The effectiveness of green demarketing campaigns: the moderating role of corporate social responsibility orientation

Abstract

Purpose

This research aims to investigate the effectiveness of integrated marketing communication (IMC) messages in demarketing campaigns, particularly considering the consumer’s background in corporate social responsibility orientation (CSRO).

Design/methodology/approach

A 2 (publicity type: green, demarketing) × 2 (ad type: green, demarketing) between-subjects experiment assessed the impact of green marketing and demarketing strategies on consumers with varying levels of CSRO. The study utilized a mix of green and demarketing publicity and advertisements to explore their effects on the perception of the brand’s honesty. Additionally, the research investigated the mediating role of “brand as honest” in shaping purchase intention and anticipated product satisfaction.

Findings

Results revealed that for individuals with lower CSRO, the combination of green or demarketing strategies had no significant impact on the perception of the brand’s honesty. However, for those with higher CSRO, the brand was perceived as more honest when demarketing publicity was followed by a demarketing (vs green) advertisement. These effects on purchase intention (if one needed to buy a product of this type) and anticipated product satisfaction (which could help lower repeat and follow-up purchases) occurred through the mediating role of “brand as honest.”

Originality/value

Based on the belief congruence theory, this research contributes to the existing literature by specifically focusing on the effectiveness of IMC messages in demarketing campaigns, considering consumers’ CSRO backgrounds. The study offers original insights into the interplay between demarketing strategies, brand perception and consumer behavior.

Citation

Yoon, H.J., Lee, Y.-J., Ko, Y. and Joo, J. (2024), "The effectiveness of green demarketing campaigns: the moderating role of corporate social responsibility orientation", Marketing Intelligence & Planning, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/MIP-01-2024-0034