Success Factors of Cause-Related Marketing in Germany

Nina Langen, Carola Grebitus, Monika Hartmann

Research output: Contribution to journalArticle

7 Citations (Scopus)

Abstract

Cause-related marketing (CrM) campaigns are increasingly used by firms as a marketing tool to promote and differentiate their products from those of competitors. Nevertheless, little is known about consumers' attitudes, knowledge, and perception regarding CrM campaigns and the communication channels they use to learn about CrM. In this article the authors focus on the role of these and other success factors such as cause-brand fit and product fit influencing German consumers' willingness to buy a CrM promoted product. Results from a consumer study provide evidence that consumers in general hold positive attitudes towards CrM, but that these are not strongly reflected in intended or actual purchase behavior. Based on factor and cluster analyses the authors derive marketing recommendations for companies on how to effectively address different consumer segments regarding the CrM products. We identify four groups of consumers that differ in their attitudes towards CrM products. While some consumers appreciate CrM products, others are more critical towards the concept of CrM. [JEL Classifications: M310, Q13].

Original languageEnglish (US)
Pages (from-to)207-227
Number of pages21
JournalAgribusiness
Volume29
Issue number2
DOIs
StatePublished - Mar 2013

Fingerprint

Marketing
Germany
marketing
cause
willingness to pay
Cause-related marketing
Success factors
campaign
consumer attitudes
animal communication
Statistical Factor Analysis
Cluster Analysis
purchase
product
Communication
communication
firm

ASJC Scopus subject areas

  • Agronomy and Crop Science
  • Economics and Econometrics
  • Food Science
  • Animal Science and Zoology
  • Geography, Planning and Development

Cite this

Success Factors of Cause-Related Marketing in Germany. / Langen, Nina; Grebitus, Carola; Hartmann, Monika.

In: Agribusiness, Vol. 29, No. 2, 03.2013, p. 207-227.

Research output: Contribution to journalArticle

Langen, Nina ; Grebitus, Carola ; Hartmann, Monika. / Success Factors of Cause-Related Marketing in Germany. In: Agribusiness. 2013 ; Vol. 29, No. 2. pp. 207-227.
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