A study about Corporate Social Responsibility in the Cosmetic

Industry and the influence on customer-organization relationships

Nikita van Roermund
Student number: 363921
Supervisor: V. Chaudri, Ph.D.
Second Reader: E. Menchen-Trevino, Ph.D.
Master thesis
Media & Business
School of History, Culture and Communication
Erasmus University
Date: 28-06-2013

Acknowledgement
The completion of this thesis was less problematic than I expected it to be. The time went by
very fast and I encountered little struggles, which is probably because I liked the subject so
much. Still, I am happy it is finished.

Most importantly I want to thank my supervisor Vidhi Chaudri a lot. She was really
encouraging and enthusiastic, which was very helpful during the insecure time of writing a
thesis. Her knowledge of the subject was very broad, which helped me going into the right
direction. I am sure that she is for a great deal responsible for the fact that the entire process
went pretty smoothly.

Furthermore, I want to thank my friends and family for their support and for the effort they
put into helping me finding respondents.

Abstract
Due to challenges in todays age companies are increasingly engaging in Corporate Social
Responsibility (CSR) in order to differentiate themselves and gain competitive advantage.
This study explored the role of CSR in the cosmetic industry and the influence on customerorganization relationships by the use of a content analysis and a survey. Overall, cosmetic
customers find CSR important and it seems to influence relational and transactional
outcomes. Customers want to pay a higher price for socially responsible products, are more
loyal and give better brand recommendations. However, these factors are not most important
in their buying decisions, and quality and previous experience are more important.
Furthermore, there seems to be a discrepancy in what cosmetic companies communicate and
what customers want to hear. Therefore, these companies might miss out on strategic benefits.
Next, awareness appears to be a moderator, which implies that aware customers have a better
relationship with brands. Furthermore, the results imply that direct communication from the
organization is most effective, because customers do not have to search for this information
themselves.

Keywords: Corporate Social Responsibility (CSR), cosmetic industry, CSR Communication,

customer-organization relationship, relational outcomes, transactional outcomes.

Table of contents
1. Introduction ..................................................................................................... 5
1.1 Problem statement .............................................................................................................................. 6
1.2 Practical and theoretical relevance............................................................................................... 6
1.3 Thesis outline ........................................................................................................................................ 7

2. Literature Review ............................................................................................ 8

2.1 Corporate Social Responsibility ..................................................................................................... 8
2.2 CSR communication ......................................................................................................................... 11
2.3 Stakeholder characteristics .......................................................................................................... 13
2.4 Business outcomes ........................................................................................................................... 15
2.5 CSR in the Cosmetic Industry ........................................................................................................ 18
2.6 Sub research questions ................................................................................................................... 21

3. Methods .......................................................................................................... 22
3.1 Research design ................................................................................................................................. 22
3.2 Sample and response ....................................................................................................................... 23
3.3 Data analysis ....................................................................................................................................... 24
3.4 Reliability and validity .................................................................................................................... 25
3.5 Questionnaire design....................................................................................................................... 26

4. Content analysis............................................................................................. 29
4.1 LOreal ................................................................................................................................................... 29
4.2 Clarins ................................................................................................................................................... 33
4.3 The Body Shop.................................................................................................................................... 35
4.4 LOCCITANE ......................................................................................................................................... 38
4.5 Kiehls .................................................................................................................................................... 41
4.8 Conclusion ........................................................................................................................................... 42

5. Survey results ................................................................................................. 45

5.1 General awareness and purchase motivations ...................................................................... 45
5.2 Customer characteristics ............................................................................................................... 47
5.3 Customer-organization relationships ....................................................................................... 51

6. Discussion ....................................................................................................... 57
6.1 Conclusion ........................................................................................................................................... 57
6.1.1 Sub research questions ........................................................................................................................... 57
6.1.2 Main Research question.......................................................................................................................... 64
6.2 Limitations and future research .................................................................................................. 66

References .......................................................................................................... 70
Appendix 1: Questionnaire ............................................................................... 77
Appendix 2: Favorite brands ........................................................................... 81
Appendix 3: CSR Brand examples .................................................................. 82

1. Introduction
The concept of Corporate Social Responsibility (CSR) has gained increased importance
during the last decades and it has become more and more important for companies to be
perceived as socially responsible (Fombrun & Van Riel, 2007; Maignan & Ferrel, 2004;
Morsing & Beckmann, 2006). In short, CSR can be described as a commitment to improve
societal wellbeing trough discretionary business practices and contributions of corporate
resources (Du, Bhattacharya & Sen, 2010; Kotler & Lee, 2005). In 2007, almost every
Fortune 500 companies and a great number of small and medium-sized enterprises had some
kind of CSR activities in their company strategy (Banerjee, 2007). Basically, the CSR concept
is not new, neither is the idea that companies should act responsible. In todays age however,
companies face a number of challenges that force them into developing a CSR strategy, like
globalization, technological changes, environmental challenges, changing value systems and
changing consumer preferences (Karna, Hansen & Juslin, 2001).
An important current issue is the economic crisis. Since 2009 the world is in an
economic decline and it is harder for companies to make profit. Differentiation and achieving
competitive advantage have therefore become important priorities to maintain profitability.
CSR is a possible tool for creating such differentiation and competitive advantage, since it is a
way of becoming unique in a market. According to the Reputation Institute (2007), social
responsibility is the key driver of corporate reputation and the importance of it is still
increasing (Morsing, Schultz & Nielsen, 2008). This means that many companies not only
implement CSR strategies in order to be responsible, but also to achieve positive business
outcomes and long-term profit.
The growing importance of CSR can be noticed in many different sectors, and also in
the cosmetic industry this topic has become quite popular. In this specific sector CSR
initiatives were originally undertaken by niche players; small cosmetic companies that had
social responsibility as a core function. Due to pressures from stakeholders however, bigger
companies have also come into play. Cosmetic companies used to be heavily criticized for
their questionable business practices, which were perceived unethical and bad for the
environment, like animal testing and chemical pollution (Organic Monitor, 2010a). Since
consumers are applying cosmetic products on their own body, they find it important to know
about any adverse effects. Consumers are becoming more health conscious and there seems to
be a growing concern about chemicals in cosmetic products and their possible long-term
detrimental effects on the body and the environment. Next to his, consumers have more

