International Journal of Academic Research in Business and Social Sciences

search-icon

Understanding Sustainable Marketing through Sustainable Digital Advertising: Stimulus-Organism-Response (SOR) Model on Consumers’ Sustainable Behavior

Open access
This study examines how environmental awareness and sustainability-oriented digital advertising shape consumers’ sustainable behavior and purchase intention through behavioral intention. Specifically, the study conceptualizes environmental awareness and sustainability-oriented digital advertising as environmental stimuli, behavioral intention as the organismic mechanism, and sustainable behavior together with purchase intention as behavioral responses. A quantitative cross-sectional survey was conducted with 450 Turkish consumers who reported recent exposure to digital advertisements containing environmental sustainability messages. The findings indicate that environmental awareness and sustainability-oriented digital advertising positively influence behavioral intention, which in turn has significant positive effects on sustainable behavior and purchase intention. Behavioral intention also mediates the relationships between sustainability-related stimuli and behavioral outcomes. The findings therefore advance understanding of sustainability-oriented digital advertising as a conditional persuasive process and inform the design of more context-sensitive and credible sustainability communication strategies.
Aggarwal, V., Yadav, P.D., Singh, V.K. & Dash, S. (2021). Sustainable behaviour and social media: A study of centennials’ attitudes towards sustainable advertising. World Review of Entrepreneurship, Management and Sustainable Development, 17(6), 777–794.
Ahsan, M.J., Ishaq, M.I., Raza, A. & Talpur, Q. (2024). Let leaders permit nature! Role of employee engagement, environmental values, and sustainable behavioral intentions. Business Strategy and the Environment, 33(8), 7905–7921.
Alkhatib, S., Kecskés, P. & Keller, V. (2023). Green marketing in the digital age: A systematic literature review. Sustainability, 15(16), 12369–12369.
Anjorin, K.F., Raji, M.A., Olodo, H.B. & Oyeyemi, O.P. (2024). The influence of consumer behavior on sustainable marketing efforts. International Journal of Management & Entrepreneurship Research, 6(5), 1651–1676. https://doi.org/10.51594/ijmer.v6i5.1128
Arantes, L. (2023). Communicating sustainability: how brands can influence consumers' purchasing decision [Conference Presentation]. 1st International Scientific Conference on Economy, Management and Information Technologies –ICEMIT, Banja, Serbia.
Bashar, A., Alkadash, T.M., Nyagadza, B. & Muposhi, A. (2025). Sustainable digital marketing (SDM): review, taxonomy, conceptualization and future research avenues mapping. Quality & Quantity, 60(2), 1-26.
Belz, F.M. & Peattie, K. (2009). Sustainability marketing: A global perspective, Wiley.
Bilhaj, E. A.M., Haimi, A.B.M.A. & Teo, P.-C. (2024). Unveiling the drivers of online green purchases in Libya: conceptual framework based on S-O-R model approach. International Journal of Academic Research in Business and Social Sciences, 14(11), 1680-1693.
Boateng, H. & Okoe, A. (2015). Consumers’ attitude towards social media advertising and their behavioral response. Journal of Research in Interactive Marketing, 9(4), 299–312. https://doi.org/10.1108/jrim-01-2015-0012
Bollen, K.A. (1989). Structural equations with latent variables, Wiley.
Carrión-Bósquez, N., Veas-González, I., Naranjo-Armijo, F., Llamo-Burga, M., Ortiz-Regalado, O., Ruiz-García, W., … Vidal-Silva, C. (2023). Advertising and eco-labels as influencers of eco-consumer attitudes and awareness. Case study of Ecuador. Foods, 13(2), 228. https://doi.org/10.20944/preprints202312.1542.v1
Chang, H., Tsai, S. & Huang, C. (2019). Sustainable development: The effects of environmental policy disclosure in advertising, Business Strategy and the Environment, 28(8), 1497–1506. https://doi.org/10.1002/bse.2325
Cheng, X., Bao, Y., Zarifis, A., Gong, W. & Mou, J. (2021). Exploring consumers’ response to text-based chatbots in e-commerce: the moderating role of task complexity and chatbot disclosure. Internet Research, 32(2), 496–517.
