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Communication and marketing of services by religious organizations in India

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  • Iyer, Sriya
  • Velu, Chander
  • Mumit, Abdul

Abstract

Marketing communication is a vital strategic tool for religious organizations to achieve competitive differentiation. The study uses media richness theory with competitive response to develop hypotheses about the use of personal and non-personal channels by religious organizations. The study uses unique primary survey data on 568 Hindu, Muslim, Christian, Sikh and Jain organizations spread over 7 states in India, collected between 2006 and 2008, to investigate the marketing communication strategy of religious organizations in response to their competitors' use of non-personal communication channels and provision of non-religious services. The findings suggest that if a competitor uses higher non-personal communication channels, then this evokes a retaliatory reaction with the incumbent, increasing their personal communication channels. Second, an incumbent who is more responsive to a competitor increasing their non-religious service provision will respond by increasing their non-personal communication channels and by decreasing their personal channels. The findings have implications for managers who need to select the richness of the media for their communications' strategy in the context of competitive response.

Suggested Citation

  • Iyer, Sriya & Velu, Chander & Mumit, Abdul, 2014. "Communication and marketing of services by religious organizations in India," Journal of Business Research, Elsevier, vol. 67(2), pages 59-67.
    • Handle: RePEc:eee:jbrese:v:67:y:2014:i:2:p:59-67
    DOI: 10.1016/j.jbusres.2013.03.012
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    5. Iyer, S. & Velu, C. & Xue, J. & Chakravarty, T., 2011. "Divine Innovation: Religion and Service Provision by Religious Organizations in India," Cambridge Working Papers in Economics 1135, Faculty of Economics, University of Cambridge.
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    Cited by:

    1. Mukherjee, Debmalya & Kumar, Satish & Mukherjee, Deepraj & Goyal, Kirti, 2022. "Mapping five decades of international business and management research on India: A bibliometric analysis and future directions," Journal of Business Research, Elsevier, vol. 145(C), pages 864-891.
    2. Chaudhary, Latika & Rubin, Jared, 2016. "Religious identity and the provision of public goods: Evidence from the Indian Princely States," Journal of Comparative Economics, Elsevier, vol. 44(3), pages 461-483.
    3. Sriya Iyer, 2016. "The New Economics of Religion," Journal of Economic Literature, American Economic Association, vol. 54(2), pages 395-441, June.
    4. Engelland, Brian T., 2014. "Religion, humanism, marketing, and the consumption of socially responsible products, services, and ideas: Introduction to a special topic section," Journal of Business Research, Elsevier, vol. 67(2), pages 1-4.
    5. Sriya Iyer & Chander Velu & Melvyn Weeks, 2014. "Divine Competition: Religious Organisations and Service Provision in India," Cambridge Working Papers in Economics 1409, Faculty of Economics, University of Cambridge.

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