information sources, allowing them to be highly informed about possible negative effects of
the products they are using. The cosmetic industry is highly consumer oriented and therefore
these companies felt pressured by the demands from society and increasingly started to
engage in CSR (Article 13, 2002). Organizations in this sector are now actively trying to
adopt ethical, ecological and responsible business practices (Organic Monitor, 2010b). Due to
this, sustainability and corporate social responsibility have become buzzwords in the
industry, including the growing popularity of words such as natural, organic and green
(Pitman, 2010).

1.1 Problem statement

The aim of this study is to explore the role of CSR in the cosmetic industry, and most
importantly the influence it has on the customer-organization relationships. The central
question of this research therefore is:

How do Corporate Social Responsibility activities influence customer relationships in the

cosmetic industry?

1.2 Practical and theoretical relevance

This research is both scientifically and practically relevant. First, it can give more clarification
about the specific benefits cosmetic companies can achieve by engaging in CSR. This
research focuses on one specific industry, which fits the claim of Vogel (2005) that the
benefits of CSR are dependent on the context and therefore the image should be more
nuanced. It is important to step away from generalizations and look at when, where and how
CSR can be beneficial (Crane, McWilliams, Matten, Moon & Siegel, 2007).
Also, according to Crane et al. (2007) the consumer behavior is not yet well
understood. It is acknowledged that CSR can influence consumer behavior, but our specific
understanding of when, how and why is still limited. This research therefore investigates the
influence of CSR on customer-organization relationships, thereby examining what customers
find important and if they are influenced by CSR.
Also, the communication of CSR seems to be lacking and supposedly there is
insufficient information available to consumers (Bhattacharya & Sen, 2004; Mohr & Webb
2005). Consumers are confused about CSR, because they have limited knowledge and do not
know what companies engage in which practices (Carrigan & Attalla, 2001). Therefore, this

research both investigates how cosmetic brands communicate their CSR and how aware
consumers are about these practices. This could give insight into the effectiveness of CSR
communication of cosmetic companies and could provide useful practical information about
possible improvements.
Next, research about the perceptions of stakeholders towards CSR is scarce (Maignan
& Ferrel, 2004). It is helpful for companies to gain better understanding of how the customer
perspective of CSR is established and how this might be affecting customer-organization
relationships. This can help assessing possible benefits associated with CSR (Hoeffler &
Keller, 2002). This research will provide more knowledge about the perceptions of customers,
which is also important for companies that want to implement an effective communication
strategy, because it will give insight in the expectations and needs of customers (Singh,
Sanches & Bosque, 2008).
Lastly, managers seem to be confused about which CSR initiatives they have to
choose and what exactly to do with them (Mohr, Webb & Harris, 2001). This research will
provide more clarity because it will make clear for managers what CSR initiatives have
highest priority for customers.

1.3 Thesis outline

The outline of this study is as follows. First, a review of the current literature about CSR will
be given in chapter two. In chapter three, the methods that were used to investigate the
research question are explained. The results of the content analysis are discussed in chapter
four, and in chapter five the results of the survey are analyzed. This leads to a discussion and
conclusion in chapter six.

2. Literature Review
In this chapter, a review of the existing literature on CSR is given. First, the concept of CSR
is discussed more in depth, followed by the role of communication for CSR. Next, specific
stakeholder characteristics that are important when investigating CSR are described. This is
followed by a discussion of studies about the business outcomes of CSR. Then, this is
reviewed in the context of cosmetic companies. Lastly, this chapter concludes with the
definition of the sub research questions.

2.1 Corporate Social Responsibility

Corporate Social Responsibility (CSR) is a broad concept, which is used in diverse ways in
different studies, in several fields (including public policy, public relations etcetera). This
poses difficulties in defining what CSR exactly stands for. Overall, CSR can be seen as a
companys commitment to avoid harm and improve the wellbeing of stakeholders and society
as a whole (Mohr et al., 2001). In many CSR related studies, the definition provided by
Carroll (1991) is used. It is a normative definition that is used in various fields, like
management and marketing (De Bakker, Groenewegen & Den Hond, 2005; Maignan, Ferrell
& Farrell, 2005; Podnar & Golob, 2007). The exact definition states: The social
responsibility of business encompasses the economic, legal, ethical, and philanthropic
expectations that society has of organizations at a given point in time (Carroll, 1991, p 283).
These economic, legal, ethical and philanthropic dimensions refer to the functions of
organizations. According to Carroll and Shabana (2010), the economic and legal
responsibilities are requirements and organizations need to engage in these. Furthermore, it is
expected by society that organizations engage in the ethical responsibilities, and the
philanthropic responsibilities are desired (see figure 1).
However, this view has been critiqued and especially the philanthropic approach of
CSR might be a problematic one. Engaging in philanthropy can undermine the license-tooperate of companies in the long run because it goes beyond the core of their business (LinHi, 2010). According to Friedman (1970, pp.126) there is one and only one social
responsibility of business to use its resources and engage in activities designed to increase
profits. He therefore claims that there is no true reason for companies to engage in charity,
because it does not increase profits in any way. He even goes as far as stating that
philanthropy is misleading as a CSR activity. Still, philanthropy is a very popular CSR
activity for companies to engage in and many companies declare it as a responsibility (Lin-Hi,

2010). Therefore philanthropy is seen as a CSR activity, even though this might (ideally) not
be the case.

