Keeping promises in cause-related marketing campaigns: development and validation of promised impact evidence scale
ISSN: 0736-3761
Article publication date: 29 February 2024
Issue publication date: 11 March 2024
Abstract
Purpose
This study aims to investigate the potential positive effects of cause-related marketing (CRM) campaigns that show evidence of commitment to espoused causes. It examines whether consumers respond positively when a CRM campaign promises to deliver proof of the espoused cause.
Design/methodology/approach
This study adopted the grounded theory approach to conceptualize the promised impact evidence construct. A promised impact evidence scale was developed and validated using robust qualitative and quantitative methods, including item response theory estimates.
Findings
The study provides evidence for promised impact evidence as a reflective second-order latent construct. The promised impact evidence scale demonstrates strong internal consistency, reliability and validity. In addition, this study posits that promised impact evidence is an antecedent of advertising trust, purchase intention, advertising credibility and persuasive and selling intent.
Originality/value
This study positioned the promised impact evidence scale against the theoretical underpinnings of the persuasion knowledge model. Specifically, this scale contributes to existing knowledge because it applies the persuasion knowledge model in CRM campaigns by adopting an acceptance focus, as opposed to the rejection focus used in developing persuasion knowledge model scales.
Keywords
Citation
Shanbhag, P.R., Pai P., Y., Pattusamy, M., Kidiyoor, G. and Prabhu, N. (2024), "Keeping promises in cause-related marketing campaigns: development and validation of promised impact evidence scale", Journal of Consumer Marketing, Vol. 41 No. 2, pp. 239-257. https://doi.org/10.1108/JCM-11-2022-5705
Publisher
:Emerald Publishing Limited
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