Hongwei He, Weichun Zhu, Dennis Gouran and Olivia Kolo
This paper aims to examine how consumer moral identity (MI) affects the impact of cause-related marketing (CRM). CRM is a popular hybrid marketing tool that incorporates…
Abstract
Purpose
This paper aims to examine how consumer moral identity (MI) affects the impact of cause-related marketing (CRM). CRM is a popular hybrid marketing tool that incorporates charitable initiatives and sales promotion. CRM has strength in simultaneously encouraging consumer purchases and doing something good for the society. Drawing on the moral identity (MI)-based motivation model, this research examines how consumer MI influences consumer behavioural response to CRM.
Design/methodology/approach
Two field experiments were conducted to test a series of hypotheses relating to the conditional effect of MI on behavioural response to CRM.
Findings
Brand social responsibility image and emotional brand attachment positively moderated the relationship between consumer MI centrality and intention to purchase CRM sponsor brand.
Originality/value
Findings contribute to the literature on CRM, MI-based motivation of consumer behaviour and emotional brand attachment.