Figure 1. Adapted four-part model of Corporate Social Responsibility (Carroll, 1991).

To gain a better understanding of these CSR responsibilities, the theoretical overview

provided by Garriga and Mel (2004) is useful. They found four distinct motives in the CSR
literature that drive companies to engage in CSR. First, the instrumental purpose is
acknowledged, where CSR serves as a means for achieving profits (Garriga & Mel, 2004). It
is assumed that an organization serves as an instrument for wealth-creation, and that this
economic purpose is its only responsibility. This implies that social activities are only
accepted if they have economic benefits (Garriga & Mel, 2004). For instance, engagement in
certain social causes is accepted if it leads to increased shareholder value or competitive
advantage. An important instrumental tool in this respect is cause-related marketing, whereby
a company engages in a certain cause because it can lead to revenue providing exchanges and
enhance the company reputation (Smith & Higgins, 2000; Varadajaran & Menon, 1988). The
organization basically uses consumer concern to create competitive advantage (Smith &
Higgins, 2000). This means that companies do not act socially responsible because they feel
obliged to, but because they can make profit from it.
Second is the political purpose, which relates to the social power an organization has
in society. Companies have to accept certain social duties and contribute in social
cooperation. The term corporate citizenship is mentioned often in this context. This term
refers to the idea that organizations belong to a community and that they have to take this into
account in their daily practices. Basically, companies have a responsibility in the political
arena and indirect obligations towards society. These obligations are for instance taking good

care of employees, supporting community activities and engaging in environmentally friendly

business practices (Morsing et al., 2008).
Third is the integrative purpose, which means that organizations integrate certain
social demands in their CSR strategy. The idea behind this is that organizations exist because
of society and depend on it for continuity and growth. Businesses should operate in line with
social values that exist in society, because otherwise they will cease to exist. Therefore,
companies should listen to different kinds of stakeholders, because these stakeholders can
decide whether they want to engage with the company or choose to support another one.
Lastly, companies can engage in CSR because of ethical values, referring to the
acceptance of social responsibilities. This stems from the thought that it is the right thing to
do or the necessity to achieve a good society (Garriga & Mel, 2004, p.60). Here, companies
engage in CSR purely because they feel obliged to help create a better society. Human rights
and sustainable development are for instance important topics, because these have a direct
impact on society.
These four different motives that are acknowledged in the CSR field show that CSR is
not a one-sided concept and that there are many different reasons and purposes for
organizations to engage in CSR. Most importantly, different companies seem to have
different goals they want to reach with behaving socially responsible; some are looking for
economic benefits and others are trying to meet certain social obligations. Furthermore,
companies not only have different motives for engaging in CSR, they also engage in different
kinds of CSR practices. According to Porter and Kramer (2006) it is important for
organizations, when they choose certain practices for their CSR strategy, that the initiatives fit
the corporation. Ideally, strategic CSR is fully integrated and becomes hard to distinguish
from the day-to-day business practices of a company. Therefore, companies have to make a
selection of practices they want to engage in, and make a decision about which social issues
to address. It is impossible to solve all societal problems. This decision should be mainly
based on creating shared value; value for both the company and society, because companies
and society need each other for their existence. Therefore, choices must benefit both parties
and companies must not only incorporate practices that they see fit, but they have to be aware
of what stakeholders want (Porter & Kramer, 2006). Since not all companies engage in the
same CSR issues and have the same goals, it is an opportunity for differentiation and creating
a better competitive position. But, this also results in different levels of effectiveness; some
companies will have more positive business outcomes than others. In the next paragraph, the
role of communication in achieving these benefits is discussed.

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2.2 CSR communication

This research holds a communication perspective, and from this point of view it is argued that
CSR is understood only through communication, specifically language. CSR only becomes
tangible trough communication, because without words nobody will become aware of these
actions. Stakeholders only know about CSR, because companies and other parties give
information about it; communicate about it. It can even be argued that through language,
meaning is given and action is established (Barwise & Perry, 1983; Glenberg & Kaschak,
2002). However, the goal of this research is not to fuel this discussion and therefore it is just
assumed that communication plays an important role in the emergence of CSR. This means
that CSR and communication are interrelated, and communication therefore serves as a
context in this research. In order to be able to research the impact of CSR on the customerorganization relationships, it is important to understand more about the way companies
communicate their CSR practices.
The question that remains however is how companies should optimally deploy their
communication. To be able to cover this it is first important to define what CSR
communication exactly is. Podnar provides a detailed definition:
The process of anticipating stakeholders expectations, articulation of CSR
policy and managing different organization communication tools designed to
provide true and transparent information about a companys or brands
integration of its business operations, social and environmental concerns, and
interaction with stakeholders. (Podnar, 2008, p.75)
Several studies have investigated the criteria for good CSR communication as explained in
this definition. The basic goal of CSR communication is to make a bridge between the
company and its stakeholders. Preferably this happens through formal and informal dialogues
and engagement practices (Andriof & Waddock, 2002). Overall, it is hard to communicate to
stakeholders, especially to customers, because not all have the same opinion about social
responsible behavior and their expectations are constantly changing (Morsing, 2005; Morsing
& Schultz, 2006). In order to cope with this and enhance customer reactions with CSR
communication, Morsing (2005) has proposed two types of strategies: the informing and
interaction strategy. Companies are supposed to engage in these both at the same time in order
to create aware and informed stakeholders. When done right, the strategies will feed from

