Consumer reactions to business-nonprofit alliances: Who benefits and when?

Caglar Irmak, Sankar Sen, C. B. Bhattacharya

Research output: Contribution to journalArticle

17 Scopus citations

Abstract

We investigate the effect of increased company involvement on consumer reactions to companies and nonprofits in business–nonprofit alliances to show that consumer reactions to the two parties in such alliances can, under certain conditions, diverge from each other. Specifically, we show that increased company involvement results in more positive consumer attitudes toward companies with low (but not high) reputation, while it leads to more positive consumer attitude toward nonprofits that partner with companies with high (but not low) reputation. Furthermore, we demonstrate that these effects are independent of the perceived fit between the company and nonprofit forming the alliance. Finally, we show that when consumers elaborate on company motives, the observed effects of increased company involvement are mitigated.

Original languageEnglish (US)
Pages (from-to)29-42
Number of pages14
JournalMarketing Letters
Volume26
Issue number1
DOIs
StatePublished - 2013
Externally publishedYes

Keywords

  • Alliance fit
  • Business–nonprofit alliance
  • Company involvement
  • Company reputation
  • Corporate social responsibility
  • Nonprofit

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

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