{"id":3288,"uris":[""],"uri":[""],"itemData":{"id":3288,"type":"article-journal","title":"The relation of empathy to prosocial and related behaviors.","container-title":"Psychological bulletin","page":"91","volume":"101","issue":"1","source":"Google Scholar","author":[{"family":"Eisenberg","given":"Nancy"},{"family":"Miller","given":"Paul A."}],"issued":{"date-parts":[["1987"]]}},"locator":"91"}],"schema":""} (Eisenberg and Miller 1987, p. 91). Moreover, outwardly focused emotions such as moral elevation might also predict sustainable actions. Moral elevation refers to feelings of warmth and expansion that are linked to admiration and affection in response to seeing exemplary behavior on the part of another individual ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"HzLjulxI","properties":{"formattedCitation":"(Aquino, McFerran, and Laven 2011; Haidt 2003)","plainCitation":"(Aquino, McFerran, and Laven 2011; Haidt 2003)","noteIndex":0},"citationItems":[{"id":3287,"uris":[""],"uri":[""],"itemData":{"id":3287,"type":"article-journal","title":"Moral identity and the experience of moral elevation in response to acts of uncommon goodness.","container-title":"Journal of Personality and Social Psychology","page":"703","volume":"100","issue":"4","source":"Google Scholar","author":[{"family":"Aquino","given":"Karl"},{"family":"McFerran","given":"Brent"},{"family":"Laven","given":"Marjorie"}],"issued":{"date-parts":[["2011"]]}}},{"id":3286,"uris":[""],"uri":[""],"itemData":{"id":3286,"type":"article-journal","title":"The moral emotions","container-title":"Handbook of affective sciences","page":"852–870","volume":"11","issue":"2003","source":"Google Scholar","author":[{"family":"Haidt","given":"Jonathan"}],"issued":{"date-parts":[["2003"]]}}}],"schema":""} (Aquino, McFerran, and Laven 2011; Haidt 2003). Examining emotions like awe, empathy, and moral elevation are all directions for future research. P6: Outwardly focused positive emotions such as awe, empathy, and moral elevation will predict positive sustainable consumer behaviors. Another possibility, linked to focusing on the self versus others, is to examine the role of aspirational social influence in sustainable consumer behavior change. Is it possible to make the sustainable option or behavior socially desirable to the self by connecting it to aspirational role models such as celebrities and athletes? While research covers the motivational roles of both ingroup members ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"4tWIeAX0","properties":{"formattedCitation":"(Goldstein et al. 2008)","plainCitation":"(Goldstein et al. 2008)","noteIndex":0},"citationItems":[{"id":2199,"uris":[""],"uri":[""],"itemData":{"id":2199,"type":"article-journal","title":"A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels,","container-title":"Journal of Consumer Research","page":"472–82","volume":"35","issue":"3","language":"en","author":[{"family":"Goldstein","given":"Noah J."},{"family":"Cialdini","given":"Robert B."},{"family":"Griskevicius","given":"Vladas"}],"issued":{"date-parts":[["2008"]]}}}],"schema":""} (Goldstein et al. 2008) and dissociative outgroup others ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"Ez4iKfK7","properties":{"formattedCitation":"(White and Simpson 2013)","plainCitation":"(White and Simpson 2013)","noteIndex":0},"citationItems":[{"id":1787,"uris":[""],"uri":[""],"itemData":{"id":1787,"type":"article-journal","title":"When Do (and Don't) Normative Appeals Influence Sustainable Consumer Behaviors?","container-title":"Journal of Marketing","page":"78–95","volume":"77","issue":"2","source":"Google Scholar","author":[{"family":"White","given":"Katherine"},{"family":"Simpson","given":"Bonnie"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (White and Simpson 2013), there is a paucity of research on the impact of aspirational others in influencing sustainable behaviors. One possibility is that aspirational branding could be harnessed to create positive, socially approved associations around the notion of sustainable lifestyles. This could be done by linking sustainable actions to aspirational others in a way that fosters a sense of desirability, luxury, and value linked to sustainable products and behaviors. P7: Connecting sustainable products and behaviors to aspirational role models in a way that cultivates a sense of inspiration and luxury might increase sustainable behaviors. Long Time Horizon. Our second challenge to sustainability involves the reality that sustainable behaviors require a long time horizon for outcomes to be realized. Invariably, asking individuals to engage in a pro-environmental behavior means that some of the consequences will be achieved only at a future point in time ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"XyBojrpb","properties":{"formattedCitation":"(Amel et al. 2017)","plainCitation":"(Amel et al. 2017)","noteIndex":0},"citationItems":[{"id":2870,"uris":[""],"uri":[""],"itemData":{"id":2870,"type":"article-journal","title":"Beyond the Roots of Human Inaction: Fostering Collective Effort Toward Ecosystem Conservation","container-title":"Science","page":"275–279","volume":"356","issue":"6335","source":"Google Scholar","shortTitle":"Beyond the roots of human inaction","author":[{"family":"Amel","given":"Elise"},{"family":"Manning","given":"Christie"},{"family":"Scott","given":"Britain"},{"family":"Koger","given":"Susan"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Amel et al. 2017). As we have seen, consumers view payoffs to be less desirable the further off they are in the future ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"peCDR0e5","properties":{"formattedCitation":"(Hardisty and Weber 2009)","plainCitation":"(Hardisty and Weber 2009)","noteIndex":0},"citationItems":[{"id":1961,"uris":[""],"uri":[""],"itemData":{"id":1961,"type":"article-journal","title":"Discounting Future Green: Money versus the Environment","container-title":"Journal of Experimental Psychology: General","page":"329","volume":"138","issue":"3","source":"Google Scholar","shortTitle":"Discounting future green","author":[{"family":"Hardisty","given":"David J."},{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Hardisty and Weber 2009). Relative to sustainable behaviors, most traditional consumer behaviors have consequences that are more immediate. Many payoffs linked to sustainability are so far off in the future that they will not even be observed in the consumer’s own lifetime. We call this challenge the long time horizon. The notion of the long time horizon is related to the individual self in that it is linked to self-control. Indeed, self-regulation research demonstrates that people have a difficult time regulating the self to forgo benefits in the present for longer-term payoffs in the future ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"HcJpV3ql","properties":{"formattedCitation":"(Muraven and Baumeister 2000)","plainCitation":"(Muraven and Baumeister 2000)","noteIndex":0},"citationItems":[{"id":3093,"uris":[""],"uri":[""],"itemData":{"id":3093,"type":"article-journal","title":"Self-regulation and depletion of limited resources: Does self-control resemble a muscle?","container-title":"Psychological Bulletin","page":"247","volume":"126","issue":"2","source":"Google Scholar","shortTitle":"Self-regulation and depletion of limited resources","author":[{"family":"Muraven","given":"Mark"},{"family":"Baumeister","given":"Roy F."}],"issued":{"date-parts":[["2000"]]}}}],"schema":""} (Muraven and Baumeister 2000). Sustainable behaviors present a unique self-regulation dilemma. While most self-regulatory acts involve holding off on some positive reward now in order to receive a later payoff that reflects a self-relevant goal (e.g., not eating ice cream in the present so one can fit into a favorite dress on an upcoming vacation), sustainable behaviors involve putting off something positive now for a future positive outcome that is not only temporally distant but broader than the self (not purchasing that sporty car to reduce carbon emissions, the effects of which will only be realized in the future and will benefit the environment and other people). While one would think that the self-control literature has much to say about sustainable behavior change, little work has explicitly looked at the role of self-regulation in determining sustainable actions. Existing work shows that those who have their regulatory resources depleted are more susceptible to temptations and impulse buying ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a4peb0ce5n","properties":{"formattedCitation":"(Baumeister 2002; Baumeister et al. 1998)","plainCitation":"(Baumeister 2002; Baumeister et al. 1998)","noteIndex":0},"citationItems":[{"id":2855,"uris":[""],"uri":[""],"itemData":{"id":2855,"type":"article-journal","title":"Yielding to Temptation: Self-Control Failure, Impulsive Purchasing, and Consumer Behavior","container-title":"Journal of Consumer Research","page":"670–676","volume":"28","issue":"4","source":"Google Scholar","shortTitle":"Yielding to temptation","author":[{"family":"Baumeister","given":"Roy F."}],"issued":{"date-parts":[["2002"]]}}},{"id":2854,"uris":[""],"uri":[""],"itemData":{"id":2854,"type":"article-journal","title":"Ego Depletion: Is the Active Self a Limited Resource?","container-title":"Journal of Personality and Social Psychology","page":"1252","volume":"74","issue":"5","source":"Google Scholar","shortTitle":"Ego depletion","author":[{"family":"Baumeister","given":"Roy F."},{"family":"Bratslavsky","given":"Ellen"},{"family":"Muraven","given":"Mark"},{"family":"Tice","given":"Dianne M."