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each other and will create positive customers outcomes (stronger relationship, stakeholder
identification) (Morsing, 2005). But, according to Morsing (2005), current CSR
communication is lacking. Most companies have focused on the informing strategy up till
now, while it would be advisable to also incorporate the interaction strategy.
Other researchers have written about the content of CSR communication. Du et al.
(2010) for instance gave an overview of typical content of CSR messages. They argue that
most messages regarding CSR are about the involvement by a company in a specific CSR
cause and that four factors are typically highlighted: the commitment, impact, motives and fit
to the cause (Du et al., 2010). First, the commitment of a company to a specific cause is often
described. This can for instance be information about donations and other resources (money,
time) that are dedicated to the cause. Secondly, the impact an organization has on a cause is
frequently communicated by explaining what specific goals are achieved. Thirdly, the motives
an organization has for supporting the actual cause are often shared. These motives can be
either intrinsic or extrinsic, with extrinsic meaning that organizations engage in CSR in order
to increase profits, and intrinsic that companies act out of a genuine concern for the social
issue at hand (Forehand & Grier, 2003; Yoon, Gurhan-Canli & Schwarz, 2006). Lastly, the fit
between the cause and the company is often addressed. When there is a fit, the connection
between the cause and the core business of the organization is explained.
This categorization of Du et al. (2008) is useful, because it shows how companies try
to create a better relationship with their stakeholders and try to influence the perception of
stakeholders about the company through communication. The content of messages is
important for the way stakeholders perceive the CSR strategy of companies, because it can
determine whether they see a CSR activity as genuine or as stemming from false motives. In
general, consumers perceptions of CSR seem to be quite positive, but they can also become
rather suspicious towards certain CSR communication strategies, especially when these
messages are conspicuous (Morsing, 2005; Morsing et al., 2008). On the one hand, customers
claim they want to know more about CSR activities of organizations, but simultaneously they
can quickly become skeptical about these messages and the motives companies have for
engaging in CSR (Mohr et al., 2001; Morsing et al, 2008; Schlegelmilch & Pollach, 2005).
CSR messages can evoke quite strong reactions, which makes it difficult to communicate
(Morsing & Schultz, 2006).

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The corporate website

Next to studies about the content of CSR communication, there is also a body of literature
discussing the channels via which this communication is taking place. According to a number
of researchers, the Internet is the prime communication channel in this century and
stakeholders are increasingly relying on the Internet as a source for information (Dellarocas,
2006; Isenmann, 2006). It provides a good tool for communicating CSR, because it enables
companies to share a great deal of information with numerous stakeholders all over the world.
Especially the corporate website is a popular and influential channel to showcase CSR
commitment, and research has shown that there is a significant rise in the use of these
corporate websites for reporting CSR (Isenmann, 2006). Via the corporate website, companies
can report their business activities in regular and timely narratives. Furthermore, a website
makes it possible to shape corporate messages, to enhance a companys identity and
reputation, and to persuade customers and other stakeholders to accept certain business
practices. The image of an organization can be more strategically managed, because
stakeholders can be persuaded, informed and educated (Stuart & Jones, 2004). The corporate
website is regarded as a necessary channel for managing a company's identity and multiple
researchers have pointed to its importance for communicating CSR (Esrock & Leichty, 1998;
Maignan & Ralston, 2002; Rolland & Bazzoni, 2009).
Correlations have been found between the perception of customers towards a
companys reputation and the type of communication channels, because the characteristics of
a channel can lead to questions about the motives of companies (Rolland & Bazzoni, 2009).
This is because different channels provide different possibilities. Overall, the preference lies
with channels that are not too bold, like annual CSR reports and corporate websites.
Advertising and public relations seem to be less preferable (Morsing et al., 2008). Since the
corporate website is a preferred channel for CSR communication, this research will focus on
the communication by cosmetic companies via this channel.

2.3 Stakeholder characteristics

As explained above, a good communication strategy is important for the effectiveness of
CSR, because only trough communication CSR becomes tangible for stakeholders. It is
important that stakeholders are reached, because CSR makes it possible to initiate and
maintain a better relationship between a company and its stakeholders, which is important for
achieving positive long-term business outcomes. Therefore, CSR can be understood in terms

