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Tugging on Heartstrings: Shopping Orientation, Mindset, and Consumer Responses to Cause-Related Marketing

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Abstract

Donating money to a charity based on consumer purchase is referred to as cause-related marketing (CRM). In this research, we profile consumer psychographics for skepticism toward advertising in a CRM context. To be specific, this study investigates whether and how psychological antecedents (i.e., consumer shopping orientation and mindset) and gender differences influence consumer skepticism toward advertising. An empirical study was conducted with 291 participants. Structural equation modeling was employed for hypothesis testing. The results suggest that a utilitarian orientation and an individualistic mindset are positively related to skepticism toward advertising, while a hedonic orientation and a collectivistic mindset are negatively related to skepticism toward advertising. Gender differences are also found in the aforementioned relationships. The segmentational approach of gender and psychographics can assist marketers to explain consumer attitudes toward CRM and then to communicate with those CRM advocates better.

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Acknowledgments

The authors would like to thank the National Science Council of Taiwan, under grant NSC100-2628-H-110-005-MY2, for financial support.

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  1. Department of Business Management, National Sun Yat-sen University, No. 70, Lianhai Rd, Gushan District, Kao-hsiung, 804, Taiwan

    Chun-Tuan Chang & Zhao-Hong Cheng

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Table 3 Results of confirmatory factor analysis
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Chang, CT., Cheng, ZH. Tugging on Heartstrings: Shopping Orientation, Mindset, and Consumer Responses to Cause-Related Marketing. J Bus Ethics 127, 337–350 (2015). https://doi.org/10.1007/s10551-014-2048-4

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