“Sharing is Caring”: About Personal Values Driving Environmentally Friendly Behavior

  • Sarah SelinkaEmail author
  • Vanessa Reit
  • Natalie de Jong
Conference paper
Part of the Developments in Marketing Science: Proceedings of the Academy of Marketing Science book series (DMSPAMS)


Carsharing could be one opportunity to counteract the problem of raising CO2 emissions. Despite its positive environmental effects, Carsharing still has potential for greater usage by the broad public. It can be assumed that advertisement plays an important role by providing Carsharing advantages. By combining an eye tracking analysis with standardized interviews of 39 German consumers, we evaluate if consumers who consider themselves as “sustainable” perceive sustainable communication (slogans and icons) differently from those consumers without a “sustainable attitude.” The Mann-Whitney U test for statistical analysis did not find any significant differences between the two groups of biospheric/altruistic and egoistic/hedonistic persons. Therefore, findings reject the use of adapted communication strategies for specific target groups regarding Carsharing. Furthermore, results indicate the importance of advertisement elements that symbolize biospheric values.


Carsharing Value orientations Eye tracking Advertisement design Environmentally significant behavior (ESB) 


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Copyright information

© Academy of Marketing Science 2019

Authors and Affiliations

  1. 1.Baden-Wuerttemberg Cooperative State UniversityStuttgartGermany
  2. 2.Bertrandt Ingenieurbüro GmbHMunichGermany

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