Is that coffee mug smiling at me? How anthropomorphism impacts the effectiveness of desirability vs. feasibility appeals in sustainability advertising.
Is that coffee mug smiling at me? How anthropomorphism impacts the effectiveness of desirability vs. feasibility appeals in sustainability advertising.
Abstract: In this study, we examine how two message appeals—feasibility vs. desirability—and anthropomorphism jointly shape the effectiveness of environmental persuasion. The findings of Study 1 showed that the feasibility appeal was more effective than the desirability appeal in an ad promoting recycling. In Study 2, we found that this effect was moderated by anthropomorphic imagery in the ad. That is, the desirability appeal was more effective than the feasibility appeal when the ad featured a reusable cup with a smiley face and first-person copy, whereas the feasibility appeal was more effective than the desirability appeal when the ad featured a reusable cup with no smiley face and third-person copy. Theoretical and practical implications for sustainability marketing strategies are discussed.
Related Research
-
Glen Nowak was an invited panelist for a University Research Magazine Association (URMA)Glen Nowak was an invited panelist for a University Research Magazine Association (URMA) online “URMA Live” webinar on “Garnering trust on tough topics” on February 18. He was one of three […]
-
United Press Associations: Collective Action for Local News Outlets?Karin Assman, “United Press Associations: Collective Action for Local News Outlets?” accepted for presentation (and organization) at the 2026 Local Journalism Researchers Workshop this April in Washington, D.C. Overview: This presentation […]