}],"issued":{"date-parts":[["1998"]]}}}],"schema":""} (Baumeister 2002). Given that many sustainable behaviors require an effortful cost to the self in the short term for an uncertain future payoff, examining the dynamics of self-control in this domain could be productive. It’s possible that sustainable behaviors require even more self-control than other self-control behaviors. For example, the same action (e.g., being vegan) could be positioned in terms of sustainability versus health goals, and it may be that self-regulation is more likely to fail for sustainability reasons given that such behaviors have less clear future implications for the self. Work might examine this and consider how to enhance self-regulation in the sustainability domain. One idea is interventions to make the natural world part of the extended self, thereby transforming future environmental benefits into self-benefits, which could improve self-regulation. P8: Those whose regulatory resources are somehow limited will be more likely to lapse in terms of engaging in sustainable behaviors (vs. other types self-control behaviors). The long time horizon associated with sustainable behavior is related to feelings in that people often have to undergo hedonic costs to the self now in order to maximize some positive sustainable outcome in the future. Needless to say, this is often difficult, as people are usually hesitant to give up their own affective benefits. However, acting in a manner that helps others has been shown to provide positive affect, sometimes termed the “warm glow” effect ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"HoXOQM1f","properties":{"formattedCitation":"(Giebelhausen et al. 2016)","plainCitation":"(Giebelhausen et al. 2016)","noteIndex":0},"citationItems":[{"id":2846,"uris":[""],"uri":[""],"itemData":{"id":2846,"type":"article-journal","title":"Adjusting the Warm-Glow Thermostat: How Incentivizing Participation in Voluntary Green Programs Moderates Their Impact on Service Satisfaction","container-title":"Journal of Marketing","page":"56–71","volume":"80","issue":"4","source":"Google Scholar","shortTitle":"Adjusting the warm-glow thermostat","author":[{"family":"Giebelhausen","given":"Michael"},{"family":"Chun","given":"HaeEun Helen"},{"family":"Cronin Jr","given":"J. Joseph"},{"family":"Hult","given":"G. Tomas M."}],"issued":{"date-parts":[["2016"]]}}}],"schema":""} (Giebelhausen et al. 2016). Focusing on how sustainable behaviors can create positive affect in the present might increase sustainable behaviors. We propose that:P9: Sustainable behaviors that provide greater immediate (vs. long-term) warm-glow feelings or positive affect will lead to decreased perceptions of long time horizon and increase the likelihood of sustainable actions. The long time horizon is linked to tangibility as well. Although people generally care less about future outcomes, this varies across individuals. People with higher “discount rates” care less about future outcomes ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ruSVQAq3","properties":{"formattedCitation":"(Hardisty and Weber 2009)","plainCitation":"(Hardisty and Weber 2009)","noteIndex":0},"citationItems":[{"id":1961,"uris":[""],"uri":[""],"itemData":{"id":1961,"type":"article-journal","title":"Discounting Future Green: Money versus the Environment","container-title":"Journal of Experimental Psychology: General","page":"329","volume":"138","issue":"3","source":"Google Scholar","shortTitle":"Discounting future green","author":[{"family":"Hardisty","given":"David J."},{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2009"]]}}}],"schema":""} (Hardisty and Weber 2009). Likewise, people with lower consideration of future consequences ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1cq9c5pl9v","properties":{"formattedCitation":"(Strathman et al. 1994)","plainCitation":"(Strathman et al. 1994)","noteIndex":0},"citationItems":[{"id":3123,"uris":[""],"uri":[""],"itemData":{"id":3123,"type":"article-journal","title":"The Consideration of Future Consequences: Weighing Immediate and Distant Outcomes of Behavior.","container-title":"Journal of Personality and Social Psychology","page":"742","volume":"66","issue":"4","source":"Google Scholar","shortTitle":"The Consideration of Future Consequences","author":[{"family":"Strathman","given":"Alan"},{"family":"Gleicher","given":"Faith"},{"family":"Boninger","given":"David S."},{"family":"Edwards","given":"C. Scott"}],"issued":{"date-parts":[["1994"]]}}}],"schema":""} (Strathman et al. 1994) express weaker pro-environmental intentions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a8p4ghtq9v","properties":{"formattedCitation":"(Joireman et al. 2001)","plainCitation":"(Joireman et al. 2001)","noteIndex":0},"citationItems":[{"id":3126,"uris":[""],"uri":[""],"itemData":{"id":3126,"type":"article-journal","title":"Integrating Social Value Orientation and the Consideration of Future Consequences Within the Extended Norm Activation Model of Proenvironmental Behaviour","container-title":"British Journal of Social Psychology","page":"133–155","volume":"40","issue":"1","source":"Google Scholar","author":[{"family":"Joireman","given":"Jeffrey A."},{"family":"Lasane","given":"Terell P."},{"family":"Bennett","given":"Jennifer"},{"family":"Richards","given":"Diana"},{"family":"Solaimani","given":"Salma"}],"issued":{"date-parts":[["2001"]]}}}],"schema":""} (Joireman et al. 2001). Therefore, tangibility interventions (such as communicating local and proximal impacts) may be especially effective for these individuals. In contrast, those with low discount rates and high consideration of future consequences are already attuned to future outcomes and may be less influenced by tangibility interventions. Thus:P10: Individuals with higher discount rates and low consideration of future consequences might be more sensitive to heightening the tangibility of environmental outcomes.In addition, the long time horizon and self-other trade-off are both linked to how tangibility could play a role in determining sustainable consumer behaviors. Environmental impacts are not likely to be observed until the future, most likely among future generations. As such, interventions that increase the tangibility of the effects of acting (or not acting) sustainably on future generations might encourage more sustainable actions. One possibility is perspective-taking interventions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"iuf83vvx","properties":{"formattedCitation":"(Maner et al. 2002)","plainCitation":"(Maner et al. 2002)","noteIndex":0},"citationItems":[{"id":3285,"uris":[""],"uri":[""],"itemData":{"id":3285,"type":"article-journal","title":"The effects of perspective taking on motivations for helping: Still no evidence for altruism","container-title":"Personality and social psychology bulletin","page":"1601–1610","volume":"28","issue":"11","source":"Google Scholar","shortTitle":"The effects of perspective taking on motivations for helping","author":[{"family":"Maner","given":"Jon K."},{"family":"Luce","given":"Carol L."},{"family":"Neuberg","given":"Steven L."},{"family":"Cialdini","given":"Robert B."},{"family":"Brown","given":"Stephanie"},{"family":"Sagarin","given":"Brad J."}],"issued":{"date-parts":[["2002"]]}}}],"schema":""} (Maner et al. 2002) that encourage the consumer to adopt the viewpoint of future generations. Thus, we propose that:P11: Individuals will be more motivated to engage in sustainable consumer behaviors when they either dispositionally or situationally take the perspective of future generations. A final implication of the long time horizon is linked to all of the SHIFT factors. One striking facet of the current review is that most of the existing research involves surveys or experiments taking place at a single point in time ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"1pBF0huA","properties":{"formattedCitation":"(see Iyer and Reczek 2017)","plainCitation":"(see Iyer and Reczek 2017)","noteIndex":0},"citationItems":[{"id":2857,"uris":[""],"uri":[""],"itemData":{"id":2857,"type":"article-journal","title":"The Intersection of Sustainability, Marketing, and Public Policy: Introduction to the Special Section on Sustainability","container-title":"Journal of Public Policy & Marketing","page":"246-254","volume":"36","issue":"2","source":"journals. (Atypon)","abstract":"In this introduction to the special section on sustainability, the authors propose two primary factors that can help characterize past research in marketing on sustainability. The first of these factors, the research objective, has two dimensions: mitigate versus create and short-term versus long-term focus. To mitigate (vs. create) implies that the objective of the research is to understand factors whose reduction (enhancement) would have a positive impact on sustainability. Short- versus long-term focus describes the fact that the research objective can be to impact an immediate behavior related to sustainability or can be focused on longer-term drivers or consequences of such behaviors. The second factor, research context, can have multiple dimensions, although much of the past and current research on sustainability has been conducted in four contexts: environmental, nonenvironmental, business-to-consumer, and business-to-business. The authors first review past literature in light of this framework and then discuss the articles in the special section. They close with a discussion of where researchers interested in studying the intersection of sustainability, marketing, and public policy can go from here.","DOI":"10.1509/jppm.36.250","ISSN":"0743-9156","shortTitle":"The Intersection of Sustainability, Marketing, and Public Policy","journalAbbreviation":"Journal of Public Policy & Marketing","author":[{"family":"Iyer","given":"Easwar S."},{"family":"Reczek","given":"Rebecca Walker"}],"issued":{"date-parts":[["2017",11,1]]}},"prefix":"see"}],"schema":""} (Iyer and Reczek 2017). Future research could profitably examine the longitudinal effects of different interventions on sustainable behaviors. Moreover, a dichotomy that is highlighted by our framework is short-term versus long-term focus of the different behavior-change strategies. While some of the constructs are driven by the immediate context and lead to short-term behavior change, other constructs lead to more enduring behavior change over the long term. For example, while habit-formation tools and feelings and cognition tools that focus on in-the-moment behavior shaping can be effective in the current context, once they are removed, sustainable actions can disappear. It may be optimal to ensure a balance of in-the-moment behavior-shaping tools (e.g., incentives, penalties, making it easy) with ways of making these behaviors last over time (e.g., relating the actions to the consumer’s morals, values, self-concept, self-consistency, etc.). Future research could test this possibility. P12: Sustainable consumer behaviors may be best promoted over the long term by using a combination of in-the-moment tools and lasting-change tools. The Challenge of Collective Action. Sustainable behaviors often require collective as opposed to individual action ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"iZMEBhl7","properties":{"formattedCitation":"(Bamberg, Rees, and Seebauer 2015)","plainCitation":"(Bamberg, Rees, and Seebauer 2015)","noteIndex":0},"citationItems":[{"id":3151,"uris":[""],"uri":[""],"itemData":{"id":3151,"type":"article-journal","title":"Collective climate action: Determinants of participation intention in community-based pro-environmental initiatives","container-title":"Journal of Environmental Psychology","page":"155-165","volume":"43","source":"ScienceDirect","abstract":"There seems to be consensus that apart from individual behavioral change, system-wide transformations are required to address the challenges posed by climate change. Collective action is viewed as one core mechanism in social transformation but there is currently no systematic research on collective climate action. By reviewing theoretical perspectives and models explaining collective protest, we aim to provide a starting point for such a research program. Based on correlational data from a student sample (N?