제품특성에 따른 사회공헌PR의 소비자 설득효과에 관한 연구 : 제품 혐오성, 공헌 유형, 활동 부합성을 중심으로 = A Study of the Differences in Persuasion Effect of CSR PR by Product Attribute: Focusing on the Influence of CSR Type and Product-Program Fit, Depending on Different Levels of Product Disgust
Most companies in recent years have increased their investment in CSR in an effort to enhance their corporate image. They believe that CSR activities and relevant CSR PR have a positive persuasive effect on consumers.
The purpose of this study is to identify how appreciation of the content of and intention behind a CSR program can variously influence perceptions toward a company according the level of product disgust, and how information about CSR activities have different persuasion effects according to the consumers? existing attitude to the company. A comparative study of tobacco, a product of high-disgust, and confectionary, a product of low-disgust, was carried out to find out how consumer attitudes are affected in terms of product disgust and the product-program fit when consumers are introduced to CSR activities. In addition, the change in consumer attitudes depending on two CSR types ? corporate philanthropy and cause-related marketing ? was researched and analyzed.
The study conducted a survey to verify the CSR effect by giving different stimuli to 480 college students; specifically 203 male students and 277 female students from across the nation. The design consisted of two sets of 2X3 experiments. Twelve scenarios were used, based on three aspects: the level of product disgust (high/low), CSR type (corporate contribution/cause-related marketing), and product-program fit (consumption inducement/consumption neutral/consumption constraint).
In this study, persuasion effects were measured in the area of corporate favorability, corporate image, purchase intention and preference, and participation intention in the campaign, etc. through scenarios of news-stories by the Yonhap News Agency.
The results were as follows;
The study showed that the level of favorability differed according to the level of product disgust even though the CSR types were identical. The level of product disgust had different effects on corporate image, purchase intention and preference, and participation intention in the campaign.
The increase in corporate favorability through CSR activities was higher for the high-disgust product. The corporate image for a tobacco company improved more than that of a confectionary company by a significant margin. Contrary to the general supposition, products of high-disgust are more likely to achieve better results in regard to PR effect than those of low-disgust. Accordingly, corporations that produce high-disgust products are recommended to undertake active CSR activities, rather than approach them passively or avoid them altogether due to concerns over social negativity.
In addition, the results showed that the effect of CSR activities is greatest for CSR types that are consumption neutral for confectionary, a low-disgust product, and are consumption inducement for tobacco, a high-disgust product. Contrary to common perception, consumers evaluated campaigns that were consumption constraint negatively because of suspicions concerning the campaigns? intentions. Accordingly, more attention and care is needed in the selection of CSR type for high-disgust products. Tobacco and alcohol companies that decide to carry out consumption constraint campaigns tend to intentionally avoid or deny consumption inducing campaigns. However, the study showed that such tendency of corporate decisions needs to be reconsidered. It seems that the higher the disgust of the product, the less advisable it is to avoid consumption inducing campaigns.
Thirdly, the study revealed a strong disapproval of campaigns that are considered ?hypocritical PR?. Irrespective of the level of product disgust, consumption constraint campaigns (i.e. prevention of teenage smoking, prevention of teenage obesity) showed the lowest favorability because a campaign that seemingly attempts to discourage sales, the core source of value for a corporation, is considered superficial and may even cause antipathy from consumers.
Fourthly, both low- and high-disgust products saw significant results in corporate favorability regardless of CSR type. This supports the argument that consumers fundamentally evaluate CSR activities in a positive way. The level of product disgust is irrelevant in the guaranteed improvement in corporate favorability. In this context, it can be said that CSR value is a worthy investment. The results were especially positive for CSR types concerned with corporate philanthropy rather than cause-related marketing in terms of absolute value.
Some companies tend to perceive cause-related marketing activities as comparatively more progressive than corporate contributions. However, this study shows that in Korea corporate contribution campaigns are more positively received than campaigns related to cause-related marketing in terms of absolute evaluation.
Fifth, in testing for whether high-disgust product users were more likely to be favorable towards CSR campaigns than non-users, no significant difference was observed in their overall answers. This may be explained by the fact that non-users of high-disgust product have no stronger sense of rejection about CSR activities than users. Accordingly, makers of even high-disgust products need to aim their communications at non-users as well as product users through active PR and CSR activities. They may expect an improvement in corporate favorability corresponding to such efforts.
Sixth, appreciation of the genuineness of corporate intentions increases when consumers spend more time to consider the PR messages. In the case of the high-disgust product (tobacco), the more the respondents thought about the CSR activities and PR content, the higher the positivity level in evaluating the genuineness of the campaign?s intentions. In other words, for high-disgust products, the message needs to be passed through the ELM central route process in order for consumers to give it more thought. However, for confectionary, no difference was observed in the level of genuineness perceived by respondents when they took longer to read the campaign description. This is to say that for low-disgust products the impact of the message does not change with time or consideration. Therefore, the message in this case needs to be passed through the ELM peripheral route process.
From these results we can conclude that this study will be useful in determining that the level of product disgust is an important variable when deciding what type of CSR activity to select.
Secondly, the study attempted to expand pre-existing analyses related to the product-program fit. In particular, it showed for the first time that consumers? reactions differ depending on whether a CSR activity is consumption constraining or inducing even if its product-program fit is highly ?fitting.?
Thirdly, the study is expected to provide useful directions for improving the image of products of high disgust. It will help firms that produce and sell such products to increase consumer favorability more effectively through CSR activities.
Fourthly, the study demonstrated that indiscreet cause-related marketing campaigns can trigger antipathy. This suggests that in general it is advisable to hold campaigns that are contributive in the case of low-disgust products, or consumption inducing in the case of high-disgust products.
The study shows that companies seeking to improve corporate favorability need to engage in CSR in a practical and strategic manner. In order to persuade consumers, CSR PR strategy should be closely connected with the level of product disgust, CSR types and fit to consumption.
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