The DOI matches its Crossref record; 9 of the 9 references it cites were found in a registry or an index.
It's the Mind-Set that Matters: The Role of Construal Level and Message Framing in Influencing Consumer Efficacy and Conservation Behaviors
Abstract
Across three studies, this research elucidates when loss- versus gain-framed messages are most effective in influencing consumer recycling by examining the moderating role of whether a more concrete or abstract mind-set is activated. First, in a field study, the authors demonstrate that loss frames are more efficacious when paired with low-level, concrete mind-sets, whereas gain frames are more effective when paired with high-level, abstract mind-sets. This is an important, substantive finding that persisted over a significant time span. in addition, in two additional laboratory studies, they find further evidence for this matching hypothesis, in which a pairing of loss- (gain-) framed messages that activates more concrete (abstract) mind-sets leads to enhanced processing fluency, increased efficacy, and, as a result, more positive recycling intentions. The findings have implications for marketers, consumers, and society as a whole.
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Cites
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Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models
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“…engaging in a particular action, and research shows negative events and states tend to serve as a signal to the person that there is some threat or problem that needs to be addressed (e.g., Baumeister et al. 2001; Schwartz and Bless 1991), which leads to mobilization toward action (Taylor 1991).”
Negativity Bias, Negativity Dominance, and Contagion
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Cited by
How to SHIFT Consumer Behaviors to be More Sustainable: A Literature Review and Guiding Framework
White, K., Habib, R., & Hardisty, D. J. (2019) · Journal of Marketing · doi:10.1177/0022242919825649 · Cited by 2,386
Self-citationKouchaki, M., & Desai, S. D. (2015) · Journal of Applied Psychology · doi:10.1037/a0037796 · Cited by 344
Going green: how different advertising appeals impact green consumption behavior
Yang, D., Lu, Y., Zhu, W., & Su, C. (2015) · Journal of Business Research · doi:10.1016/j.jbusres.2015.04.004 · Cited by 299
The Effect of Negative Message Framing on Green Consumption: An Investigation of the Role of Shame
Amatulli, C., De Angelis, M., Peluso, A. M., Soscia, I., & Guido, G. (2019) · Journal of Business Ethics · doi:10.1007/s10551-017-3644-x · Cited by 267
Loss or gain? The role of message framing in hotel guests’ recycling behaviour
Grazzini, L., Rodrigo, P., Aiello, G., & Viglia, G. (2018) · Journal of Sustainable Tourism · doi:10.1080/09669582.2018.1526294 · Cited by 230
Metadata
- Authors
- White, K., Macdonnell, R., & Dahl, D. W.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 2011-06
- Volume
- 48
- Issue
- 3
- Pages
- 472-485
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2325578273
- Cited by
- 756
- References
- 9
- FWCI
- 9.18
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: It's the Mind-Set that Matters: The Role of Construal Level and Message Framing in Influencing Consumer Efficacy and Conservation Behaviors. https://app.cochat.ai/papers/10.1509/jmkr.48.3.472
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- White, K., Macdonnell, R., & Dahl, D. W. (2011). It's the Mind-Set that Matters: The Role of Construal Level and Message Framing in Influencing Consumer Efficacy and Conservation Behaviors. Journal of Marketing Research. https://doi.org/10.1509/jmkr.48.3.472
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