=?652), a sample of participants of a local climate protection initiative (N?=?71), and visitors of a climate protection event (N?=?88), we tested constructs derived from these theoretical models. Social identity, perceived behavioral control, and participative efficacy beliefs consistently predicted substantial amounts of variance in participation intention. Implications for future research are discussed, such as recognizing the interplay between cost-benefit calculations and social identity, or temporal dynamics in collective action engagement.","DOI":"10.1016/j.jenvp.2015.06.006","ISSN":"0272-4944","shortTitle":"Collective climate action","journalAbbreviation":"Journal of Environmental Psychology","author":[{"family":"Bamberg","given":"Sebastian"},{"family":"Rees","given":"Jonas"},{"family":"Seebauer","given":"Sebastian"}],"issued":{"date-parts":[["2015",9,1]]}}}],"schema":""} (Bamberg, Rees, and Seebauer 2015). In order for the benefits of sustainable behaviors to be fully realized, they must be undertaken by a large group of people. This differs from traditional consumer behaviors, where the outcome is realized if the individual engages in the action alone. This is also distinct from other behaviors with a long time horizon like health-promotion behaviors (exercising and eating healthy) because these can be enacted at the individual level with observable results. The challenge of collective action is relevant to how social influence might operate when considering sustainable (vs. conventional) actions. When people observe others engaging in an action, this may increase perceptions of collective efficacy or “a group’s shared belief in its conjoint capabilities to organize and execute the courses of action required to produce given levels of attainments” ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"rhpKBlhQ","properties":{"formattedCitation":"(Bandura 1997, p. 477)","plainCitation":"(Bandura 1997, p. 477)","noteIndex":0},"citationItems":[{"id":3144,"uris":[""],"uri":[""],"itemData":{"id":3144,"type":"book","title":"Self-efficacy: The exercise of control","collection-title":"Self-efficacy: The exercise of control","publisher":"W H Freeman/Times Books/ Henry Holt & Co","publisher-place":"New York, NY, US","number-of-pages":"ix, 604","source":"APA PsycNET","event-place":"New York, NY, US","abstract":"\"Self Efficacy\" is the result of over 20 yrs of research by the psychologist, Albert Bandura, and the ever-widening circle of related research that has emerged from Bandura's original work. Intended for advanced undergraduate or graduate courses, or for professional use, the book is based on Bandura's theory that those with high self-efficacy expectancies—the belief that one can achieve what one sets out to do—are healthier, more effective, and generally more successful than those with low self-efficacy expectancies. (PsycINFO Database Record (c) 2016 APA, all rights reserved)","ISBN":"978-0-7167-2626-5","shortTitle":"Self-efficacy","author":[{"family":"Bandura","given":"Albert"}],"issued":{"date-parts":[["1997"]]}},"locator":"477"}],"schema":""} (Bandura 1997, p. 477). Although collective efficacy has received little attention in the sustainability domain, it has been examined in the contexts of organizational leadership ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"8y9WsG0X","properties":{"formattedCitation":"(Chen and Bliese 2002)","plainCitation":"(Chen and Bliese 2002)","noteIndex":0},"citationItems":[{"id":3143,"uris":[""],"uri":[""],"itemData":{"id":3143,"type":"article-journal","title":"The role of different levels of leadership in predicting self- and collective efficacy: evidence for discontinuity","container-title":"The Journal of Applied Psychology","page":"549-556","volume":"87","issue":"3","source":"PubMed","abstract":"This study identified potential discontinuities in the antecedents of efficacy beliefs across levels of analysis, with a particular focus on the role of leadership climate at different organizational levels. Random coefficient modeling analyses conducted on data collected from 2,585 soldiers in 86 combat units confirmed that soldiers' experience, role clarity, and psychological strain predicted self-efficacy to a greater extent than did leadership climate. Also, leadership climate at a higher organizational level related to self-efficacy through role clarity, whereas leadership climate at a lower organizational level related to self-efficacy through psychological strain. Group-level analyses identified leadership climate at a higher organizational level as the strongest predictor of collective efficacy. Theoretical and practical implications and directions for future research are discussed.","ISSN":"0021-9010","note":"PMID: 12090612","shortTitle":"The role of different levels of leadership in predicting self- and collective efficacy","journalAbbreviation":"J Appl Psychol","language":"eng","author":[{"family":"Chen","given":"Gilad"},{"family":"Bliese","given":"Paul D."}],"issued":{"date-parts":[["2002",6]]}}}],"schema":""} (Chen and Bliese 2002) and political action ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"19lomn7O","properties":{"formattedCitation":"(Velasquez and LaRose 2015)","plainCitation":"(Velasquez and LaRose 2015)","noteIndex":0},"citationItems":[{"id":3142,"uris":[""],"uri":[""],"itemData":{"id":3142,"type":"article-journal","title":"Youth collective activism through social media: The role of collective efficacy","container-title":"New Media & Society","page":"899-918","volume":"17","issue":"6","source":"SAGE Journals","abstract":"The relationship between social media use and youth’s political participation has been extensively studied. However, explanations for youth’s online collective political activism have been less explored. Previous studies have used the concept of internal political efficacy to examine the relationship between social media and political participation. However, this concept only explains individual political participation, while many political actions are performed collectively. Based on Social Cognitive theory this study propounds the concepts of online political self- and collective efficacy and explores their relationship to online collective political activism. Findings of a survey of members of three activist groups of a US Mid-Western university (n = 222) suggest that a correspondence exists between efficacy perceptions and the level of agency at which the political activities are performed online. Also, online collective efficacy perceptions influence individuals’ participation in online collective actions, but this relationship is moderated by the perceived interdependence of the actions.","DOI":"10.1177/1461444813518391","ISSN":"1461-4448","shortTitle":"Youth collective activism through social media","journalAbbreviation":"New Media & Society","language":"en","author":[{"family":"Velasquez","given":"Alcides"},{"family":"LaRose","given":"Robert"}],"issued":{"date-parts":[["2015",6,1]]}}}],"schema":""} (Velasquez and LaRose 2015). Drawing on this work, we suggest that collective efficacy can be a compelling motivator of sustainable consumer behavior. In fact, because sustainable outcomes require that actions be undertaken on a very large scale, it may be that collective action is more motivational in the domain of sustainability than other positive-behavior domains. This is an open question for future research to examine. Thus:P13: Messages communicating both the behaviors of others (collective action) and collective efficacy will increase the tendency to engage in sustainable actions. The consideration of feelings has potential implications for how to overcome the challenge of collective action. While some research has looked at the role of collective emotions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"GJ24dknq","properties":{"formattedCitation":"(i.e., feelings that are widely shared by group members as group-level goals are pursued or thwarted; Sullivan 2015)","plainCitation":"(i.e., feelings that are widely shared by group members as group-level goals are pursued or thwarted; Sullivan 2015)","noteIndex":0},"citationItems":[{"id":3284,"uris":[""],"uri":[""],"itemData":{"id":3284,"type":"article-journal","title":"Collective emotions","container-title":"Social and Personality Psychology Compass","page":"383–393","volume":"9","issue":"8","source":"Google Scholar","author":[{"family":"Sullivan","given":"Gavin Brent"}],"issued":{"date-parts":[["2015"]]}},"prefix":"i.e., feelings that are widely shared by group members as group-level goals are pursued or thwarted; "}],"schema":""} (i.e., feelings that are widely shared by group members as group-level goals are pursued or thwarted; Sullivan 2015), the types of emotions studied in this domain have been limited to past group actions resulting in guilt or pride ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"nhhbES5b","properties":{"formattedCitation":"(Antonetti and Maklan 2014; Bissing-Olson et al. 2016)","plainCitation":"(Antonetti and Maklan 2014; Bissing-Olson et al. 2016)","noteIndex":0},"citationItems":[{"id":1793,"uris":[""],"uri":[""],"itemData":{"id":1793,"type":"article-journal","title":"Feelings That Make a Difference: How Guilt and Pride Convince Consumers of the Effectiveness of Sustainable Consumption Choices","container-title":"Journal of Business Ethics","page":"117-134","volume":"124","issue":"1","source":"EBSCOhost","abstract":"A significant body of research concludes that stable beliefs of perceived consumer effectiveness lead to sustainable consumption choices. Consumers who believe that their decisions can significantly affect environmental and social