Resonance or resistance? The dual impact of green brand ritual on customer engagement behavior

Abstract

Purpose

The study aims to examine how different types of green brand ritual (GBR) influence customer engagement behavior and the mediation mechanisms and boundary conditions of the positive and negative pathways.

Design/methodology/approach

The study conducts two online experiments to collect data from a total of 940 consumers in China. Hypotheses are tested by independent samples t-test, two-way ANOVA and Hayes' PROCESS model.

Findings

Different kinds of GBR have different effects on customer engagement behavior. Internal GBR is more likely to play a positive role by inciting connectedness to nature. External GBR is more likely to play a negative role by inciting psychological resistance. This dual effect is especially pronounced for warm brands rather than competent brands.

Originality/value

The study pioneers the brand ritual into the field of interactive marketing and enriches its dual effect research. Additionally, the study figures out whether the category of brand ritual can trigger negative effect.

Practical implications

Inappropriate brand rituals are worse than no rituals at all. The results provide guidance for green companies to design effective brand rituals to strengthen the connection with consumers. Green brands should describe brand rituals in vivid detail and consciously lead consumers to immerse themselves in them.

Citation

Guo, R., Wang, J., Zhou, M., Cao, Z., Tao, L., Luo, Y., Zhang, W. and Chen, J. (2025), "Resonance or resistance? The dual impact of green brand ritual on customer engagement behavior", Journal of Research in Interactive Marketing, Vol. 19 No. 1, pp. 76-97. https://doi.org/10.1108/JRIM-12-2023-0444