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Consumer skepticism towards cause related marketing: exploring the consumer tendency to question from emerging market perspective

Author

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  • Sujo Thomas

    (Ahmedabad University)

  • Sonal Kureshi

    (Indian Institute of Management)

Abstract

There has been an increase in number of skeptical consumers who do not trust the actions of the marketers. Cause related marketing (CRM) is primarily being used by companies to position themselves on a social platform to develop a positive image in the mind of their customers. It is being increasingly used in several countries to build long term relation between the company and the consumer. The growth of CRM is not restricted to developed countries but has been gaining increased attention in several emerging countries. Knowledge and awareness are necessary ingredients to increase effectiveness of CRM, lack of which may result in consumer skepticism. This study explores consumer awareness and skepticism towards CRM which so far has received little attention from researchers. Statistical analysis was employed to examine the role of socio-demographic variables on both these variables. Data was collected through a survey of 500 consumers from five cites. The findings suggest that higher awareness could lead to higher skepticism. Younger consumers and females were found to less skeptical about CRM. Important implications for researchers are drawn in this study in the area of consumer skepticism towards CRM pertaining to emerging markets like India.

Suggested Citation

  • Sujo Thomas & Sonal Kureshi, 2020. "Consumer skepticism towards cause related marketing: exploring the consumer tendency to question from emerging market perspective," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 17(2), pages 225-236, June.
    • Handle: RePEc:spr:irpnmk:v:17:y:2020:i:2:d:10.1007_s12208-020-00244-5
    DOI: 10.1007/s12208-020-00244-5
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    References listed on IDEAS

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    1. Berglind, Matthew & Nakata, Cheryl, 2005. "Cause-related marketing: More buck than bang?," Business Horizons, Elsevier, vol. 48(5), pages 443-453.
    2. Jayesh D. Patel & Dharmesh D. Gadhavi & Yupal S. Shukla, 2017. "Consumers’ responses to cause related marketing: moderating influence of cause involvement and skepticism on attitude and purchase intention," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 14(1), pages 1-18, March.
    3. Chun-Tuan Chang & Zhao-Hong Cheng, 2015. "Tugging on Heartstrings: Shopping Orientation, Mindset, and Consumer Responses to Cause-Related Marketing," Journal of Business Ethics, Springer, vol. 127(2), pages 337-350, March.
    4. Joëlle Vanhamme & Adam Lindgreen & Jon Reast & Nathalie Popering, 2012. "To Do Well by Doing Good: Improving Corporate Image Through Cause-Related Marketing," Journal of Business Ethics, Springer, vol. 109(3), pages 259-274, September.
    5. La Ferle, Carrie & Kuber, Gayatri & Edwards, Steven M., 2013. "Factors impacting responses to cause-related marketing in India and the United States: Novelty, altruistic motives, and company origin," Journal of Business Research, Elsevier, vol. 66(3), pages 364-373.
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    Cited by:

    1. Madhurima Deb, 2021. "The impact of scepticism in cause-related marketing campaigns on audiences’ behavioural intentions with religiosity as a moderator," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 18(3), pages 387-401, September.
    2. Thomas, Sujo & Jadeja, Ashwin, 2021. "Psychological antecedents of consumer trust in CRM campaigns and donation intentions: The moderating role of creativity," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).

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