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The relevance of cause-related marketing to post-purchase guilt alleviation

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  • Susana Costa e Silva

    (Universidade Católica Portuguesa)

  • Carla Carvalho Martins

    (Universidade Católica Portuguesa)

Abstract

Guilt is a self-conscious emotion that strongly influences human behavior, namely consumption. Aware of this, many brands promote anticipatory non-purchase guilt to lead people to buy their products. However, fewer are giving attention to the question of purchase guilt, despite the fact that it may be an aspect that hinders people to repurchase a product and recommend it to others. According to Burnett and Lunsford (1994), feelings of consumer guilt may arise from different types of transgressions, leading to four different types of consumption-related guilt: social responsibility guilt, moral guilt, health guilt and financial guilt. This study has two main purposes. First it strives to identify which kind of purchase behaviors better explain purchase guilt, an emotion that brands would like to prevent. Second, it examines the potential importance of using social causes as a remedy for preventing purchase guilt, namely by brands that, for their nature, will tend to incite more guilt. The results of a survey-based study suggest that only financial guilt feelings are good antecedents of general post-purchase guilt. These results have important implications to marketing practitioners for products whose marketing should receive special attention when it comes to prevent the occurrence of purchase guilt as a deterrent of buying. The results of an experimental study with a sample of 840 individuals opened new vistas in the use of cause-related marketing strategies to cope with the purchase guilt, by proving that the inclusion of a social cause in a marketing campaign may decrease the feelings of guilt and regret and increase the probability of buying and recommending a product. These results have important implications to marketing practitioners for products whose marketing should receive special attention when it comes to prevent the occurrence of purchase guilt, as a deterrent to buying. We conclude by opening new vistas in the use of cause-related marketing strategies to cope with the post-purchase guilt that some products may display.

Suggested Citation

  • Susana Costa e Silva & Carla Carvalho Martins, 2017. "The relevance of cause-related marketing to post-purchase guilt alleviation," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 14(4), pages 475-494, December.
    • Handle: RePEc:spr:irpnmk:v:14:y:2017:i:4:d:10.1007_s12208-017-0183-1
    DOI: 10.1007/s12208-017-0183-1
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    References listed on IDEAS

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    Cited by:

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    2. Miranda Mafalda M. & Silva Susana Costa e & Duarte Paulo & Glaser-Segura Daniel, 2020. "Cause-Related Marketing: Do Managers Understand and Use This Tool?," Management & Marketing, Sciendo, vol. 15(4), pages 587-604, December.
    3. Susana Costa e Silva & Paulo Duarte & Ana Filipa Lopes Marinho & Božidar Vlačić, 2021. "How permeable to cause-related marketing are millennials?," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 18(3), pages 335-360, September.
    4. Hajdas Monika & Szpulak Aleksandra & Radomska Joanna & Silva Susana C., 2022. "Don’t tell me stories – the narratives of retirement and their relation with brand associations," International Journal of Management and Economics, Warsaw School of Economics, Collegium of World Economy, vol. 58(1), pages 17-32, March.
    5. Susana Costa e Silva & Paulo Duarte & Joana César Machado & Carla Martins, 2020. "Cause-related marketing in online environment: the role of brand-cause fit, perceived value, and trust," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 17(2), pages 135-157, June.
    6. Bhattacharyya, Jishnu & Balaji, M.S. & Jiang, Yangyang, 2023. "Causal complexity of sustainable consumption: Unveiling the equifinal causes of purchase intentions of plant-based meat alternatives," Journal of Business Research, Elsevier, vol. 156(C).
    7. Sara Osama Hassan & Ehab Mohamed AbouAish, 2018. "The impact of strategic vs. tactical cause-related marketing on switching intention," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 15(3), pages 253-314, September.

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