Volltext-Downloads (blau) und Frontdoor-Views (grau)

Increasing sustainable consumption: message framing and in-store technology

  • Purpose This study investigates the potential of two different digital in-store technologies and advertisement message framings according to the construal-level theory for increasing sustainable consumption. This paper aims to provide managerial implications for the promotion of sustainable products at the point of sale as well as to theoretically contribute by integrating the literature streams of perceptual research, point-of-sale marketing and construal-level theory. Design/methodology/approach The authors tested their hypotheses in a two-week field experiment with a 2 (product label: organic vs local) × 2 (message framing: high vs low construal level) × 2 (presentation technology: digital signage vs augmented reality) between-subjects factorial design. The study was conducted in two grocery stores of different sizes using milk as a test product. Purchase data, as well as attention data gathered by facial recognition software, were analyzed. Findings Even though the magic mirror augmented reality application attracted significantly more attention, it did not significantly boost sales compared to the digital signage technology. In the larger store, the sales of the advertised sustainable products were significantly higher in both technology conditions than in the control condition without advertisement. If consumers pay enough attention to the promotion, results indicate that using messages with a concrete low-level construal is more useful for organic goods. Originality/value This study is the first investigating a combination of in-store technology and construal-level message framing for the promotion of sustainable products. It extends the retailing literature by proposing a two-step approach on how to use in-store technology effectively: (1) gaining attention and (2) matching messages to existing cognitions.

Export metadata

Additional Services

Search Google Scholar


Document Type:Article
Author:Anna-Katharina Jäger, Anja WeberORCiD
Chairs and Professorships:Chair of Marketing Management and Sustainability
Parent Title (English):International Journal of Retail & Distribution Management
Place of publication:Bingley
Publisher:Emerald Group Publishing Limited
Volume:48 / 8
Year of Completion:2020
First Page:803
Last Page:824
Content Focus:Academic Audience
Peer Reviewed:Yes
Rankings:VHB Ranking / C
Licence (German):License LogoUrheberrechtlich geschützt