Daassi, M. & Debbabi, S. (2021). Intention to reuse AR-based apps: The combined role of the sense of immersion, product presence and perceived realism. Information & Management, 58(4), 103453–103453. https://doi.org/10.1016/j.im.2021.103453
Davies, I., Oates, C., Tynan, C., Carrigan, M., Casey, K., Heath, T., Henninger, C. E., … & Wells, V. K. (2020). Seeking sustainable futures in marketing and consumer research. European Journal of Marketing, 54(11), 2911–2939. https://doi.org/10.1108/ejm-02-2019-0144
do Paço, A., Shiel, C. & Alves, H. (2019). A new model for testing green consumer behavior, Journal of Cleaner Production, 207, 998–1006. https://doi.org/10.1016/j.jclepro.2018.10.105
Ducoffe, R.H. (1995). How consumers assess the value of advertising. Journal of Current Issues and Research in Advertising, 17(1), 1–18.
Eroglu, S.A., Machleit, K.A., Davis, L.M. (2001). Atmospheric qualities of online retailing: A conceptual model and implications. Journal of Business Research, 54(2), 177–184. https://doi.org/10.1016/S0148-2963(99)00087-9
Fornell, C. & Larcker, D.F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39–50.
Fujii, S. (2006). Environmental concern, attitude toward frugality, and ease of behavior as determinants of pro-environmental behavior intentions. Journal of Environmental Psychology, 26(4), 262–268. https://doi.org/10.1016/j.jenvp.2006.09.003
Gao, H., Chen, X., Gao, H. & Yu, B. (2022). Understanding Chinese consumers’ livestreaming impulsive buying: A stimulus-organism-response perspective and the mediating role of emotions and Zhong Yong tendency. Frontiers in Psychology, 13.
Ghorbanzadeh, D. & Rahehagh, A. (2020). The role of emotional structures in the relationship between satisfaction and brand loyalty. Cogent Psychology, 7(1), 1782098. https://psycnet.apa.org/doi/10.1080/23311908.2020.1782098
Gordon, R., Carrigan, M. & Hastings, G. (2011). A framework for sustainable marketing. Marketing Theory, 11(2), 143–163.
Gregurec, I. (2025). Sustainable digital marketing: A systematic review and content analysis of current research. Diem, 10(1), 51–61. https://doi.org/10.17818/diem/2025/1.5
Gupta, S., Nawaz, N., Alfalah, A., Naveed, R., Muneer, S. & Ahmad, N. (2021). The relationship of CSR communication on social media with consumer purchase intention and brand admiration. Journal of Theoretical and Applied Electronic Commerce Research, 16(5), 1217–1230. https://doi.org/10.3390/jtaer16050068
Gürbüz, S. (2020). Sosyal bilimlerde arac?, düzenleyici ve durumsal etki analizleri: Process macro uygulamal?, Seçkin Yay?nc?l?k.
Hair, J.F., Black, W.C., Babin, B.J. & Anderson, R.R. (2013). Multivariate data analysis (7th ed.). Pearson Education.
Hair, J.F., Hult, G.T.M., Ringle, C.M. & Sarstedt, M. (2019). A primer on partial least squares structural equation modeling (PLS-SEM) (2nd ed.). Sage Publications.
Hair Jr, J.F., Matthews, L.M., Matthews, R.L. & Sarstedt, M. (2017). PLS-SEM or CB-SEM: Updated guidelines on which method to use. International Journal of Multivariate Data Analysis, 1(2), 107–123.
Hamouda, M. (2018). Understanding social media advertising effect on consumers’ responses. Journal of Enterprise Information Management, 31(3), 426–445. https://doi.org/10.1108/jeim-07-2017-0101
Han, G. (2023). Relationships between outdoor recreation-associated flow, pro-environmental attitude, and pro-environmental behavioral intention. Sustainability, 15(13), 10581. https://doi.org/10.3390/su151310581
Han, H., Hsu, L.T. & Sheu, C. (2010). Application of the theory of planned behaviour to green hotel choice: Testing the effect of environmentally friendly activities. Tourism Management, 31, 325–334. https://doi.org/10.1016/j.tourman.2009.03.013
Harman, H.H. (1976). Modern factor analysis (3rd ed.). University of Chicago Press.
