Walden University ScholarWorks Walden Dissertations and Doctoral Studies Walden Dissertations and Doctoral Studies Collection 2017 Strategies for Implementing Advertisements in the Green Industry Ashley Deal Castle Walden University Follow this and additional works at: https://scholarworks.waldenu.edu/dissertations Part of the Advertising and Promotion Management Commons, Environmental Sciences Commons, and the Marketing Commons This Dissertation is brought to you for free and open access by the Walden Dissertations and Doctoral Studies Collection at ScholarWorks. It has been accepted for inclusion in Walden Dissertations and Doctoral Studies by an authorized administrator of ScholarWorks. For more information, please contact [email protected]. Walden University College of Management and Technology This is to certify that the doctoral study by Ashley Castle has been found to be complete and satisfactory in all respects, and that any and all revisions required by the review committee have been made. Review Committee Dr. Marilyn Simon, Committee Chairperson, Doctor of Business Administration Faculty Dr. Mary Dereshiwsky, Committee Member, Doctor of Business Administration Faculty Dr. Cheryl Lentz, University Reviewer, Doctor of Business Administration Faculty Chief Academic Officer Eric Riedel, Ph.D. Walden University 2017 Abstract Strategies for Implementing Advertisements in the Green Industry by Ashley Castle MBA, Strayer University, 2011 BSBA, Western Carolina University, 2004 Doctoral Study Submitted in Partial Fulfillment of the Requirements for the Degree of Doctor of Business Administration Walden University October 2017 Abstract After a growth in sales of 30% from 2007 to 2010, green product market sales declined 2% from 2010 to 2014 in the United States. Business leaders need to incorporate sustainable business practices and use green messaging within advertisements and marketing campaigns to assure that present needs do not compromise the ability of future generations to meet their needs. This qualitative case study explored marketing strategies that business leaders in the green advertising industry use to increase the sale of green products. The social cognitive theory was the conceptual framework used in this study. In-depth interviews with 5 purposively selected business leaders with experience in advertising green products were supplemented with a review of documentation. Yin’s 5- step analysis guided the coding process of participants’ responses, and member checking was used to validate the transcribed data. The major themes of the study revealed strategies used in green advertising. The themes that emerged from the research include usage of social media, understanding behaviors of green consumers, and expectations of the emerging millennial generation. The implication for positive social change is the potential for increased environmental awareness that could positively affect the environment and improve effectiveness for companies that sell green products. Strategies for Implementing Advertisements in the Green Industry by Ashley Castle MBA, Strayer University, 2011 BSBA, Western Carolina University, 2004 Doctoral Study Submitted in Partial Fulfillment of the Requirements for the Degree of Doctor of Business Administration Walden University October 2017 Dedication I would like to dedicate this to my supportive family. No matter what endeavors I take on and attempt to accomplish, they are always supportive. To the most understanding husband in the world, Elijah, you have been supportive and have been patience with my consistently growing goals over the years. From a sophomore in high school to doctoral graduation, from the mountains to the beach, and everywhere in between as our lives have grown together, you have been always encouraged me to attempt anything that I want to accomplish and gracefully accepting the time that those endeavors take. To the most amazing son that anyone could ever have, Dalton. As you enter into the Marines this year, I think about how I have been a student for the majority of your life, yet I have never felt we missed any great times together. Early in my graduate work, my homework time was the only time you were allowed to play video games, so you looked forward to it. As both of our careers advance, I now see that was time well spent for the both of us. Acknowledgments I would like to acknowledge my doctoral committee that helped shape the study to what it has become today. I feel honored to be one of the last of thousands of doctoral students to be shaped and influenced by Dr. Marilyn Simon. She is like a light always reminding me of the “big rocks” and always encouraging when I take on more rocks than my jar could even fit. There is no way that I could have made this journey without her and my dedicated committee. I would also like to acknowledge a few key members of my Strayer family that nurtured and encouraged this transition from operations into academics, even when it wasn’t the cool thing to do. I will never forget the nurturing and flexibility that those few key members of my Strayer family have shown over the last few years. For that, I will always be grateful. Table of Contents Table of Contents ................................................................................................................. i Section 1: Foundation of the Study ......................................................................................1 Background of the Problem ...........................................................................................1 Problem Statement .........................................................................................................2 Purpose Statement ..........................................................................................................3 Nature of the Study ........................................................................................................4 Research Question .........................................................................................................6 Interview Questions .......................................................................................................6 Conceptual Framework ..................................................................................................7 Operational Definitions ..................................................................................................8 Assumptions, Limitations, and Delimitations ..............................................................10 Assumptions .......................................................................................................... 10 Limitations ............................................................................................................ 10 Delimitations ......................................................................................................... 11 Significance of the Study .............................................................................................11 Contribution to Business Practice ......................................................................... 12 Implications for Social Change ............................................................................. 12 A Review of the Professional and Academic Literature ..............................................13 Environmental Concerns and Consciousness ..............................................................14 Environment Sustainability ..........................................................................................16 i Trends in Sustainable Business Practices ....................................................................17 Corporate Social Responsibility ........................................................................... 18 Green Effect on Environmental Consumption .............................................................20 History of Green Marketing .........................................................................................20 Importance of Green Marketing ...................................................................................22 History of Green Advertising.......................................................................................25 Defining Green Advertising .................................................................................. 25 Communicating Green Innovations and Brands through Messaging ................... 27 Green Advertising Effect on Consumer Behavior ................................................ 27 Shift of Advertising Channels ......................................................................................28 Qualitative Case Study .................................................................................................31 Social Cognitive Theory ..............................................................................................32 Advertising Appeals.....................................................................................................35 Emotional Appeal ................................................................................................. 36 Informative Appeal ............................................................................................... 38 Ecologically Themed Advertising Claim Types ..........................................................40 Challenges of Green Marketing ...................................................................................41 Green Products .............................................................................................................42