From green to ethical consumers: What should you change in your advertisement to motivate them to buy ethical products?

Publication Type:
Conference Proceeding
Proceedings of the 28th ANZAM Confernece 3-5 December 2014 UTS Sydney, 2014
Issue Date:
Full metadata record
This article introduces a two-dimensional model that aims to capture the complexity of motives of contemporary ethical consumers. The framework identifies four broad motivations for ethical consumption: Self-actualization, Hedonic, Conformity and Self-Orientation. To illustrate how the framework may be used, we present the results of two exploratory studies; the first examining the motivations of self-identifying ethical consumers (173 consumers from 27 nationalities), and the second analysing the primary motivating message of a set of 23 advertisements for ethical products from eight different countries. Our results indicate that while all four categories of motivation are salient to consumers, advertisers in our sample tended to focus their message on only one category of motivations (selfactualization).
Please use this identifier to cite or link to this item: