Resumen de Doing good matters to consumers: The effectiveness of humane-oriented CSR appeals in cross-cultural standardized advertising campaigns

Sandra Diehl, Ralf Terlutter, Barbara Mueller

• This investigation contributes to the advancement of international advertising theory by developing a model of cross-cultural consumer responses to humane-oriented corporate social responsibility (CSR) appeals in advertising and by testing it using structural equation modelling with data from six countries (Germany, Switzerland, Austria, France, USA, and Chile). The model includes ad-, advertiser-, product-, and behaviour-related variables.

  Based on survey data from 924 subjects, the model received support in all six countries which suggests that humane orientation is a favourable cultural dimension for advertising purposes, even in countries in which humane orientation is less highly valued. The higher the perceived degree of humane orientation in an advertisement, the more positive was the evaluation of the ad, and the more likely subjects were to evaluate the advertiser as being socially responsible. These two variables positively influenced attitudes towards the product and, consequently, behavioural intentions. Some support was found for a moderating influence of country on the relationship between perception of humane orientation in the ad and the evaluation of that ad and on the relationship between perception of humane orientation in the ad and perceived degree of social responsibility of the advertiser. Implications for the use of humane-oriented CSR appeals in international advertising are discussed. Results suggest that international advertisers may pursue a standardized campaign in multiple markets when incorporating humane-oriented CSR appeals. Limitations and directions for further research are addressed.