1675 - IMPACT OF MESSAGE FRAMING ON SUSTAINABLE CONSUMER INTENTIONS AND BEHAVIORS: A SYSTEMATIC REVIEW

Session: D09S001 - Consumer Psychology and Sustainability
AUTHORS:
Harriet Pinel (Department of Psychology, Università Cattolica Del Sacro Cuore ~ Milano ~ Italy) , Acampora Marta (Department of Psychology, Università Cattolica Del Sacro Cuore ~ Milano ~ Italy) , Campese Daniele (Faculty of Psychology ~ Milano ~ Italy) , Castellini Greta (EngageMinds HUB - Consumer, Food & Health Engagement Research Center, Università Cattolica Del Sacro Cuore ~ Milano ~ Italy) , Castiglioni Cinzia (Department of Psychology, Università Cattolica Del Sacro Cuore ~ Milano ~ Italy)
Abstract text:
Consumer behaviors play a significant role in driving climate change, making the adoption of sustainable consumption practices essential for mitigating environmental impact and promoting planetary well-being. In this scenario, the framing effect has been increasingly used as a form of nudging to encourage sustainable consumption choices. Accordingly, the present study seeks to evaluate the available evidence on the effectiveness of framing in shaping sustainable consumer intentions and behaviors. The articles selection process was conducted according to the PRISMA guidelines and led to the inclusion of 56 articles. Results show an increasing number of studies in the field, mirroring a stronger interest over the years. Overall, framing proved to be effective, with gain and normative frames being the most successful, and highlighting a promising impact of their combination. Furthermore, energy-efficient consumption and sustainable waste management were the most explored domains. However, most research relied on self-reported measures and/or behavioral intentions rather than actual behaviors, hindering the understanding of real-world effects. This systematic review provides a comprehensive overview of the role of framing effects in promoting sustainable consumption, also revealing research gaps and offering practical implications for marketing strategies and interventions aimed at fostering responsible consumer behavior.