issues are more likely to behave sustainably. Little is known, however, about how perceived consumer effectiveness can be increased. We find that feelings of guilt and pride, activated by a single consumption episode, can regulate sustainable consumption by affecting consumers' general perception of effectiveness. This paper demonstrates the impact that guilt and pride have on perceived consumer effectiveness and shows how this effect rests on the ability of these emotions to influence perceptions of agency. After experiencing guilt or pride, consumers see themselves as the cause of relevant sustainability outcomes. The process of causal attribution associated with these emotions influences consumers' use of neutralization techniques. Through the reduction in consumers' ability to neutralize their sense of personal responsibility, guilt and pride positively influence perceived consumer effectiveness. The inability to rationalize-away their personal responsibility, persuades consumers that they affect sustainability outcomes through their decisions. The research advances our understanding of sustainable consumption and identifies a new avenue for the regulation of individual consumer behavior that has significant implications for the development of sustainable marketing initiatives.","DOI":"10.1007/s10551-013-1841-9","ISSN":"01674544","shortTitle":"Feelings that Make a Difference","journalAbbreviation":"Journal of Business Ethics","author":[{"family":"Antonetti","given":"Paolo"},{"family":"Maklan","given":"Stan"}],"issued":{"date-parts":[["2014",9,25]]}}},{"id":1913,"uris":[""],"uri":[""],"itemData":{"id":1913,"type":"article-journal","title":"Experiences of Pride, Not Guilt, Predict Pro-Environmental Behavior When Pro-Environmental Descriptive Norms Are More Positive","container-title":"Journal of Environmental Psychology","page":"145-153","volume":"45","issue":"Supplement C","source":"ScienceDirect","abstract":"Emotions can greatly influence behavior, yet research on links between incidental emotions and pro-environmental behavior is limited. The present study uses an experience sampling design to examine how pride and guilt relate to daily pro-environmental behavior. Ninety-six university students recorded their engagement in specific pro-environmental behaviors, and their feelings of pride and guilt about these behaviors, at four time points each day for three consecutive days. Results showed that pro-environmental behavior during a 2.5-h time period was positively related to pride, and negatively related to guilt, during that same time period. Pride about environmental behavior was positively related to subsequent engagement in pro-environmental behavior (i.e., during the following 2.5-h time period), but only for people who perceived more positive pro-environmental descriptive norms. Guilt was not related to subsequent pro-environmental behavior. We discuss implications for further research on the complex associations between daily experiences of moral emotions and pro-environmental behavior.","DOI":"10.1016/j.jenvp.2016.01.001","ISSN":"0272-4944","journalAbbreviation":"Journal of Environmental Psychology","author":[{"family":"Bissing-Olson","given":"Megan J."},{"family":"Fielding","given":"Kelly S."},{"family":"Iyer","given":"Aarti"}],"issued":{"date-parts":[["2016",3,1]]}}}],"schema":""} (Antonetti and Maklan 2014; Bissing-Olson et al. 2016). Meanwhile, sustainable actions might be better fostered using other types of collective emotions. For example, collective feelings of anger and hope have been shown to predict collective action ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"fjKxs4b6","properties":{"formattedCitation":"(Wlodarczyk et al. 2017)","plainCitation":"(Wlodarczyk et al. 2017)","noteIndex":0},"citationItems":[{"id":3283,"uris":[""],"uri":[""],"itemData":{"id":3283,"type":"article-journal","title":"Hope and anger as mediators between collective action frames and participation in collective mobilization: The case of 15-M","container-title":"Journal of Social and Political Psychology","page":"200–223","volume":"5","issue":"1","source":"Google Scholar","shortTitle":"Hope and anger as mediators between collective action frames and participation in collective mobilization","author":[{"family":"Wlodarczyk","given":"Anna"},{"family":"Basabe","given":"Nekane"},{"family":"Páez","given":"Darío"},{"family":"Zumeta","given":"Larraitz"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Wlodarczyk et al. 2017). Thus, we propose:P14: Collective, future-oriented emotions such as anger and hope might foster sustainable consumer behaviors. In a similar vein, cognitions about collective actions might also facilitate sustainable behaviors. Because sustainable behaviors have the unique property of requiring collective action, one possibility is that communicating collective-level outcomes such as climate justice could be impactful in encouraging such behaviors. While thoughts about perceived ability to restore justice have been shown to lead to actions such as selecting fair-trade products ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"mNTRVORA","properties":{"formattedCitation":"(White, MacDonnell, and Ellard 2012)","plainCitation":"(White, MacDonnell, and Ellard 2012)","noteIndex":0},"citationItems":[{"id":3351,"uris":[""],"uri":[""],"itemData":{"id":3351,"type":"article-journal","title":"Belief in a just world: Consumer intentions and behaviors toward ethical products","container-title":"Journal of Marketing","page":"103–118","volume":"76","issue":"1","source":"Google Scholar","shortTitle":"Belief in a just world","author":[{"family":"White","given":"Katherine"},{"family":"MacDonnell","given":"Rhiannon"},{"family":"Ellard","given":"John H."}],"issued":{"date-parts":[["2012"]]}}}],"schema":""} (White, MacDonnell, and Ellard 2012), it might be the case that conveying collective notions of justice (e.g., communicating information about collective impacts and consequences of unjust, unsustainable actions) would be impactful in the domain of encouraging sustainable consumer behaviors. In particular, communication about inequitable distributions of negative environmental risks and how these are felt by communities that are the most vulnerable might be a compelling message ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"XkDGT9CA","properties":{"formattedCitation":"(Lazarus 1994)","plainCitation":"(Lazarus 1994)","noteIndex":0},"citationItems":[{"id":3350,"uris":[""],"uri":[""],"itemData":{"id":3350,"type":"article-journal","title":"The Meaning and Promotion of Environmental Justice","container-title":"Maryland Journal of Contemporary Legal Issues","page":"1-12","volume":"5","issue":"1","source":"Google Scholar","author":[{"family":"Lazarus","given":"Richard J."}],"issued":{"date-parts":[["1994"]]}}}],"schema":""} (Lazarus 1994). P15: Communicating information about climate justice might motivate sustainable consumer behavior change.Collective action is also linked to tangibility. Anecdotally, a popular technique for motivating green behavior is to advertise the collective impact, such as “If everyone in the United States washed their clothes with cold water instead of hot, we would save around 30 million tons of CO2 per year” ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"zyUjTpEm","properties":{"formattedCitation":"(\\uc0\\u8220{}Snappy Living\\uc0\\u8221{} 2011)","plainCitation":"(“Snappy Living” 2011)","noteIndex":0},"citationItems":[{"id":3135,"uris":[""],"uri":[""],"itemData":{"id":3135,"type":"webpage","title":"Snappy Living","container-title":"Snappy Living","abstract":"Years ago, laundry detergents needed hot water to work. But that's not true anymore. Cold water is just as effective - even more so in some cases. And when you use cold water for laundry, it saves on your gas or electricity bill.","URL":"","language":"en-US","issued":{"date-parts":[["2011",5,8]]},"accessed":{"date-parts":[["2018",6,18]]}}}],"schema":""} (“Snappy Living” 2011). Despite the popularity of this type of messaging to promote green behavior in an applied context, to the best of our knowledge it has not been tested in the academic literature. We predict that this type of messaging has differential impacts for tangible versus intangible outcomes, due to two opposing forces. On the one hand, collective-impact framing highlights the collective-action problem (e.g., “There's no way everyone in the U.S. would do this!”), which might decrease sustainable action. On the other hand, it scales up the perceived size of the impact, which could increase sustainable behavior ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"7WeS1W64","properties":{"formattedCitation":"(Camilleri and Larrick 2014)","plainCitation":"(Camilleri and Larrick 2014)","noteIndex":0},"citationItems":[{"id":2680,"uris":[""],"uri":[""],"itemData":{"id":2680,"type":"article-journal","title":"Metric and Scale Design as Choice Architecture Tools","container-title":"Journal of Public Policy & Marketing","page":"108–125","volume":"33","issue":"1","source":"Google Scholar","author":[{"family":"Camilleri","given":"Adrian R."},{"family":"Larrick","given":"Richard P."}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Camilleri and Larrick 2014). Because people are often insensitive to large numeric changes in environmental outcomes ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"3pCX7kvj","properties":{"formattedCitation":"(Schkade and Payne 1994)","plainCitation":"(Schkade and Payne 1994)","noteIndex":0},"citationItems":[{"id":3124,"uris":[""],"uri":[""],"itemData":{"id":3124,"type":"article-journal","title":"How People Respond to Contingent Valuation Questions: A Verbal Protocol Analysis of Willingness to Pay for an Environmental Regulation","container-title":"Journal of Environmental Economics and Management","page":"88–109","volume":"26","issue":"1","source":"Google Scholar","shortTitle":"How people respond to contingent valuation questions","author":[{"family":"Schkade","given":"David A."},{"family":"Payne","given":"John W."}],"issued":{"date-parts":[["1994"]]}}}],"schema":""} (Schkade and Payne 1994), such that “3 million” tons of CO2 would be treated the same as “300 million,” it may be more effective to use tangible representations featuring visual images and analogies (such as “a garbage heap the size of the Empire State Building”). P16: Tangible (vs. intangible) collective-impact framing increases pro-environmental behavior. The Need to Replace Automatic with Controlled Processes. We note that many unsustainable behaviors have become learned in ways that make them automatic rather than controlled in nature. Engaging in sustainable consumption thus often means (at least initially) replacing relatively automatic behavioral responses with more effortful new responses (like carrying one’s own shopping bag). This challenge can be related to habit formation. Recall that one means of influencing habitual change is by leveraging discontinuity, or the notion that major life-change events can allow for other forms of habit change to occur. It is also possible that a certain mindset (beyond rare major life changes) can lead to habit change ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"eiGyX2xA","properties":{"formattedCitation":"(Price et al. 2017)","plainCitation":"(Price et al. 2017)","noteIndex":0},"citationItems":[{"id":3138,"uris":[""],"uri":[""],"itemData":{"id":3138,"type":"article-journal","title":"The Fresh Start Mindset: Transforming Consumers’ Lives","container-title":"Journal of Consumer Research","source":"Google Scholar","shortTitle":"The Fresh Start Mindset","author":[{"family":"Price","given":"Linda L."},{"family":"Coulter","given":"Robin A."},{"family":"Strizhakova","given":"Yuliya"},{"family":"Schultz","given":"Ainslie"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Price et al. 2017). Individuals who have a “fresh start” mindset exhibit more positive attitudes towards products that allow for a fresh start and hold more positive intentions to donate to charities focused on giving recipients a new beginning ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"he9rpjEH","properties":{"formattedCitation":"(Price et al. 2017)","plainCitation":"(Price et al. 2017)","noteIndex":0},"citationItems":[{"id":3138,"uris":[""],"uri":[""],"itemData":{"id":3138,"type":"article-journal","title":"The Fresh Start Mindset: Transforming Consumers’ Lives","container-title":"Journal of Consumer Research","source":"Google Scholar","shortTitle":"The Fresh Start Mindset","author":[{"family":"Price","given":"Linda L."},{"family":"Coulter","given":"Robin A."},{"family":"Strizhakova","given":"Yuliya"},{"family":"Schultz","given":"Ainslie"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Price et al. 2017). The authors define a fresh-start mindset as “a belief that people can make a new start, get a new beginning, and chart a new course in life, regardless of their past or present circumstances,” and they show that it can be both measured and manipulated. A fresh-start mindset might be applicable in terms of habit formation. Taking a “fresh start” view of a new behavior might serve as a form of discontinuity and make habit change more likely. P17: Those in a fresh-start mindset (measured or manipulated) will be more inclined to change to sustainable consumer behavior habits.While the adoption of sustainable behavior often requires overriding an automatic habit with a controlled one, this may be short-circuited by tangibility. Because tangible outcomes are more vivid and immediate, they may provoke more experiential (rather than analytic) processing ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"j7kdNiDG","properties":{"formattedCitation":"(Chaiken and Trope 1999)","plainCitation":"(Chaiken and Trope 1999)","noteIndex":0},"citationItems":[{"id":3134,"uris":[""],"uri":[""],"itemData":{"id":3134,"type":"book","title":"Dual-process Theories in Social Psychology","publisher":"Guilford Press","number-of-pages":"676","source":"Google Books","abstract":"This informative volume presents the first comprehensive review of research and theory on dual-process models of social information processing. These models distinguish between qualitatively different modes of information processing in making decisions and solving problems (e.g., associative versus rule-based, controlled versus uncontrolled, and affective versus cognitive modes). Leading contributors review the basic assumptions of these approaches and review the ways they have been applied and tested in such areas as attitudes, stereotyping, person perception, memory, and judgment. Also examined are the relationships between different sets of processing modes, the factors that determine their utilization, and how they work in combination to affect responses to social information.","ISBN":"978-1-57230-421-5","note":"Google-Books-ID: 5X_auIBx99EC","language":"en","author":[{"family":"Chaiken","given":"Shelly"},{"family":"Trope","given":"Yaacov"}],"issued":{"date-parts":[["1999",2,19]]}}}],"schema":""} (Chaiken and Trope 1999), leading people to base their decisions more on emotions and heuristics. Therefore, tangibility may increase the effectiveness of heuristic-based interventions (such as defaults or framing) and decrease the effectiveness of calculation-based interventions ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a11i1nqji7e","properties":{"formattedCitation":"(such as attribute scaling, Camilleri and Larrick 2014)","plainCitation":"(such as attribute scaling, Camilleri and Larrick 2014)","noteIndex":0},"citationItems":[{"id":2680,"uris":[""],"uri":[""],"itemData":{"id":2680,"type":"article-journal","title":"Metric and Scale Design as Choice Architecture Tools","container-title":"Journal of Public Policy & Marketing","page":"108–125","volume":"33","issue":"1","source":"Google Scholar","author":[{"family":"Camilleri","given":"Adrian R."},{"family":"Larrick","given":"Richard P."}],"issued":{"date-parts":[["2014"]]}},"prefix":"such as attribute scaling, "}],"schema":""} (such as attribute scaling; Camilleri and Larrick 2014). For example, when buying a car online, representing the fuel efficiency as cost per 100,000 miles may be more effective, while when buying a car in person, a personal anecdote from the salesman about rarely needing to fill up the tank might be more effective. Thus, we propose:P18: Tangibility interventions shift people from analytic to experiential processing, and will therefore moderate the effectiveness of other interventions. The Problem of Abstractness. Our last challenge to encouraging sustainable consumer behaviors is that such actions are often characterized as being abstract, uncertain, and difficult for the consumer to grasp ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"f2OYed4j","properties":{"formattedCitation":"(Reczek et al. 2018)","plainCitation":"(Reczek et al. 2018)","noteIndex":0},"citationItems":[{"id":2957,"uris":[""],"uri":[""],"itemData":{"id":2957,"type":"article-journal","title":"Focusing on the Forest or the Trees: How Abstract versus Concrete Construal Level Predicts Responses to Eco-Friendly Products","container-title":"Journal of Environmental Psychology","page":"87-98","volume":"57","author":[{"family":"Reczek","given":"Rebecca"},{"family":"Trudel","given":"Remi"},{"family":"White","given":"Katherine"}],"issued":{"date-parts":[["2018",6]]}}}],"schema":""} (Reczek et al. 2018). Furthermore, the consequences of sustainable actions can involve uncertain and fuzzy outcomes ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"sa2FYSU0","properties":{"formattedCitation":"(Weber 2010)","plainCitation":"(Weber 2010)","noteIndex":0},"citationItems":[{"id":1967,"uris":[""],"uri":[""],"itemData":{"id":1967,"type":"article-journal","title":"What Shapes Perceptions of Climate Change?","container-title":"Wiley Interdisciplinary Reviews: Climate Change","page":"332–342","volume":"1","issue":"3","source":"Google Scholar","author":[{"family":"Weber","given":"Elke U."}],"issued":{"date-parts":[["2010"]]}}}],"schema":""} (Weber 2010). While distant future outcomes are usually abstract, immediate and local environmental outcomes are also frequently abstract (e.g., energy efficiency, air quality, biodiversity, etc.). Although traditional consumer behaviors can carry different elements of risk and uncertainty, the outcomes of choices in traditional consumer contexts are usually more clear and certain when compared to sustainable consumer behaviors. The problem of abstractness can be addressed by considering social influence. One reason why people are influenced by social factors is because we often look to the expectations and behaviors of others when the situation is uncertain ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"SgSZbx0b","properties":{"formattedCitation":"(Cialdini 2007)","plainCitation":"(Cialdini 2007)","noteIndex":0},"citationItems":[{"id":3140,"uris":[""],"uri":[""],"itemData":{"id":3140,"type":"book","title":"Influence: The Psychology of Persuasion","publisher":"Harper Collins","number-of-pages":"338","source":"Google Books","abstract":"Influence, the classic book on persuasion, explains the psychology of why people say \"yes\"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.","ISBN":"978-0-06-189987-4","note":"Google-Books-ID: 5dfv0HJ1TEoC","shortTitle":"Influence","language":"en","author":[{"family":"Cialdini","given":"Robert B."}],"issued":{"date-parts":[["2007"]]}}}],"schema":""} (Cialdini 2007). There is evidence, for example, that unfamiliar behaviors are more likely to be influenced by norms than are more familiar behaviors (White and Simpson 2011). Thus, when the sustainable consumer behavior is in some way ambiguous (“Exactly what is the most sustainable option for baby diapers?”) or uncertain (“Will engaging in this behavior really have the desired impact?”), people may be more influenced by social factors. Those who are high in individual differences in uncertainty avoidance ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"bpFs7fne","properties":{"formattedCitation":"(Hofstede 2001)","plainCitation":"(Hofstede 2001)","noteIndex":0},"citationItems":[{"id":3282,"uris":[""],"uri":[""],"itemData":{"id":3282,"type":"book","title":"Culture's Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations","publisher":"SAGE Publications","number-of-pages":"621","source":"Google Books","abstract":"Geert Hofstede has completely rewritten, revised and updated Culture's Consequences for the twenty-first century, he has broadened the book's cross-disciplinary appeal, expanded the coverage of countries examined from 40 to more than 50, reformulated his arguments and a large amount of new literature has been included. The book is structured around five major dimensions: power distance; uncertainty avoidance; individualism versus collectivism; masculinity versus femininity; and long term versus short-term orientation.","ISBN":"978-1-4522-0793-3","shortTitle":"Culture's