Hayes, A.F. (2018). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach (2nd ed.). The Guilford Press.
Hochreiter, V., Benedetto, C.A.D. & Loesch, M. (2023). The stimulus-organism-response (S-O-R) paradigm as a guiding principle in environmental psychology: Comparison of its usage in consumer behavior and organizational culture and leadership theory. Journal of Entrepreneurship and Business Development, 3(1), 7–16. https://doi.org/10.18775/jebd.31.5001
Hudayah, S., Ramadhani, M., Sary, K., Raharjo, S. & Yudaruddin, R. (2023). Green perceived value and green product purchase intention of Gen Z consumers: Moderating role of environmental concern. Environmental Economics, 14(2), 87–102. https://doi.org/10.21511/ee.14(2).2023.07
Hulland, J. (1999). Use of partial least squares (PLS) in strategic management research: A review of four recent studies. Strategic Management Journal, 20(2), 195–204.
Huo, C., Noor, S. & Yuan, S. (2025). Green minds, greener choices: The role of green advertising in shaping consumer wisdom and building green brand equity. Canadian Journal of Administrative Sciences, 42(3), 377–399. https://doi.org/10.1002/cjas.70001
Islam, J.U., Shahid, S., Rasool, A., Rahman, Z., Khan, I. & Rather, R.A. (2021). Impact of website attributes on customer engagement in banking: A solicitation of stimulus-organism-response theory. International Journal of Bank Marketing, 39(3), 542–559. https://doi.org/10.1108/IJBM-07-2020-0350
Jiang, Z., Chan, J., Tan, B.C.Y. & Chua, W.J. (2010). Effects of interactivity on website involvement and purchase intention. Journal of the Association for Information Systems, 11(1), 34–59.
Kemper, J.A. & Ballantine, P.W. (2019). What do we mean by sustainability marketing? Journal of Marketing Management, 35(3–4), 277–309. https://doi.org/10.1080/0267257X.2019.1573845
Khan, N. & Qureshi, I. (2025). Impact of environmental concern on green purchase intention: A mediation model using green trust, Asian Journal of Economics Business and Accounting, 25(3), 538–550. https://doi.org/10.9734/ajeba/2025/v25i31729
Kim, Y.J., Njite, D. & Hancer, M. (2013). Anticipated emotion in consumers’ intentions to select eco-friendly restaurants: Augmenting the theory of planned behavior. International Journal of Hospitality Management, 34, 255–262. https://doi.org/10.1016/j.ijhm.2013.04.004
Kim, M.J., Lee, C. & Jung, T. (2018). Exploring consumer behavior in virtual reality tourism using an extended stimulus-organism-response model. Journal of Travel Research, 59(1), 69–89. https://doi.org/10.1177/0047287518818915
Kline, R.B. (2023). Principles and practice of structural equation modeling, (5th ed.). The Guilford Press.
Lee, D. & Wan, C. (2023). The impact of Mukbang live streaming commerce on consumers’ overconsumption behavior. Journal of Interactive Marketing, 58, 198–221.
Li, X., Guo, M. & Huang, D. (2023). The role of scarcity promotion and cause-related events in impulse purchase in the agricultural product live stream. Scientific Reports, 13(1).
Lim, K., Tan, V., Yeo, S. & Tan, C. (2024). Digital marketing dynamics: investigating influential factors in consumer purchase behavior. PaperASIA, 40(3b), 59–71. https://doi.org/10.59953/paperasia.v40i3b.104
Lim, W.M. (2015). A blueprint for sustainability marketing. Marketing Theory, 16(2), 232–249.
Lin, P. & Chen, W. (2022). Factors that influence consumers’ sustainable apparel purchase intention: The moderating effect of generational cohorts. Sustainability, 14(14), 8950. https://doi.org/10.3390/su14148950
Lindgreen, A., Benedetto, C.A.D. & Köck, F. (2020). How to develop original, courageous ideas in business marketing research. Industrial Marketing Management, 95.
