To see or not to see

The effect of observability of the recycled content on consumer adoption of products made from recycled materials

Journal Article (2024)
Author(s)

Athanasios Polyportis ( Erasmus Universiteit Rotterdam)

Ruth Mugge (TU Delft - Responsible Marketing and Consumer Behavior, Universiteit van Amsterdam)

L.B.M. Magnier (TU Delft - Responsible Marketing and Consumer Behavior)

Research Group
Responsible Marketing and Consumer Behavior
DOI related publication
https://doi.org/10.1016/j.resconrec.2024.107610
More Info
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Publication Year
2024
Language
English
Research Group
Responsible Marketing and Consumer Behavior
Volume number
205
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Abstract

Despite their environmental benefits, products made from recycled materials are not readily adopted. Prior studies focused on improving consumer adoption via product attributes and marketing elements, but the impact of product appearance remains a gap in the literature. This research contributes by investigating how observability of the recycled content, as a product appearance intervention, influences consumer adoption of products made from recycled materials. Building on the integrated conceptual framework for consumer response to the visual domain in product design, the findings from three experiments (n1=162, n2=219, n3=320) demonstrate that observability of the recycled content leads to higher purchase intentions (Studies 1, 2 and 3). The underlying process for this effect is that these observable appearance cues trigger identity signaling (Studies 2 and 3). This effect is stronger when the consumption context is public (Study 3). These findings enable practitioners to enhance adoption of these products through altering their appearance.