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Sensory stimulation for sensible consumption: Multisensory marketing for e-tailing of ethical brands

Yoganathan, Vignesh, Osburg, Victoria-Sophie, Akhtar, Pervaiz (2019) Sensory stimulation for sensible consumption: Multisensory marketing for e-tailing of ethical brands. Journal of Business Research, 96 . pp. 386-396. ISSN 0148-2963. (doi:10.1016/j.jbusres.2018.06.005) (KAR id:75430)

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Official URL
https://doi.org/10.1016/j.jbusres.2018.06.005

Abstract

Amidst strong competition and lack of resources and functional superiority, ethical brands may seek an experiential approach to marketing online. A between-subjects online experiment (N = 308) shows that ethically-congruent visual and auditory cues, and a tactile priming statement, positively influence consumers’ willingness to pay (WTP) for an ethical brand online. Altruistic and Biospheric value-orientation (ALTBIO) and Need for Touch (NfT) were considered as moderators to account for specific segments. For consumers with high ALTBIO, the effects of visual and auditory cues are mediated by Consumer Perceived Brand Ethicality (CPBE). Tactile priming has a significant effect only for consumers with high NfT. However, the interaction between the three cues has a positive effect on WTP irrespective of CPBE, ALTBIO, and NfT. Findings illustrate multisensory marketing's efficacy in fostering sensible consumption (considerate of natural and societal environments and their inhabitants) online for the mass-market and specific segments by creating an experiential customer judgement-context.

Item Type: Article
DOI/Identification number: 10.1016/j.jbusres.2018.06.005
Uncontrolled keywords: Ethical_brands, Ethical_consumption, Multisensory_marketing, Sensory_branding
Divisions: Divisions > Kent Business School - Division > Kent Business School (do not use)
Depositing User: Pervaiz Akhtar
Date Deposited: 19 Aug 2019 08:44 UTC
Last Modified: 16 Feb 2021 14:06 UTC
Resource URI: https://kar.kent.ac.uk/id/eprint/75430 (The current URI for this page, for reference purposes)
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