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Journal of the Academy of Marketing Science

, Volume 28, Issue 2, pp 248–262 | Cite as

The influence of cause-related marketing on consumer choice: Does one good turn deserve another?

  • Michael J. Barone
  • Anthony D. Miyazaki
  • Kimberly A. Taylor
Article

Abstract

Are consumers more likely to select brands offered by companies that engage in cause-related marketing (CRM)? Somewhat surprisingly, little evidence exists that directly addresses this issue. Accordingly, the present examination investigates whether and when CRM efforts influence consumer choice. The results from several studies indicate that information regarding a company’s support of social causes can affect choice. However, CRM’s influence on choice is found to depend on the perceived motivation underlying the company’s CRM efforts as well as whether consumers must trade off company sponsorship of causes for lower performance or higher price. The results also indicate that CRM cues affect choice primarily through compensatory strategies involving trade-offs rather than through noncompensatory strategies. Implications of the current findings for existing theory are discussed along with directions for future research.

Keywords

Purchase Intention Choice Probability Brand Choice Persuasion Knowledge Market Science Spring 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

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Copyright information

© Academy of Marketing Science 2000

Authors and Affiliations

  • Michael J. Barone
    • 1
  • Anthony D. Miyazaki
    • 2
  • Kimberly A. Taylor
    • 3
  1. 1.Iowa State UniversityUSA
  2. 2.University of MiamiMiamiUSA
  3. 3.Florida International UniversityUSA

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