From the Commercial to the Communal: Reframing Taboo Trade-Offs in Religious and Pharmaceutical Marketing

Loading...
Thumbnail Image
Penn collection
Management Papers
Degree type
Discipline
Subject
Management Sciences and Quantitative Methods
Funder
Grant number
License
Copyright date
Distributor
Related resources
Author
McGraw, A. Peter
Schwartz, Janet A
Tetlock, Philip E
Contributor
Abstract

Although consumers typically expect organizations to profit from marketing goods and services, they also believe that certain organizations, like those that focus on religion and health, should prioritize communal obligations. Indeed, consumers may find it morally distressing when communally focused organizations use overtly commercial marketing strategies like rebranding or value-based pricing. We demonstrate how moral distress and consumer backlash result from such taboo trade-offs and investigate when communal-sharing rhetoric for religious and pharmaceutical marketing reduces distress. Communal justifications used by communally focused organizations are particularly effective when consumers are not closely monitoring the motives of the organization or when the product is need-based. However, communal justifications become less effective and market-pricing justifications become more effective when consumers are attuned to the persuasive intentions of the organization. Implications for consumer goals are discussed.

Advisor
Date Range for Data Collection (Start Date)
Date Range for Data Collection (End Date)
Digital Object Identifier
Series name and number
Publication date
2012-06-01
Journal title
Journal of Consumer Research
Volume number
Issue number
Publisher
Publisher DOI
Journal Issue
Comments
Recommended citation
Collection