Hansen, Torben1; Risborg, Marie Søndergaard2; Steen, Christina Donslund3
1 Department of Marketing, Copenhagen Business School2 Beiersdorf A/S, Copenhagen3 Novo Nordisk A/S
A Value-driven TRA Approach
This study concerns the free-of trend on the cosmetics market as expressed by a tendency among consumers to prefer cosmetics that are free of certain ingredients. Combining the Theory of Reasoned Action with a value-driven approach, this study empirically investigates the association between consumers' personal values and their attitude and behaviour associated with purchasing free-of cosmetics. A quantitative online survey of 250 Danish female consumers was conducted using self-administering questionnaires. The findings indicate that consumers' willingness to purchase free-of cosmetics (R² = .48) is both influenced by attitude (β = .65) and perceived subjective norm (β = .21) with attitude having the largest predictive power. Moreover, consumers' attitude towards willingness to purchase free-of cosmetics seems to be value driven. Our results indicate that two values, self-transcendence (β = .28) and self-enhancement (β = −.21), significantly influence attitude towards free-of cosmetics purchase (R² = .10).
Journal of Consumer Behaviour, 2012, Vol 11, Issue 6, p. 477-486