13

of a stakeholder approach. If a company is oriented towards stakeholders, this means that

stakeholder concerns are understood and addressed. Stakeholder theory sees companies as
open and flexible systems made up of diverse actors and are active in a network of
relationships with various other actors (Maignan & Ferrel, 2004, p 5). This stakeholder
theory supposes that an organization acts socially responsible when its actions account for the
interests of its stakeholders (Maignan & Ferrel, 2004). Carroll (1993) states that when an
organization is not addressing stakeholder concerns, it misses out on important expectations
from society towards the economic, legal, ethical and discretionary dimensions, and therefore
organizations should always take these concerns into account. In practice it seems that
companies acknowledge the importance of stakeholders more and more, and the consideration
of stakeholders seems to be getting increasingly important in the decision making process
(Rolland & Bazzoni, 2009).
An important factor to consider when looking at stakeholders and CSR are stakeholder
characteristics, because these can moderate the effectiveness. These specific characteristics
can be subdivided in: stakeholder type, issue support and social value orientation (Du et al,
2010). An important stakeholder group is customers, because they are the ones that buy
products and services, and therefore generate revenue (Carvalho, Sen, De Oliveira Mota &
Carneiro de Lima, 2010). Since many customers prefer to see themselves as socially
responsible, CSR seems to be a good angle for building a relationship with customers
(Morsing, 2005). If a company acts socially responsible, many customers would perceive a
connection between the companys attributes and their own attributes, and therefore they will
identify more easily with the company (Dutton, Dukerich & Harquail, 1994; Lichtenstein,
Drumwright & Braig, 2004). Therefore, companies are increasingly embracing CSR in order
to create positive customer-relationships (Solomon, 1994). Recognizing the importance of
customers in the CSR process, this research focuses on the effects CSR has on customers.
Secondly, issue support is a factor that influences the business case of CSR, and is
basically about specific CSR activities customers find important. The more the CSR issue at
hand is related to the attributes of customers, the more likely it will be that the issue is
embraced and supported. In general, a CSR issue relates to customers when it reflects their
personal needs and values. Therefore, CSR will probably be more effective in reaching
positive business outcomes when it fits the values of customers (Du et al., 2010). In this
research therefore, it will be investigated how important customers in the cosmetic industry
find certain CSR initiatives.
Lastly, the social value orientation influences the business results. The social value

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orientation indicates to which extent customers find social responsible behavior of a company
relevant and important. Overall, customers can be divided into different groups, ranging from
the ones that actively support CSR (activists), to the ones that do not believe in CSR and do
not support it at all (Cone, 2008, as cited in Du et al., 2010, p.17). These different types of
social value orientations can strongly influence the behavior of customers and can have an
influence on customer-organization relationships. Some people might for instance be more
likely to make purchases based on ethical criteria, and some might be more aware of CSR
activities then others and be more likely to actively investigate the CSR practices of
companies (Dawkins, 2005). This research will take this into account and investigate whether
customers find CSR at cosmetic companies important and support it or not. Especially
awareness seems to be very important in this regard. Rizkallah (2012) discovered that
knowledgeable and informed customers have a higher intention to use CSR as an important
aspect in their buying decisions, and unknowledgeable people have not. Therefore, awareness
can moderate the effect CSR has on certain business outcomes.

2.4 Business outcomes

In the previous paragraphs, it is often mentioned that CSR can lead to positive business
outcomes, via communication and customers. But what exactly are these business outcomes?
In Carrolls definition it is acknowledged that economic responsibilities form the basis of
CSR, and also Friedman (1970) argues that the social responsibility of a business is to
increase profits. This means that the responsibility of business is to produce goods and
services that society desires and to sell them at a profit (Carroll & Shabana, 2010, p.90).
Therefore, organizations not only engage in CSR out of ideological ideas, but also because it
can lead to more profitable business outcomes (Du et al., 2010). This also became apparent in
the motives pointed out by Garriga and Mel. Engaging in CSR can be more than costs or
solely a charitable deed; it can be an important source for innovation and competitive
advantage (Porter & Kramer, 2006). Overall, the benefits of CSR can be broadly divided into
two types of outcomes: transactional and relational outcomes (Du, Bhattacharya & Sen,
2007). Transactional outcomes are the tacit and immediate financial outcomes, like the
purchasing behavior of customers. Relational outcomes on the other hand are the more longterm benefits, like brand identification, brand loyalty, positive brand evaluations and positive
word-of-mouth (brand recommendations) (Hoeffler & Keller, 2002; Klein & Dawar, 2004;
Sen, Bhattacharya, & Korschun, 2006).

15

Studies that focused on transactional outcomes have shown some inconclusive results.
A great body of literature reveals that the buying behavior of customers is positively
influenced by CSR (Brown & Dacin, 1997; Du et al., 2007; Klein & Dawar, 2004; Sen &
Bhattacharya, 2001). These studies show that customers increasingly expect that
organizations behave like good corporate citizens and that the overall expectations of CSR
initiatives taken by companies are increasing (Dawkins & Lewis, 2003). Customers are
becoming more and more critical with regard to social and environmental issues (Frederick,
2008). They do not only have concern for issues that directly affect themselves (product
safety), but also issues that affect others (labor circumstances) (Maignan & Ferrel, 2004).
Customers have high expectations of CSR and include these expectations and concerns into
their behavior towards companies (Maignan et al., 2005). This seems to imply that customers
prefer to purchase from companies that act in a socially responsible way and are intolerant
towards organizations that fail in fulfilling their social obligations (Dawkins & Lewis, 2003;
Harrison, Newholm & Shaw, 2005; Kotler, 2011). This may imply that customers reward
companies for engaging in social responsible activities, and punish the ones that harm society
by not buying their products (Creyer & Ross, 1997; Levy, 1999). According to a survey by
the European Commission, 70% of the consumers find it important that a company is
committed to social responsibility, and 44% is willing to pay a higher price for socially and
environmentally responsible products (CSR Europe, 2000).
But there are quite some studies that do not support this view and claim that there is
no influence from CSR on the buying behavior of customers, because customers do not really
care that much about whether companies behave socially responsible or not (Boulstridge &
Carrigan, 2000; Vogel, 2005). Carroll and Shabana (2010) for instance claim that there is no
direct relation between CSR and the financial performance of companies, and Sen and
Bhattachrya (2001) even show that CSR can sometimes have a negative influence on the
buying behavior of customers. According to these findings there is a gap in the intentions of
customers and their actual behavior, which would explain why they want to know about CSR
but do not act upon it (Rizkallah, 2012, Vogel, 2005). The studies do support the view that
CSR can play a role in the buying behavior of customers, but that price and quality are still
the main decision factors (Boulstridge & Carrigan, 2000). This would imply that CSR is not
as big of a factor when it comes to the financial outcomes of companies.
An important missing link in this relationship seems to be good communication
(Dawkins, 2005). According to a study conducted by Mohr and Webb (2005), customers find
it difficult to use CSR in their buying decisions because they are mostly not aware of the CSR

