ABSTRACT
When exposed to cause-related marketing advertisements that use guilt appeals, consumers actively try to interpret the motives behind the company's message and consequently accept (or resist) the persuasion attempt. This study demonstrates that high-emotional-intensity cause-related marketing advertisements create suspicion that the company truly might not be committed to the social cause. If the advertisement is low in emotional intensity, however, guilt appeals lower negative inferences and act as a stimulus to foster consumer identification and positive perceptions of corporate image.
- Received April 11, 2017.
- Received (in revised form) March 17, 2018.
- Accepted May 1, 2018.
- Copyright© 2018 ARF. All rights reserved.
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Vol 64 Issue 3