Consequences","language":"en","author":[{"family":"Hofstede","given":"Geert"}],"issued":{"date-parts":[["2001",4,20]]}}}],"schema":""} (Hofstede 2001) might be more influenced by social factors when abstractness is high. Thus: P19: When the sustainable action or the outcome is ambiguous, uncertain, or new in some way (vs. being clear, certain, and well-established), social factors such as the presence of, behaviors of, and/or expectations of others will be more influential in determining behavior. This might be pronounced among those high in uncertainty avoidance.Habit formation can also be relevant in tackling the problem of abstractness. Climate change and other issues are serious, nebulous, and can have large-scale consequences, making the acts carried out by individuals seem small and inconsequential. This can lead to green fatigue, or demotivation that is the result of information overload and lack of hope for meaningful change ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"wWgBC2So","properties":{"formattedCitation":"(Strother and Fazal 2011)","plainCitation":"(Strother and Fazal 2011)","noteIndex":0},"citationItems":[{"id":3277,"uris":[""],"uri":[""],"itemData":{"id":3277,"type":"paper-conference","title":"Can green fatigue hamper sustainability communication efforts?","container-title":"2011 IEEE International Professional Communication Conference","page":"1-6","source":"IEEE Xplore","event":"2011 IEEE International Professional Communication Conference","abstract":"Because of the tremendous increase in the amount of information about sustainability and environmental issues in general, there is risk of information overload. This specialized kind of information overload, green fatigue, could harm efforts to communicate about sustainability issues. The public is also somewhat cynical about much of the green marketing that is pervasive. A survey of 213 students was conducted at Florida Institute of Technology to analyze their perceptions of the amount of information about green issues and the potential impact on conservation behaviors. While most students felt that there is currently not too much conservation information, they acknowledged that people are often frustrated when they feel overloaded with information. Organizations must be diligent about incorporating sustainability messages throughout their structure and be transparent about their environmental efforts.","DOI":"10.1109/IPCC.2011.6087206","author":[{"family":"Strother","given":"J. B."},{"family":"Fazal","given":"Z."}],"issued":{"date-parts":[["2011",10]]}}}],"schema":""} (Strother and Fazal 2011), and such hopelessness can be demotivating to consumers ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"BtwZYYtc","properties":{"formattedCitation":"(Guyader, Ottosson, and Witell 2017)","plainCitation":"(Guyader, Ottosson, and Witell 2017)","noteIndex":0},"citationItems":[{"id":3061,"uris":[""],"uri":[""],"itemData":{"id":3061,"type":"article-journal","title":"You can't buy what you can't see: Retailer practices to increase the green premium","container-title":"Journal of Retailing and Consumer Services","page":"319–325","volume":"34","source":"Google Scholar","shortTitle":"You can't buy what you can't see","author":[{"family":"Guyader","given":"Hugo"},{"family":"Ottosson","given":"Mikael"},{"family":"Witell","given":"Lars"}],"issued":{"date-parts":[["2017"]]}}}],"schema":""} (Guyader, Ottosson, and Witell 2017). One solution may be to celebrate small and concrete wins that can positively reinforce further sustainable actions and keep consumers engaged. P20: Rewarding small milestones will encourage consumers to continue engaging in environmentally friendly behaviors and help avoid green fatigue.The problem of abstractness also relates to the individual self. In fact, one way to combat the problem of abstract and uncertain outcomes might be to consider directly how they could impact the individual self. As we have seen, making sustainable impacts and outcomes seem local and relevant to the self can encourage sustainable consumer behaviors. However, future research might consider other means of connecting sustainable outcomes more clearly to the self. For example, Hershfield and his colleagues ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"1sHOt3Xy","properties":{"formattedCitation":"(2011)","plainCitation":"(2011)","noteIndex":0},"citationItems":[{"id":3128,"uris":[""],"uri":[""],"itemData":{"id":3128,"type":"article-journal","title":"Increasing saving behavior through age-progressed renderings of the future self","container-title":"Journal of Marketing Research","page":"S23–S37","volume":"48","issue":"SPL","source":"Google Scholar","author":[{"family":"Hershfield","given":"Hal E."},{"family":"Goldstein","given":"Daniel G."},{"family":"Sharpe","given":"William F."},{"family":"Fox","given":"Jesse"},{"family":"Yeykelis","given":"Leo"},{"family":"Carstensen","given":"Laura L."},{"family":"Bailenson","given":"Jeremy N."}],"issued":{"date-parts":[["2011"]]}},"suppress-author":true}],"schema":""} (2011) manipulated a focus on the future self by showing people a digital image of what their future self might look like. These researchers found that increasing connectedness to the future self increases willingness to invest in retirement savings ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ak3rohpn4q","properties":{"formattedCitation":"(Hershfield et al. 2011)","plainCitation":"(Hershfield et al. 2011)","noteIndex":0},"citationItems":[{"id":3128,"uris":[""],"uri":[""],"itemData":{"id":3128,"type":"article-journal","title":"Increasing saving behavior through age-progressed renderings of the future self","container-title":"Journal of Marketing Research","page":"S23–S37","volume":"48","issue":"SPL","source":"Google Scholar","author":[{"family":"Hershfield","given":"Hal E."},{"family":"Goldstein","given":"Daniel G."},{"family":"Sharpe","given":"William F."},{"family":"Fox","given":"Jesse"},{"family":"Yeykelis","given":"Leo"},{"family":"Carstensen","given":"Laura L."},{"family":"Bailenson","given":"Jeremy N."}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Hershfield et al. 2011). It’s possible that manipulations that create a connection between the current and future self will lead to increases in sustainable consumer behaviors.P21: Those consumers who are encouraged to focus on the future self will be more likely to engage in sustainable consumer behaviors. Sustainable behaviors can also be made to feel less abstract by making the current emotional benefits and costs more concrete. Future work might examine which different communication modes are most appropriate for making individuals feel emotions linked to sustainable behaviors. Images are known to activate emotions more readily in contexts such as communicating about intergroup conflicts ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"XNadmkr1","properties":{"formattedCitation":"(Brantner, Lobinger, and Wetzstein 2011)","plainCitation":"(Brantner, Lobinger, and Wetzstein 2011)","noteIndex":0},"citationItems":[{"id":3052,"uris":[""],"uri":[""],"itemData":{"id":3052,"type":"article-journal","title":"Effects of visual framing on emotional responses and evaluations of news stories about the Gaza conflict 2009","container-title":"Journalism & Mass Communication Quarterly","page":"523–540","volume":"88","issue":"3","source":"Google Scholar","author":[{"family":"Brantner","given":"Cornelia"},{"family":"Lobinger","given":"Katharina"},{"family":"Wetzstein","given":"Irmgard"}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Brantner, Lobinger, and Wetzstein 2011). Visual information may be best to communicate how others will be affected in order to elicit concrete emotions, an effect that is potentially enhanced for those who are visualizers ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"fY90OMaG","properties":{"formattedCitation":"(Richardson 1977)","plainCitation":"(Richardson 1977)","noteIndex":0},"citationItems":[{"id":3280,"uris":[""],"uri":[""],"itemData":{"id":3280,"type":"article-journal","title":"Verbalizer-visualizer: A cognitive style dimension.","container-title":"Journal of mental imagery","source":"Google Scholar","shortTitle":"Verbalizer-visualizer","author":[{"family":"Richardson","given":"Alan"}],"issued":{"date-parts":[["1977"]]}}}],"schema":""} (Richardson 1977).P22: Visual communications (vs. text) will be effective at eliciting other-focused emotions such as love and empathy and lead to greater participation in sustainable actions. This effect will be enhanced for individuals who are visualizers.The problem of abstractness can be related to feelings. Allowing consumers to understand the impact of their actions might help facilitate relevant emotions and reduce perceived abstractness. In the domain of charitable giving, highlighting the impact has been shown to lead to greater emotional rewards attached to the behavior ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"fpdBLI9j","properties":{"formattedCitation":"(Aknin et al. 2013)","plainCitation":"(Aknin et al. 2013)","noteIndex":0},"citationItems":[{"id":3053,"uris":[""],"uri":[""],"itemData":{"id":3053,"type":"article-journal","title":"Making a difference matters: Impact unlocks the emotional benefits of prosocial spending","container-title":"Journal of Economic Behavior & Organization","page":"90-95","volume":"88","source":"Crossref","abstract":"When does giving lead to happiness? Here, we present two studies demonstrating that the\nemotional benefits of spending money on others (prosocial spending) are unleashed when givers\nare aware of their positive impact. In Study 1, an experiment using real charitable appeals, giving\nmore money to charity led to higher levels of happiness only when participants gave to causes\nthat explained how these funds are used to make a difference in the life of a recipient. In Study 2,\nparticipants were asked to reflect upon a time they spent money on themselves or on others in a\nway that either had a positive impact or had no impact. Participants who recalled a time they\nspent on others that had a positive impact were happiest. Together, these results suggest that\nhighlighting the impact of prosocial spending can increase the emotional rewards of giving","DOI":"10.1016/j.jebo.2013.01.008","ISSN":"01672681","shortTitle":"Making a difference matters","language":"en","author":[{"family":"Aknin","given":"Lara B."},{"family":"Dunn","given":"Elizabeth W."},{"family":"Whillans","given":"Ashley V."},{"family":"Grant","given":"Adam M."},{"family":"Norton","given":"Michael I."