University of Hull logo

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

Yoganathan, Vignesh; Osburg, Victoria-Sophie; Akhtar, Pervaiz

Authors

Vignesh Yoganathan

Victoria-Sophie Osburg

Pervaiz Akhtar



Contributors

Victoria-Sophie Osburg
Other

Vignesh Yoganathan
Other

Pervaiz Akhtar
Other

Abstract

© 2018 Elsevier Inc. 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.

Journal Article Type Article
Publication Date 2019-03
Print ISSN 0148-2963
Publisher Elsevier
Peer Reviewed Peer Reviewed
Volume 96
Pages 386-396
Institution Citation Yoganathan, V., Osburg, V., & Akhtar, P. (2019). Sensory stimulation for sensible consumption: Multisensory marketing for e-tailing of ethical brands. Journal of business research, 96, 386-396. https://doi.org/10.1016/j.jbusres.2018.06.005
DOI https://doi.org/10.1016/j.jbusres.2018.06.005
Keywords Marketing
Publisher URL https://www.sciencedirect.com/science/article/pii/S0148296318302923?via%3Dihub
Copyright Statement © 2019. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/

Files

This file is under embargo until Jan 8, 2020 due to copyright restrictions.



Downloadable Citations