How to “Nudge” your consumers toward sustainable fashion consumption: An fMRI investigation

Eun Ju Lee; Hanah Choi; Jinghe Han; Dong Hyun Kim; Eunju Ko; Kyung Hoon Kim

doi:10.1016/j.jbusres.2019.09.050

How to “Nudge” your consumers toward sustainable fashion consumption: An fMRI investigation

Eun Ju Lee, Hanah Choi, Jinghe Han, Dong Hyun Kim, Eunju Ko, Kyung Hoon Kim

Department of Clothing and Textiles

Research output: Contribution to journal › Article › peer-review

43 Citations (Scopus)

Abstract

Consumers often have positive attitudes about green marketing, yet their fashion purchases are not linked to sustainability, revealing an unbalanced psychological state. Based on balance theory, we explain how environmental priming can increase consumer preferences for fashion products with green logos. Using fMRI, we identify the neural representation of the green logo effect as significant activations in the anterior cingulate cortex (ACC). Prior exposure to environmental priming messages increased brain activations in the superior parietal lobule (SPL) and the bilateral lingual gyri (LG) during green-related communication, reflecting brain processes of relational reasoning and leading to increased preference for fashion products that bear a green logo. We discuss managerial implications related to the effectiveness of “nudge” communication techniques in setting up the tone for sustainable fashion marketing.

Original language	English
Pages (from-to)	642-651
Number of pages	10
Journal	Journal of Business Research
Volume	117
DOIs	https://doi.org/10.1016/j.jbusres.2019.09.050
Publication status	Published - 2020 Sept

Bibliographical note

Funding Information:
This research is supported by the National Research Foundation of Korea (NRF) grant funded by the Korea Government (MSIP No. 2015R1A2A2A040052180 ) and NRF grant ( 2018R1A2B6004658 ).

Funding Information:
This research is supported by the National Research Foundation of Korea (NRF) grant funded by the Korea Government (MSIP No. 2015R1A2A2A040052180) and NRF grant (2018R1A2B6004658).

Publisher Copyright:
© 2019 Elsevier Inc.

All Science Journal Classification (ASJC) codes

Marketing

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10.1016/j.jbusres.2019.09.050

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title = "How to “Nudge” your consumers toward sustainable fashion consumption: An fMRI investigation",

abstract = "Consumers often have positive attitudes about green marketing, yet their fashion purchases are not linked to sustainability, revealing an unbalanced psychological state. Based on balance theory, we explain how environmental priming can increase consumer preferences for fashion products with green logos. Using fMRI, we identify the neural representation of the green logo effect as significant activations in the anterior cingulate cortex (ACC). Prior exposure to environmental priming messages increased brain activations in the superior parietal lobule (SPL) and the bilateral lingual gyri (LG) during green-related communication, reflecting brain processes of relational reasoning and leading to increased preference for fashion products that bear a green logo. We discuss managerial implications related to the effectiveness of “nudge” communication techniques in setting up the tone for sustainable fashion marketing.",

author = "Lee, {Eun Ju} and Hanah Choi and Jinghe Han and Kim, {Dong Hyun} and Eunju Ko and Kim, {Kyung Hoon}",

note = "Funding Information: This research is supported by the National Research Foundation of Korea (NRF) grant funded by the Korea Government (MSIP No. 2015R1A2A2A040052180 ) and NRF grant ( 2018R1A2B6004658 ). Funding Information: This research is supported by the National Research Foundation of Korea (NRF) grant funded by the Korea Government (MSIP No. 2015R1A2A2A040052180) and NRF grant (2018R1A2B6004658). Publisher Copyright: {\textcopyright} 2019 Elsevier Inc.",

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doi = "10.1016/j.jbusres.2019.09.050",

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AU - Ko, Eunju

AU - Kim, Kyung Hoon

N1 - Funding Information: This research is supported by the National Research Foundation of Korea (NRF) grant funded by the Korea Government (MSIP No. 2015R1A2A2A040052180 ) and NRF grant ( 2018R1A2B6004658 ). Funding Information: This research is supported by the National Research Foundation of Korea (NRF) grant funded by the Korea Government (MSIP No. 2015R1A2A2A040052180) and NRF grant (2018R1A2B6004658). Publisher Copyright: © 2019 Elsevier Inc.

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N2 - Consumers often have positive attitudes about green marketing, yet their fashion purchases are not linked to sustainability, revealing an unbalanced psychological state. Based on balance theory, we explain how environmental priming can increase consumer preferences for fashion products with green logos. Using fMRI, we identify the neural representation of the green logo effect as significant activations in the anterior cingulate cortex (ACC). Prior exposure to environmental priming messages increased brain activations in the superior parietal lobule (SPL) and the bilateral lingual gyri (LG) during green-related communication, reflecting brain processes of relational reasoning and leading to increased preference for fashion products that bear a green logo. We discuss managerial implications related to the effectiveness of “nudge” communication techniques in setting up the tone for sustainable fashion marketing.

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How to “Nudge” your consumers toward sustainable fashion consumption: An fMRI investigation

Abstract

Bibliographical note

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