How detailed product information strengthens eco-friendly consumption

Victoria Sophie Osburg*, Vignesh Yoganathan, Sandra Brueckner, Waldemar Toporowski

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review


Purpose: Whilst many studies consider labelling as means of aggregated communication of environmental product features, the presentation of detailed product information seems a promising alternative. However, the mechanisms through which detailed product information takes effect on consumers requires better understanding. The purpose of this paper is to empirically develop a framework that focuses on consumers’ perceived usefulness of, and trust in, detailed product information, whilst also considering the role of environmental self-identity. This understanding will help businesses to further stimulate eco-friendly consumption. Design/methodology/approach: Structural equation modelling and conditional process analysis are utilised to test hypotheses based on a sample of 279 respondents to a German online survey. Findings: Results show that the perceived usefulness of product information (PUPI) has a positive effect on purchase intention, and this effect is intensified by an individual’s environmental self-identity. Furthermore, for consumers with high environmental self-identity, the effect of PUPI on purchase intention is mediated in turn by trust in detailed product information and resistance to negative information. Originality/value: This study contributes to the debate on the role of product information in ethical consumption by showing how detailed product information gives rise to favourable behavioural outcomes. When detailed information is perceived as being useful, it can affect purchase intention through greater trust and an increased resistance to negative information. Further, detailed product information appears beneficial for both, the mass market and specific segments with high environmental self-identity. Hence, this study empirically establishes the effects of detailed product information on consumer decision making, thus informing sustainability-related marketing theory and practice.

Original languageEnglish
Pages (from-to)1084-1099
Number of pages16
JournalManagement Decision
Issue number6
Publication statusPublished - 27 Apr 2020

Bibliographical note

Publisher Copyright:
© 2019, Emerald Publishing Limited.


  • Consumer trust
  • Eco-friendly consumption
  • Environmental self-identity
  • Perceived usefulness
  • Product information


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