The Mediating Role of Moral Elevation in Cause-Related Marketing: A Moral Psychological Perspective

Ling Zheng (), Yunxia Zhu () and Ruochen Jiang ()
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Ling Zheng: Soochow University
Yunxia Zhu: University of Queensland
Ruochen Jiang: Shanghai University of Finance and Economics

Journal of Business Ethics, 2019, vol. 156, issue 2, No 8, 439-454

Abstract: Abstract With the high frequency and intensity of worldwide disasters, cause-related marketing campaigns with sudden disasters are becoming increasingly popular. However, little is known about whether and how cause acuteness may influence consumer attitudes. This research aims to extend this research area through investigating the relationship between cause acuteness and consumer attitudes toward the product, as well as its underlying mechanism and boundary conditions. Based on a moral psychology perspective, we propose a theoretical model focusing on the mediating role of moral elevation in influencing consumer attitudes. This model also incorporates product-cause fit and information transparency as moderators underpinning necessary conditions that are likely to lead to positive consumer attitudes. Four empirical studies were conducted to test our model. Our research results reveal that consumers have more positive attitudes toward the product associated with a sudden disaster than with an ongoing tragedy. Furthermore, the positive effect of cause acuteness on consumer attitudes is mediated by enhanced moral elevation, which occurs under the conditions of high product-cause fit and high information transparency.

Keywords: Cause-related marketing; Cause acuteness; Moral elevation; Consumer attitudes; Product-cause fit; Information transparency (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (9)

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DOI: 10.1007/s10551-017-3614-3

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