Journal of Business Ethics 113 (2):243-263 (2013)

Abstract
The purpose of cause-related marketing is to capitalise on a firm’s social engagement initiatives to achieve a positive return on a firm’s social investment. This article discusses two strategic perspectives of cause-related marketing and their impact on a firm’s decision-making regarding campaign development. The instrumental dominant logic of cause-related marketing focuses on attracting customers’ attention in order to generate sales. The relational dominant logic of cause-related marketing focuses on building relationships with the target stakeholders through the enhancement of a firm’s legitimacy. The combination of these two types of logic gives rise to four types of cause-related marketing: altruistic, commercial, social and integrative. This paper uses the qualitative method to explore a firm’s marketing decision choices regarding campaign-related decision dimensions—campaign duration, geographical scope, cause selection, and implementation strategy—for each type of cause-related marketing. The finding provides theoretical, managerial and public policy implications
Keywords Cause-related marketing  Consumer  Corporate legitimacy  Stakeholder management  Corporate social responsibility
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DOI 10.1007/s10551-012-1292-8
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References found in this work BETA

Stakeholder Influence Capacity and the Variability of Financial Returns to Corporate Social Responsibility.Michael L. Barnett - 2005 - Proceedings of the International Association for Business and Society 16:287-292.

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Citations of this work BETA

The Detrimental Effect of Cause-Related Marketing Parodies.Ouidade Sabri - 2018 - Journal of Business Ethics 151 (2):517-537.

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