}],"issued":{"date-parts":[["2013",4]]}}}],"schema":""} (Aknin et al. 2013). Previous work, however, did not look at the specific emotions tied to impact in sustainable consumer behaviors. For example, making the potential impact clear and concrete may be more likely to lead to anticipatory pride (vs. other anticipatory states) linked to the sustainable action. P23: Making the positive impact of sustainable behavior more certain in the present will result in greater pride and lead to greater likelihood of carrying out such behaviors.Feelings might also be linked to the problem of abstractness in another way. The ubiquity of social media and sharing exposes consumers to others who might communicate their actions linked to sustainability. For instance, people may share pictures of their commute by bike or by carpool, along with how they are feeling during the journey. Experiencing positive emotions leads to greater feelings of closeness ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"aHLTmc6b","properties":{"formattedCitation":"(Van Boven et al. 2010; Waugh and Fredrickson 2006)","plainCitation":"(Van Boven et al. 2010; Waugh and Fredrickson 2006)","noteIndex":0},"citationItems":[{"id":3275,"uris":[""],"uri":[""],"itemData":{"id":3275,"type":"article-journal","title":"Feeling close: emotional intensity reduces perceived psychological distance.","container-title":"Journal of personality and social psychology","page":"872","volume":"98","issue":"6","source":"Google Scholar","shortTitle":"Feeling close","author":[{"family":"Van Boven","given":"Leaf"},{"family":"Kane","given":"Joanne"},{"family":"McGraw","given":"A. Peter"},{"family":"Dale","given":"Jeannette"}],"issued":{"date-parts":[["2010"]]}}},{"id":3276,"uris":[""],"uri":[""],"itemData":{"id":3276,"type":"article-journal","title":"Nice to know you: Positive emotions, self–other overlap, and complex understanding in the formation of a new relationship","container-title":"The Journal of Positive Psychology","page":"93-106","volume":"1","issue":"2","source":"Taylor and Francis+NEJM","abstract":"Based on Fredrickson's ((1998). What good are positive emotions? Review of General Psychology, 2, 300–319.; (2001). The role of positive emotions in positive psychology: The broaden-and-build theory of positive emotions. American Psychologist, 56, 218–226) broaden-and-build theory and Aron and Aron's ((1986). Love as expansion of the self: Understanding attraction and satisfaction. New York: Hemisphere) self-expansion theory, it was hypothesized that positive emotions broaden people's feelings of self–other overlap in the beginning of a new relationship. In a prospective study of first-year college students, we found that, after 1 week in college, positive emotions predicted increased self–other overlap with new roommates, which in turn predicted a more complex understanding of the roommate. In addition, participants who experienced a high ratio of positive to negative emotions throughout the first month of college reported a greater increase in self–other overlap and complex understanding than participants with a low positivity ratio. Implications for the role of positive emotions in the formation of new relationships are discussed. At such moments, you realize that you and the other are, in fact, one. It's a big realization. Survival is the second law of life. The first is that we are all one. Joseph Campbell","DOI":"10.1080/17439760500510569","ISSN":"1743-9760","note":"PMID: 21691460","shortTitle":"Nice to know you","author":[{"family":"Waugh","given":"Christian E."},{"family":"Fredrickson","given":"Barbara L."}],"issued":{"date-parts":[["2006",4,1]]}}}],"schema":""} (Van Boven et al. 2010; Waugh and Fredrickson 2006), and we tend to feel greater empathy for and thus experience the emotions of close others more ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"C5ULMJvw","properties":{"formattedCitation":"(Escalas and Stern 2003)","plainCitation":"(Escalas and Stern 2003)","noteIndex":0},"citationItems":[{"id":3273,"uris":[""],"uri":[""],"itemData":{"id":3273,"type":"article-journal","title":"Sympathy and empathy: Emotional responses to advertising dramas","container-title":"Journal of Consumer Research","page":"566–578","volume":"29","issue":"4","source":"Google Scholar","shortTitle":"Sympathy and empathy","author":[{"family":"Escalas","given":"Jennifer Edson"},{"family":"Stern","given":"Barbara B."}],"issued":{"date-parts":[["2003"]]}}}],"schema":""} (Escalas and Stern 2003). Thus, when close others share emotions involved in carrying out sustainable behaviors it should be more effective at reducing abstractness by increasing the strength of the emotions we expect to feel when we engage in the behavior.P24: Social distance will lead to emotional contagion when emotional responses to sustainable behaviors are shared with others, such that close (vs. distant) others sharing how they experience positive emotions when carrying out sustainable behavior will make the benefits of the behavior seem more concrete.Finally, the problem of abstractness is linked to tangibility. One possible way to increase tangibility of actions and outcomes (and to make information less abstract) is to employ analogies. Because sustainability is an abstract and intangible concept, comparing a sustainable action or outcome to a familiar but disparate experience or example might facilitate greater connection of the consumer with the concept of sustainability. Thus, future work might examine the following:P25: When the action or behavior is sustainable (vs. traditional), analogies will be more likely to encourage consumer behavior change. How to Use the SHIFT Framework in PracticeOur SHIFT framework points to different tactics that can be used to influence sustainable consumer behaviors (Web Appendix A). We note that no single route to behavior change identified by the framework works “best.” Rather, we suggest that practitioners should understand the specific behavior, the context in which the behavior will occur, the intended target of the intervention, and the barriers (and benefits) associated with the behavior ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"ztT4Ps8e","properties":{"formattedCitation":"(Appendix B; also for more detailed information on how to think about the relevant factors to encourage behavior change see McKenzie-Mohr 2000; Peattie 2001; Schultz 2014; Schultz and Fielding 2014)","plainCitation":"(Appendix B; also for more detailed information on how to think about the relevant factors to encourage behavior change see McKenzie-Mohr 2000; Peattie 2001; Schultz 2014; Schultz and Fielding 2014)","noteIndex":0},"citationItems":[{"id":4621,"uris":[""],"uri":[""],"itemData":{"id":4621,"type":"article-journal","title":"New Ways to Promote Proenvironmental Behavior: Promoting Sustainable Behavior: An Introduction to Community-Based Social Marketing","container-title":"Journal of Social Issues","page":"543–554","volume":"56","issue":"3","source":"Google Scholar","shortTitle":"New ways to promote proenvironmental behavior","author":[{"family":"McKenzie-Mohr","given":"Doug"}],"issued":{"date-parts":[["2000"]]}},"prefix":"Appendix B; also for more detailed information on how to think about the relevant factors to encourage behavior change see "},{"id":4624,"uris":[""],"uri":[""],"itemData":{"id":4624,"type":"article-journal","title":"Golden Goose or Wild Goose? The Hunt for the Green Consumer","container-title":"Business Strategy and the Environment","page":"187–199","volume":"10","issue":"4","source":"Google Scholar","shortTitle":"Golden goose or wild goose?","author":[{"family":"Peattie","given":"Ken"}],"issued":{"date-parts":[["2001"]]}}},{"id":5994,"uris":[""],"uri":[""],"itemData":{"id":5994,"type":"article-journal","title":"Strategies for Promoting Proenvironmental Behavior","container-title":"European Psychologist","page":"107-117","volume":"19","issue":"2","source":"Google Scholar","author":[{"family":"Schultz","given":"P. Wesley"}],"issued":{"date-parts":[["2014"]]}}},{"id":5271,"uris":[""],"uri":[""],"itemData":{"id":5271,"type":"article-journal","title":"The Common in-Group Identity Model Enhances Communication About Recycled Water","container-title":"Journal of Environmental Psychology","page":"296–305","volume":"40","source":"Google Scholar","author":[{"family":"Schultz","given":"Tracy"},{"family":"Fielding","given":"Kelly"}],"issued":{"date-parts":[["2014"]]}}}],"schema":""} (Appendix B; also for more detailed information on how to think about the relevant factors to encourage behavior change see McKenzie-Mohr 2000; Peattie 2001; Schultz 2014; Schultz and Fielding 2014). We note that oftentimes there are multiple barriers to sustainable behavior change, and therefore combining strategies can be impactful ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"6EKdhvct","properties":{"formattedCitation":"(Osterhus 1997; Stern 2011)","plainCitation":"(Osterhus 1997; Stern 2011)","noteIndex":0},"citationItems":[{"id":2162,"uris":[""],"uri":[""],"itemData":{"id":2162,"type":"article-journal","title":"Pro-Social Consumer Influence Strategies: When and How Do They Work?","container-title":"The Journal of Marketing","page":"16–29","volume":"61","issue":"4","language":"en","author":[{"family":"Osterhus","given":"Thomas L."}],"issued":{"date-parts":[["1997"]]}}},{"id":3094,"uris":[""],"uri":[""],"itemData":{"id":3094,"type":"article-journal","title":"Contributions of Psychology to Limiting Climate Change","container-title":"American Psychologist","page":"303-314","volume":"66","issue":"4","source":"ERIC","abstract":"Psychology can make a significant contribution to limiting the magnitude of climate change by improving understanding of human behaviors that drive climate change and human reactions to climate-related technologies and policies, and by turning that understanding into effective interventions. This article develops a framework for psychological contributions, summarizes what psychology has learned, and sets out an agenda for making additional contributions. It emphasizes that the greatest potential for contributions from psychology comes not from direct application of psychological concepts but from integrating psychological knowledge and methods with knowledge from other fields of science and technology. (Contains 1 table.)","DOI":"10.1037/a0023235","ISSN":"0003-066X","language":"en","author":[{"family":"Stern","given":"Paul C."