Minton, E., Lee, C., Orth, U., Kim, C. H. & Kahle, L. (2012). Sustainable marketing and social media: A cross-country analysis of motives for sustainable behaviors. Journal of Advertising, 41(4), 69–84. https://doi.org/10.1080/00913367.2012.10672458
Nguyen, C., Nguyen, H., Doan, T., Nguyen, M. & Le, M. (2023). Viewing advertisements in social networks: The attitude–intention inconsistency revisited. Online Information Review, 47(7), 1248–1263. https://doi.org/10.1108/oir-10-2021-0563
Nyilasy, G., Gangadharbatla, H. & Paladino, A. (2014). Perceived greenwashing: The interactive effects of green advertising and corporate environmental performance on consumer reactions. Journal of Business Ethics, 125(4), 693–707. https://doi.org/10.1007/s10551-013-1944-3
Palmieri, N., Boccia, F. & Covino, D. (2024). Digital and green behavior: An exploratory study on Italian consumers. Sustainability, 16, 3459. https://doi.org/10.3390/su16083459
Paul, J., Modi, A. & Patel, J. (2016). Predicting green product consumption using theory of planned behavior and reasoned action. Journal of Retailing and Consumer Services, 29, 123–134. https://doi.org/10.1016/j.jretconser.2015.11.006
Peña, C.D., Ongue, S., Redo, A.S., Abellana, J.J.G. & Narit, S.R.N. (2025). Influence of personalized advertising towards consumer loyalty: The mediating effect of satisfaction and moderating effect of perceived quality. International Review of Management and Marketing, 15(6), 126–136. https://doi.org/10.32479/irmm.19308
Pittman, M., Oeldorf-Hirsch, A. & Brannan, A. (2022). Green advertising on social media: Brand authenticity mediates the effect of different appeals on purchase intent and digital engagement. Journal of Current Issues & Research in Advertising, 43(1), 106–121.
Pittman, M. & Li, Q. (2025). Green advertising on Instagram versus TikTok: Construal level moderates processing fluency and environmental commitment. Journal of Interactive Advertising, 25(2), 177–195.
Podsakoff, P.M., MacKenzie, S.B., Lee, J.Y. & Podsakoff, N.P. (2003). “Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology, 88(5), 879–903. https://doi.org/10.1037/0021-9010.88.5.879
Rathore, B. (2017). “Beyond trends: Shaping the future of fashion marketing with AI, sustainability and machine learning. Refereed Multidisciplinary Journal, 2(2), 16–24. https://doi.org/10.56614/eiprmj.v6i2y17.340
Ringle, C.M., Sarstedt, M., Mitchell, R. & Gudergan, S.P. (2020). Partial least squares structural equation modeling in HRM research. The International Journal of Human Resource Management, 31(12), 1617–1643.
Rinku, S., Choudhary, S., Biplab, D., Biswal, K., Mishra, J., Dhar, S. … & Naved, M. (2023). Influence of green advertising on the consumer view of green technology and sustainability. Journal of Informatics Education and Research, 3(2), 2016-2025 https://doi.org/10.52783/jier.v3i2.344
Saewanee, C., Napalai, J. & Jaroenwanit, P. (2024). Factors affecting customer retention of e-marketplace industries through stimulus-organism-response (SOR) model and mediating effect. Uncertain Supply Chain Management, 12(3), 1537–1548. https://doi.org/10.5267/j.uscm.2024.3.025
Sheth, J.N. & Parvatiyar, A. (2020). Sustainable marketing: Market-driving, not market-driven. Journal of Macromarketing, 41(1), 150–165. https://doi.org/10.1177/0276146720961836
Singh, A. & Selvasundaram, K. (2024). Harnessing digital marketing for sustainable development: A comprehensive review. International Journal of Religion, 5(11), 6367–6382. https://doi.org/10.61707/fcjfww10
Sinnappan, P. & Rahman, A.A. (2012). Antecedents of green purchasing behavior among Malaysian consumers. International Business Management, 5(3), 129–139. http://dx.doi.org/10.1080/13504509.2012.741627
Syawaldi, M. (2025). Capitalism in advertising and its impact on today's society lifestyle. Gama, 1(1), 51-59. https://doi.org/10.36312/gama.v1i1.3
Tang, X., Hao, Z. & Li, X. (2024). The influence of streamers’ physical attractiveness on consumer response behavior: based on eye-tracking experiments. Frontiers in Psychology, 14.
