The constructs mediating religions' influence on buyers and consumers

Abstract

Purpose There is limited conceptual and theoretical knowledge among marketers and practitioners regarding the measurement of religious influences in consumer market‐place behaviours. The purpose of this paper is to review religious factors that appear to influence buyer and consumer behaviour in the light of findings from marketing and religious psychology. Design/methodology/approach The paper utilises academic databases to search for marketing and religious psychology papers that deal with influences of religion and constructs that have been suggested to mediate them. Findings from religious psychology are utilised as the backbone for understanding religious influence. The paper also compares and groups terminologies and concepts used in marketing studies, suggesting a holistic view of religion and factors that may mediate religious influences on consumers' market‐place behaviours. Findings Five factors of religious influence have been identified. These are commitment, motivation, affiliation, knowledge about a religion and awareness of the social consequences of following a religion. The characteristics, importance and applications of these factors are discussed. Originality/value The paper applies knowledge from the area of religious psychology to offer a holistic view in understanding factors that tend to mediate religious influences on consumer behaviours.

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