16

activities of companies. Research has shown that companies have trouble with
communicating their CSR effectively, and that overall there is too little information, and the
available information is not easily accessible (Lewis, 2003). This means that customer
awareness of CSR is rather low, which leads to drawbacks for organizations to achieve
strategic benefits (Bhattacharya & Sen, 2004). In order to achieve positive customer
relationships, good CSR communication appears to be very important (APCO, 2004, as cited
in Fieseler, Fleck & Meckel, 2010; Maignan & Ferrel, 2004).
The above shows that evidence of the existence of a positive relationship between
CSR and the buying behavior of customers (transactional outcomes) is not overwhelming, but
there is sufficient evidence for CSR to have a positive effect on relational outcomes. For
instance, research shows that brand identification can be triggered by CSR, because CSR can
help customers relate to and identify with a certain brand. These studies suggest that the
degree of customer identification depends on the attractiveness of the identity of the company,
and CSR is one factor that can trigger a positive organizational identity (Dutton, et al., 1994;
Lichtenstein et al., 2004; Marin & Ruiz, 2006). Brand identification is important because
when stakeholders identify with a specific company or brand, they will also support its
actions. Furthermore, CSR can create a sense of public goodwill and it can enhance customer
commitment and loyalty towards a company and even increase willingness to pay a higher
price for certain products. When customers are loyal to a brand, they are willing to invest
certain resources, like money, time and energy into it. This loyalty can also increase brand
recommendations from customers to each other (positive word-of-mouth) (Hoeffler & Keller,
2002).
These findings imply that engaging in CSR is most likely beneficial for relational
outcomes and serves to create broader, deeper and longer-term consumer responses and to
contribute to a brands long-term reputational capital (Du et al., 2007, p. 237). It seems to be
unclear whether it is also beneficial for transactional outcomes. Overall, CSR has become a
significant driver of corporate reputation and the public opinion about a company (Dawkins &
Lewis, 2003; Hoeffler & Keller, 2002). An earlier study indicated that a companys image is
determined by CSR for 49%, which is more than brand management (35%) and financial
management (10%) (Meehan, Meehan & Richards, 2006).

17

2.5 CSR in the Cosmetic Industry

As mentioned before, the studies about the business case of CSR show rather inconclusive
results. A possible explanation for this is that the business effects of CSR are contingent and
differ between companies in different contexts (Crane et al., 2007). Therefore, any claim that
responsible firms are more profitable must be nuanced. In some businesses and sectors CSR
may have more effect than in others (Vogel, 2005). Therefore, this research will investigate
the possible CSR advantages in one specific sector: the cosmetic industry. In this paragraph
some information about the cosmetic industry will be given in order to provide a better
understanding of the context of this study.
As explained in the introduction, companies in the cosmetic industry are increasingly
developing CSR strategies. The company that supposedly started this trend is The Body Shop,
which was the prime company to start social responsible business practices in the cosmetic
industry. In 1995, The Body Shop was the first to publish a CSR report. In this report they
described their activities about all sorts of topics, like ethical trade, animal testing, human
rights, protection of the planet, employee care etcetera (OECD, 2007). With this approach,
The Body Shop distinguished itself from other companies on the market and won consumer
trust (OECD, 2007; Porter & Kramer, 2006). It is even assumed that The Body Shop has
ownership of the green positioning, and that other cosmetic companies have the risk of
being seen as a copy-cat (Johri & Sahasakmontri, 1998). Despite this many cosmetic
companies followed suit, because The Body Shop was so successful (Article 13, 2002).
Nowadays it appears that the entire beauty industry wants to be ecological and ethically
conscious.
New Ethics Institute founder Rainer Plum (2010, as cited in McDougall, 2010) also
highlighted this growing importance of CSR for cosmetics companies, but he also warned for
greenwashing. Since CSR can be used as a marketing tool and a competitive strategy, there
is a risk of companies just following the trend by claiming to engage in CSR, rather than
actually implementing CSR strategies. But according to Plum (2010, as cited in McDougall),
CSR strategies have the most effect when companies speak the complete truth, and when the
activities that are undertaken are compatible with the entire business identity and mission.
This means that greenwashing is actually less effective than engaging in genuine CSR
activities and companies should not prefer to state false claims.

