The impact of message appeals through Facebook posts on customers willingness to pay premium: Do environmental concerns and generation matter?

Abstract

The purpose of this study is to classify the nexus between message appeal (sensual vs. guilt message) via Facebook posts and customers' willingness to pay a premium price. Moreover, to recognize the environmental concerns as a mediator in the nexus between the message appeal and customers' willingness to pay a premium price. This research gained the needed data collected from the academic and administrative staff of the middle east university in Jordan, the sample consisted of 284 participants who have experience with the restaurant that supports the sustainability initiatives. An experimental research design has been developed with one study. A fictitious restaurant has been used in this study, and a fictitious Facebook page has been created to build the sensual and guilt messages posts to expose the participants to. SPSS ver. 23 software has been utilized regarding the study and to gain the intended goals. The results revealed that the customers have a greater willingness to pay a premium and levels of environmental concerns adoption when they are exposed to the stimuli that express the sensual massage then guilt message, environmental concerns played a mediator role on the relationship, and generation is a moderator.