What’s in it for you? Examining the roles of consumption values and Thaler’s acquisition–transaction utility theory in Chinese consumers’ green purchase intentions

Abstract

Purpose - This study examines the impact of five consumption values (i.e., ecological, functional, symbolic, experiential, and epistemic) on consumers’ intentions to adopt green products. Utilizing Thaler’s utility theory, we investigate the indirect effect of values on purchase intention through acquisition utility and transaction utility. Two moderators (materialism orientation and value consciousness) further influence the strength of the effect of consumption values on transaction utility. Design/methodology/approach - We used a survey design (N=437 Chinese customers recruited through a Chinese online panel provider) and structural equation modeling to test six hypothesized relationships in the proposed model. Moderated structural equation modeling was used for moderation analysis. Findings - Most hypothesized relationships in the model were confirmed, with the exception of the functional value-transaction utility link, and the moderating effect of materialism on the experiential value-transaction utility relationship. Research limitations/implications -Larger-scale research may help to determine whether there are more significant differences in consumer evaluations of different types of green products. Practical implications - As the concept of green marketing in China evolves, firms should continue to stress the importance and value of green products regarding individuals’ care for the environment, status, and self-image. Further, firms should conduct systematic utility analyses and address acquisition and price equity in a strategic process. Originality - This study is the first to adapt utility theory to green consumption, and proposes a clearly defined and well-substantiated set of utility types by merging economic and green consumption literature.