18

Communication in the cosmetic industry

Like explained before, communication is very important when it comes to CSR. This is also
the case in the cosmetic industry. Consumers react sensitively to greenwashing and false
information (Nielsen, 2012). Therefore, it is important to communicate honestly, and also use
the right channels. The Internet plays a big role in the cosmetic industry; more than threequarters of the socially conscious consumers relies on opinions posted online by others
(Nielsen, 2012). However, Dawkins (2005) claims that most customers do not actively seek
for CSR information, not even when it comes to issues they find particularly important.
According to Organic Monitor (2010a), there is a lack of CSR communication by
cosmetic companies. The majority of cosmetic customers are not aware of the CSR activities
of specific companies and they also seem to be unsure about the meaning of the word
sustainability. The study states that it is urgent for natural and organic companies to quickly
start communicating better, because this lack in communication results in confusion amongst
cosmetic customers about which companies support sustainable values. This confusion will
diminish the chances to reap strategic benefits from CSR.

Popular CSR topics

Specific CSR initiatives in the cosmetic industry differ per company; some companies focus
on ethical sourcing and others on biodiversity preservation (Organic Monitor, 2010a).
Overall, key CSR efforts in the cosmetic industry are about greener development of
formulations, with a reduced ecological footprint. A lot of brands in the cosmetic sector focus
on CSR activities related to the environment, sustainability and philanthropy (Armstrong,
2010). Other popular CSR activities in this sector are to stop using unethical and harmful
ingredients, reduction of packaging waste and more sustainable use of materials, water and
energy (Organic Monitor, 2010b).
According to the Fair Trade Cosmetics & Ingredients report by Organic Monitor
(2010a), the natural and organic market is mostly concentrated in Europe, with North
America still catching up. This research focuses on the Netherlands, where laws and
regulations play an important role. Since March 2013 for instance, animal testing for cosmetic
products is forbidden by law in the Netherlands. Cosmetic brands cannot test their products
on animals anymore in the Netherlands, but they can still perform these tests in other
countries. So, cosmetic products that are bought in the Netherlands are not guaranteed free
from animal testing.

19

Previous research
Not a lot of academic research about CSR in the cosmetic industry has been performed, and
specifically not about its communication and the positive effect on customer-organization
relationships. Most studies have focused on technical aspects, like the use of specific
biologically active ingredients in cosmetics, which is not relevant to this study. This lack of
previous research highlights the relevance of this study. There are however a handful of
studies performed. The main findings of these studies are overlapping and show that quality,
price and ingredients are the most important factors when it comes to the buying decisions of
customers in the cosmetic industry (Selbes & Mohamed, 2010; Zhao, 2012). An emotional
link with the brand also seems to be important (Selber & Mohamed, 2010). Consumers are
mostly informed via the Internet, mass media and NGOs (Selbes & Mohamed, 2010; Zhao,
2012). The average awareness of consumers is rather low (Zhao, 2012).
Also, there are some studies that have focused on cosmetics and CSR in different
countries. A recent study for instance is performed about cosmetic consumers CSR
perception from a cultural perspective. A comparison was made between the United States
and China. The results showed that CSR is important in China, with higher expectations and
perceived importance of CSR in China than in the US. A significant difference was found
between the purchase intentions of citizens in the two countries, being higher in China (Chu
& Lin, 2013). The results of this study suggest that there might be an influence of CSR on
purchase intentions, but that this is dependent upon different cultures.
Furthermore, most research is specifically focused on The Body Shop. For instance, a
study about customers at a Body Shop store in Sweden found that these customers have a
positive attitude towards CSR and that when customers are well informed about CSR, this
will be connected to positive purchase intentions (Lundgren El-Sahly & Lundmark, 2009).
This however, can only be generalized to the customers of this specific store. Also the results
of a study about The Body Shop in Thailand showed that CSR policies have an impact on
consumer attitudes towards brands, but price, product-effectiveness and traditional branding
still matter. This means that a company cannot expect to gain positive consumer attitudes only
relying on CSR, but these findings are again specific to the Thai context (Johri &
Sahasakmontri, 1998).

20

2.6 Sub research questions

As explained in the introduction the main research question of this study is: How do
Corporate Social Responsibility activities influence customer relationships in the cosmetic
industry? In order to answer this question, a number of sub research questions will initially be
answered.
First it is important that a better understanding about the CSR communication of cosmetic
brands is provided. As explained, this research holds a communication perspective and argues
that CSR is only understood through communication. Therefore the CSR communication in
the cosmetic industry will first be researched. The goal is to provide clarity about the CSR
activities these brands engage in. Specifically their corporate websites will be analyzed,
because the literature review suggests that this is the most popular channel for companies to
communicate their CSR through. The following sub research question will therefore be
answered:
1. How do cosmetic brands frame their social responsibilities on their corporate
websites?
Secondly, the literature review showed that stakeholder characteristics are important for CSR
because these can impact the effectiveness. These characteristics are stakeholder type, issue
support and social value orientation. In this research, the stakeholders that are central are
customers, since they are important for companies when it comes to creating revenue
(Carvalho et al., 2010). In order to find out what CSR activities cosmetic customers find most
important (issue support), how much they value CSR (social value orientation) and how
awareness they are, the following sub research question will be answered:
2. How do customers perceive the importance of cosmetic companies social
responsibility efforts?
Lastly, previous literature about the business outcomes of CSR made a distinction between
transactional and relational outcomes. It became apparent that especially the relational
outcomes are important in achieving positive business outcomes from CSR, and that the
results of studies about the transactional outcomes are inconclusive. In order to understand
these relationships better, the following sub research question will be answered
3. Does CSR have a decisive role in enabling positive customer-organization
relationships in the cosmetic industry?

