Why wouldn’t green appeal drive purchase intention? Moderation effects of consumption values in the UK and China

• Published in: Journal of business research Vol. 122; pp. 713 - 724
• Main Authors: De Silva, Muthu, Wang, Pengji, Kuah, Adrian T.H.
• Format: Journal Article
• Language: English
• Published: Elsevier Inc 01.01.2021; Elsevier B.V
• Subjects: Analysis; Business schools; Consumption; Consumption (Economics); Environmental consciousness; Green products; Marketing research; Purchase intention; Status consciousness; Value-for-money consciousness; Consumption; Environmental consciousness; Green products; Status consciousness; Purchase intention; Value-for-money consciousness
• ISSN: 0148-2963; 1873-7978
• DOI: 10.1016/j.jbusres.2020.01.016

Although a positive relationship is expected between consumers’ awareness of green benefits in a green product and their purchase intention, several studies have demonstrated otherwise. Against this back-drop, this article investigates how three personal consumption values—namely, environmental, status, and value-for-money consciousness—moderate the relationship between consumers’ awareness of a product’s green benefits and their purchase intention. From a survey of 956 consumers across the United Kingdom and China, we find a positive and significant relationship between consumers’ awareness of green benefits and their purchase intention. However, these consumption values significantly moderate this relationship. In the United Kingdom, environmental consciousness strengthens the relationship. On the other hand, status consciousness and value-for-money consciousness strengthen the relationship in China. The findings make original contributions to the literature by highlighting how to integrate individual consumption values in differing national cultures to refine green marketing theories.