Tavakol, M. & Dennick, R. (2011). Making sense of Cronbach’s alpha. International Journal of Medical Education, 2, 53–55.
Tyagi, M. & Tyagi, S. (2025). Sustainable marketing strategies: Integrating green technology in digital marketing. In L. P. Dana and K. Khanna (Ed.), Green Technologies and Sustainable Development (pp. 171–182). Emerald.
Uikey, A.A. & Baber, R. (2023). Exploring the factors that foster green brand loyalty: The role of green transparency, green perceived value, green brand trust and self-brand connection. Journal of Content Community and Communication, 18(9), 155-170. https://doi.org/10.31620/jccc.09.23/13
Vatankhah, S., Sepehrmanesh, A., Zaeri, E. & Alt?nay, L. (2023). Environmental CSR, customer equity drivers, and travelers’ critical outcomes: A stimulus–organism–response framework”, Journal of Hospitality & Tourism Research, 48(4), 725–740. https://doi.org/10.1177/10963480231156836
Wang, J., Dang, W.V.T., Wang, H., Mu-Qiang, Z. & Wu, Q. (2021). “nvestigating the effects of intrinsic motivation and emotional appeals into the link between organic appeals advertisement and purchase intention toward organic milk. Frontiers in Psychology, 12. https://doi.org/10.3389/fpsyg.2021.679611
Wang, Y., Zaman, H. & Alvi, A. (2022). Linkage of green brand positioning and green customer value with green purchase intention: the mediating and moderating role of attitude toward green brand and green trust. SAGE Open, 12(2). https://doi.org/10.1177/21582440221102441
Watson, A., Perrigot, R. & Dada, O. (2023). The effects of green brand image on brand loyalty: The case of mainstream fast-food brands. Business Strategy and the Environment, 33, 806–819. https://doi.org/10.1002/bse.3523
Wei, X. & Jung, S. (2017). Understanding Chinese consumers’ intention to purchase sustainable fashion products: The moderating role of face-saving orientation. Sustainability, 9(9), 1570. https://doi.org/10.3390/su9091570
White, K., Habib, R. & Hardisty, D.J. (2019). How to SHIFT consumer behaviors to be more sustainable: A literature review and guiding framework. Journal of Marketing, 83(3), 22–49. https://doi.org/10.1177/0022242919825649
Widyastuti, E., Sukesi, S. & Sarsiti, S. (2024). Sustainable marketing in the digital age: A systematic review of the latest strategies and tactics. International Journal of Economics Business and Accounting Research, 8(1). https://doi.org/10.29040/ijebar.v8i1.12158
Yadav, R. & Pathak, G. (2016). Young consumers' intention towards buying green products in a developing nation: Extending the theory of planned behavior. Journal of Cleaner Production, 135, 732–739. https://doi.org/10.1016/j.jclepro.2016.06.120
Yang, M., Tang, X., Cheung, M. & Zhang, Y. (2020). An institutional perspective on consumers' environmental awareness and pro-environmental behavioral intention: Evidence from 39 countries. Business Strategy and the Environment, 30(1), 566–575. https://doi.org/10.1002/bse.2638
Zaki, K. & Shared, H. (2023). Modelling sustainable marketing with retail consumers’ purchasing intentions: Evidence from the MENA region. Virtual Economics, 6(4). https://doi.org/10.34021/ve.2023.06.04(2)
Zamil, A.M.A., Ali, S., Akbar, M., Zubr, V. & Rasool, F. (2023). The consumer purchase intention toward hybrid electric car: A utilitarian-hedonic attitude approach. Frontiers in Environmental Science, 11.
Zheng, G.W., Siddik, A.B., Masukujjaman, M., Alam, S.S. & Akter, A. (2021). Perceived environmental responsibilities and green buying behavior: The mediating effect of attitude. Sustainability, 13(3), 1–15. https://doi.org/10.3390/su13010035
Arslan, G., & Becan, C. (2026). Understanding Sustainable Marketing through Sustainable Digital Advertising: Stimulus-Organism-Response (SOR) Model on Consumers’ Sustainable Behavior. International Journal of Academic Research in Business and Social Sciences, 16(9), 1173–1196.