Signaling the green sell: The influence of eco-label source, argument specificity, and product involvement on consumer trust
Consumers cannot verify green attributes directly and must rely on such signals as eco-labels to authenticate claims. Using signaling theory, this study explored which aspects of eco-label design yield more positive effects. The study uses a 2 (argument specificity: specific versus general) × 2 (lab...
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sg-smu-ink.cis_research-11992024-08-22T03:22:03Z Signaling the green sell: The influence of eco-label source, argument specificity, and product involvement on consumer trust ATKINSON, Lucy ROSENTHAL, Sonny Consumers cannot verify green attributes directly and must rely on such signals as eco-labels to authenticate claims. Using signaling theory, this study explored which aspects of eco-label design yield more positive effects. The study uses a 2 (argument specificity: specific versus general) × 2 (label source: government versus corporate) × 2 (product involvement: low versus high) experimental design (n = 233). Specific arguments consistently yield greater eco-label trust and positive attitudes toward the product and label source, but only with low-involvement products is source important, with corporate labels yielding more positive attitudes. Findings are discussed in terms of theoretical and managerial implications. 2014-01-01T08:00:00Z text application/pdf https://ink.library.smu.edu.sg/cis_research/200 info:doi/10.1080/00913367.2013.834803 https://ink.library.smu.edu.sg/context/cis_research/article/1199/viewcontent/Signaling_the_Green_Sell__The_Influence_of_Eco_Label_Source__Argument_Specificity__and_Product_Involvement_on_Consumer_Trust.pdf http://creativecommons.org/licenses/by-nc-nd/4.0/ Research Collection College of Integrative Studies eng Institutional Knowledge at Singapore Management University Advertising and Promotion Management |
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Advertising and Promotion Management ATKINSON, Lucy ROSENTHAL, Sonny Signaling the green sell: The influence of eco-label source, argument specificity, and product involvement on consumer trust |
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Consumers cannot verify green attributes directly and must rely on such signals as eco-labels to authenticate claims. Using signaling theory, this study explored which aspects of eco-label design yield more positive effects. The study uses a 2 (argument specificity: specific versus general) × 2 (label source: government versus corporate) × 2 (product involvement: low versus high) experimental design (n = 233). Specific arguments consistently yield greater eco-label trust and positive attitudes toward the product and label source, but only with low-involvement products is source important, with corporate labels yielding more positive attitudes. Findings are discussed in terms of theoretical and managerial implications. |
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text |
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ATKINSON, Lucy ROSENTHAL, Sonny |
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ATKINSON, Lucy ROSENTHAL, Sonny |
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ATKINSON, Lucy |
title |
Signaling the green sell: The influence of eco-label source, argument specificity, and product involvement on consumer trust |
title_short |
Signaling the green sell: The influence of eco-label source, argument specificity, and product involvement on consumer trust |
title_full |
Signaling the green sell: The influence of eco-label source, argument specificity, and product involvement on consumer trust |
title_fullStr |
Signaling the green sell: The influence of eco-label source, argument specificity, and product involvement on consumer trust |
title_full_unstemmed |
Signaling the green sell: The influence of eco-label source, argument specificity, and product involvement on consumer trust |
title_sort |
signaling the green sell: the influence of eco-label source, argument specificity, and product involvement on consumer trust |
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Institutional Knowledge at Singapore Management University |
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2014 |
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https://ink.library.smu.edu.sg/cis_research/200 https://ink.library.smu.edu.sg/context/cis_research/article/1199/viewcontent/Signaling_the_Green_Sell__The_Influence_of_Eco_Label_Source__Argument_Specificity__and_Product_Involvement_on_Consumer_Trust.pdf |
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