From Emotion to Action: How Framed Sustainability Messages Trigger Physiological Reactions and Influence Consumer
Alina Simona Tecău1, Cătălin Ioan Maican2, Eliza Ciobanu1
1Marketing, Tourism-Service and International Relations Department, Faculty of Economic Sciences and Business Administration, Transilvania University of Brasov, 500007 Brasov, Romania.
Abstract:
The study examines the emotional and physiological effects of message framing in sustainability communication. Specifically, it explores how different image-message combinations shape consumer engagement by measuring physiological arousal (activation), and emotional resonance (impact) across various product categories. By using Galvanic Skin Response data combined with a hierarchical cluster analysis, the research provides insights into how individuals process sustainability information at both emotional and cognitive levels. The results reveal diverse and nuanced reactions shaped by the interaction of message framing, topic, and gender. The identification of seven distinct response patterns contributes to emerging consumer typologies in sustainability communication, offering practical value for organizations seeking to tailor messaging, enhance audience engagement, and encourage sustainable behavior.
Related Concept Videos
Framing Effects
Factors Affecting Perception
An illustrative example of a perceptual set is the scenario where an airline pilot told...
Facial Feedback Hypothesis
The Influence of Cognition on Affect
Cognitive Theories: Schachter-Singer Theory of Emotion
Physiological Arousal and Cognitive Labeling
According to this theory, when an individual experiences...
Social Proof


