How to earn a premium price: the effect of green marketing and brand coolness

نویسندگان

چکیده

Purpose The current paper aims to explore how brand coolness can mediate the relationship between tactical green marketing orientation (GMO) and willingness pay (WTP), by exploring differences two global brands with opposite perceptions. Design/methodology/approach Based on stimuli-organism-response (S-O-R) framework, relation GMO, consumer's WTP is examined through a survey 272 participants, who gave their perceptions about different regarding orientations: British Petroleum (BP) L'Oréal. variable set was adapted validated focus group sessions. Findings Brand found impact GMO and, for both brands, does affect extent which are perceived as cool consumers. More importantly, evidence shows that only in case of “green brand” (e.g. L'Oréal), significant, offers new implications outcomes companies' pro-environmental policies. Originality/value This study first investigate over intentions (WTP) role (coolness). effects compared significantly environmental sustainability.

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ژورنال

عنوان ژورنال: Journal of Communication Management

سال: 2023

ISSN: ['1363-254X', '1478-0852']

DOI: https://doi.org/10.1108/jcom-05-2022-0062