}],"issued":{"date-parts":[["2011"]]}}}],"schema":""} (Osterhus 1997; Stern 2011). While our framework highlights the different drivers of sustainable behavior change, it can also be used to think about potential barriers to sustainable action. In particular, one way to use the framework is to consider the primary and secondary barriers to engaging in the desired behavior and then select relevant tactics to overcome these. A primary barrier refers to one that exerts the strongest avoidance response, while a secondary barrier is the factor that exerts the next strongest avoidance response on the part of the target consumer. Thinking about barriers in terms of the SHIFT factors—e.g., a barrier can be linked to social influence (the sustainable action is seen as socially undesirable) and habit (the existing unsustainable action is highly habitual)—can help the practitioner draw connections to what tools within the framework might facilitate change. We provide examples of possible focal consumer behaviors in Appendix C and potential strategies drawn from our framework based on the primary and secondary barriers to action in Appendix D. In one example of identifying primary and secondary barriers that explicitly relied upon the SHIFT framework, White and Simpson ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a1n5jigs5fj","properties":{"formattedCitation":"(2013)","plainCitation":"(2013)","noteIndex":0},"citationItems":[{"id":1787,"uris":[""],"uri":[""],"itemData":{"id":1787,"type":"article-journal","title":"When Do (and Don't) Normative Appeals Influence Sustainable Consumer Behaviors?","container-title":"Journal of Marketing","page":"78–95","volume":"77","issue":"2","source":"Google Scholar","author":[{"family":"White","given":"Katherine"},{"family":"Simpson","given":"Bonnie"}],"issued":{"date-parts":[["2013"]]}},"suppress-author":true}],"schema":""} (2013) gathered data on the motives of residents who were hesitant to engage in grasscycling (i.e., composting grass by allowing it to decompose naturally). They discovered that this was due to barriers related to social norms (the primary barrier: the norm was that nobody was engaging in the behavior and that it did not seem approved of) and individual factors (the secondary barrier: the behavior was perceived to be costly to the self). The authors developed and tested two different solutions that addressed the key barriers, and they did so by using strategies related to social norms and the individual self. These researchers created messages that were delivered to residents on door hangers and tracked residential grasscycling practices over time (both before and after the intervention). First, when the individual was prompted to think of the collective self (“Think about how we as a community can make a difference”), descriptive norms (“Your neighbors are grasscycling—you can too”) and injunctive norms (“Your neighbors want you to grasscycle”) were most effective. Second, when the person was prompted to think about the individual self (“Think about how you as an individual can make a difference”), highlighting relevant self-benefits worked best (“Grasscycling improves your lawn quality”). By tackling the key barriers linked to social influence and the individual self, the authors increased sustainable behaviors in a large-scale field study. In another example, Our Horizon is a non-profit () with a mandate to discourage gasoline consumption from driving automobiles. Two focal barriers to decreasing gasoline usage are social factors (it is both socially normative and socially desirable to drive) and tangibility (consumers report uncertainty about the impacts of driving less). Our Horizon has responded by developing a strategy to target both social norms and tangibility. Our Horizon encourages local governments to implement warning labels on gas pumps, similar to the way many nations now place warning labels on tobacco packaging. The labels that the organization plans to implement serve to both a) help communicate what is normatively approved of and b) describe concrete and personally relevant local impacts (Appendix F). While we offer examples to illustrate the SHIFT principles in practice, it is important to recognize that different behaviors and segments will have unique barriers and benefits to behavior change. We include more examples of using barriers to identify tactics based on our Framework in Appendix E. As we have seen, thinking about the primary and secondary barriers to pro-environmental behavior change is one means by which marketers, policy makers, and non-profits can use the SHIFT framework. However, there is one important nuance: The practitioner should make sure that the tools employed are complementary rather than oppositional to each another. In one example, in the grasscycling study described above, messaging that reflected the individual self along with social norms was less effective than communicating about the individual self and self-benefits (or the collective self and social norms), because consistent messaging leads to goal-compatible outcomes ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"a255titn7bo","properties":{"formattedCitation":"(White and Simpson 2013)","plainCitation":"(White and Simpson 2013)","noteIndex":0},"citationItems":[{"id":1787,"uris":[""],"uri":[""],"itemData":{"id":1787,"type":"article-journal","title":"When Do (and Don't) Normative Appeals Influence Sustainable Consumer Behaviors?","container-title":"Journal of Marketing","page":"78–95","volume":"77","issue":"2","source":"Google Scholar","author":[{"family":"White","given":"Katherine"},{"family":"Simpson","given":"Bonnie"}],"issued":{"date-parts":[["2013"]]}}}],"schema":""} (White and Simpson 2013). In another example, highlighting the extrinsic benefits of engaging in a sustainable action along with intrinsic benefits can be less impactful than communicating intrinsic benefits alone, because extrinsic motives are not compatible with intrinsic motives ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"yiCYlZCt","properties":{"formattedCitation":"(Bolderdijk et al. 2012; Edinger-Schons et al. 2018)","plainCitation":"(Bolderdijk et al. 2012; Edinger-Schons et al. 2018)","noteIndex":0},"citationItems":[{"id":2070,"uris":[""],"uri":[""],"itemData":{"id":2070,"type":"article-journal","title":"Encouraging Pro-Environmental Behaviour with Rewards and Penalties","container-title":"Environmental Psychology: An Introduction","page":"233–242","source":"Google Scholar","author":[{"family":"Bolderdijk","given":"J. W."},{"family":"Lehman","given":"P. K."},{"family":"Geller","given":"E. S."}],"issued":{"date-parts":[["2012"]]}}},{"id":2944,"uris":[""],"uri":[""],"itemData":{"id":2944,"type":"article-journal","title":"Are Two Reasons Better Than One? The Role of Appeal Type in Consumer Responses to Sustainable Products","container-title":"Journal of Consumer Psychology","issue":"in press","author":[{"family":"Edinger-Schons","given":"Laura"},{"family":"Sipil?","given":"Jenni"},{"family":"Sen","given":"Sankar"},{"family":"Mende","given":"Gina"},{"family":"Wieseke","given":"Jan"}],"issued":{"date-parts":[["2018"]]}}}],"schema":""} (Bolderdijk et al. 2012; Edinger-Schons et al. 2018). Concluding ThoughtsA question with practical and theoretical implications is whether our framework can be applied to other behaviors such as prosocial actions or health behaviors, or if the factors are unique to sustainable behaviors. We conjecture that many of the facets of our framework may apply to the other positive behaviors as well. However, we note that there are some elements that may be unique to sustainable consumption. For example, health behaviors are not subject to the challenge of collective versus individual action to the same degree that sustainable behaviors are. While health-behavior change can collectively have positive economic and societal benefits (WHO 2015), health-behavior change also undeniably primarily has individual benefits ADDIN ZOTERO_ITEM CSL_CITATION {"citationID":"YG08xM9u","properties":{"formattedCitation":"(OECD and WHO 2015)","plainCitation":"(OECD and WHO 2015)","noteIndex":0},"citationItems":[{"id":3132,"uris":[""],"uri":[""],"itemData":{"id":3132,"type":"book","title":"Promoting Health, Preventing Disease The Economic Case: The Economic Case","publisher":"OECD Publishing","number-of-pages":"370","source":"Google Books","abstract":"A growing body of evidence from economic studies shows areas where appropriate policies can generate health and other benefits at an affordable cost, sometimes reducing health expenditure and helping to redress health inequalities at the same time. The evidence is especially strong for policies to curb tobacco smoking and harmful alcohol use, while gaps still exist in the evidence base on tackling unhealthy diets and lack of physical activity, as well as environmental exposures and road accidents. The book underscores the importance of taking a whole-of-government and whole-of-society approach in addressing the rising tide of non-communicable diseases.","ISBN":"978-0-335-26227-4","note":"Google-Books-ID: COrSCgAAQBAJ","shortTitle":"Promoting Health, Preventing Disease The Economic Case","language":"en","author":[{"family":"OECD","given":""},{"family":"WHO","given":""}],"issued":{"date-parts":[["2015",10,29]]}}}],"schema":""} (OECD and WHO 2015). While health and prosocial behaviors (e.g., charitable giving) both carry problems of tangibility, sustainable behaviors and outcomes are likely perceived as being even less tangible than health and prosocial behaviors. This is an open question for future research to explore, and applying the framework in other domains certainly has theoretical and practical potential.In sum, we have reviewed and categorized the behavioral-science literature, uncovering five broad psychological routes to encouraging sustainable consumer behavior change: Social influence, Habit, the Individual self, Feelings and cognition, and Tangibility. We anticipate that this SHIFT framework will be helpful in guiding practitioners interested in fostering sustainable consumer behavior. Moreover, we hope that this framework will assist researchers in conceptualizing different means of influencing sustainable consumer behavior and spur further research in this essential domain. At the end of the day, we hope that our framework will help stimulate sustainable consumer behavior change and allow firms wishing to operate in a sustainable manner in ways that can maximize both their sustainability and strategic goals. 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