21

3. Methods
In this chapter, the methods that were used in this study to answer the research questions are
described. First, the research design is explained, followed by the sample and response. Next,
the data analysis is described. Further, the reliability and validity will be discussed,
emphasizing the threats. Lastly, the questionnaire design will be described.

3.1 Research design

There were two methods used in this research, which were both qualitative and quantitative.
A qualitative method is an interpretative and naturalistic approach to the world. It attempts to
make sense of phenomena and is mainly about analyzing texts. A quantitative method instead
characterizes data that can be presented by measuring terms, studying phenomenon that are
statistically observable and measurable (Flick, 2009).
First a content analysis was performed in order to answer the first sub research
question: How do cosmetic brands frame their social responsibilities on their corporate
websites? A content analysis is defined as any qualitative data reduction and sense-making
effort that takes a volume of qualitative material and attempts to identify core consistencies
and meanings (Patton, 2002, p.453). Content analysis thus makes it possible to give meaning
to certain text data (Hsieh & Shannon, 2005). Overall, a content analysis is regarded as a
flexible method for analyzing text data, and its focus is primarily on the characteristics of
language as communication, with attention to the content or contextual meaning of the text
(Hsieh & Shannon, 2005). In this research, an inductive approach is used and no
predetermined categories were identified. This approach was chosen to make it possible for
new insights to emerge (Kondracki & Wellman, 2002). This inductive approach is a popular
design for analysis (Hsieh & Shannon, 2005).
Secondly, a survey was conducted to answer the second sub research question: How
do customers perceive the importance of cosmetic companies social responsibility efforts?
and the third sub question: Does CSR have a decisive role in enabling positive consumerorganization relationships in the cosmetic industry? To be able to answer these questions, it
was either possible to use a qualitative or a quantitative research method. A qualitative
method (interview, focus-groups etcetera) would allow for a deeper understanding about the
attitudes of customers, but it would also mean that less participants could join and only the
opinion of a few could be taken into account. A quantitative method makes it possible to
include a larger amount of people, which can provide for more generalizable results. This is

22

one of the reasons a quantitative method was used in this part of the study. Another reason is
that CSR is a very delicate concept and there is a high possibility for social responsibility
bias. This bias is bigger when a qualitative method like interviews is used, because this means
face-to-face contact with the participants. A quantitative survey however is more anonymous
and therefore the attitude of participants can be measured more accurate. Also, there is a
lower possibility of interviewer effects (tone of voice, attitude in interview).

3.2 Sample and response

Content analysis
First, the CSR strategies of five cosmetic companies were analyzed. Since only a small
number of companies were investigated, a selection had to be made. In order to pick
companies for investigation, preferably a CSR ranking was used. Unfortunately, there was no
list to be found that included multiple cosmetic companies. Therefore, this kind of list could
not be used as a criteria and another ranking was used, which was the Top 50 cosmetic brands
from

2012

(http://brandirectory.com/league_tables/table/top-50-cosmetics-brands-2012-

2012). The most valuable cosmetic brands of the world are assigned a brand rating here,
based on a benchmark study of strength, risk and future potential. This ranking was the most
appropriate, since it says something about the effectiveness of the brands. Supposedly, these
brands are the most well-known and purchased ones, and therefore they are interesting to
study.
In order to make a specific selection from this list, some criteria were used. Since this
research takes place in a Dutch context only companies that are headquartered in Europe were
an appropriate pick for investigation. Many companies on the list were American or Asian
and therefore these had to be eliminated. Next, an initial research was performed in order to
investigate which companies had CSR information available on their websites. In order to be
able to perform a content analysis, it was necessary to pick companies that had some kind of
information on their websites that could be retrieved. After doing this initial research the
following brands were picked: LOreal, The Body Shop, Clarins, LOCCITANE, and Kiehl's.
It was remarkable that many companies that were present on the ranking did not have any
CSR related information easily available on their websites. Therefore, 22 companies could not
be incorporated in this research. This might say something about the limited use of CSR
communication in the cosmetic industry, and could be a subject for further research. The goal
of this study is however to find out how cosmetic brands frame their corporate social

23

responsibility activities on their websites, and therefore the brands that are investigated
needed to have this kind of information available. This could be a bias for the research,
because the results do not provide a general picture about how cosmetic brands communicate
their CSR. However, the aim of this research is not to generalize such findings, but to give an
initial overview of the communication by a couple of successful cosmetic brands.

Survey
The questionnaire was distributed on the Internet using Thesis Tools, which is an online
survey tool. In this way, it was possible to reach many people. The respondents were found
via a convenience and snowball sampling method. Since almost everybody buys cosmetics
ones in a while, the target group is rather broad and there are no specific characteristics the
respondents needed to have. The survey was spread via different Internet channels, including
Facebook, e-mail and a lifestyle blog from two Dutch students.
In total there were 147 completed surveys, but out of these 13 were not useable
because they were not filled in completely. Therefore, 134 surveys were used for the analysis.
The survey included 20 males (14,9%) and 114 females (85,1%). An overwhelming majority
of the respondents were female, which is probably caused by the topic cosmetics, that is
more appealing to women than men. This does not bias the research however, because the
target group of cosmetics generally also consists of mostly women.
The average age of the respondents was 23 years. The minimum age was 16 and the
maximum was 64. Most people were around the age 21 to 30 (73,1%). Furthermore, most
people had a WO master (26,9%), WO bachelor degree (25,4%) or HBO degree (31,3%).
Three participants had a professional degree (2,2%), 10 had a MBO degree (7,5%), 7 finished
high school (5,2%), and one only finished elementary school (0,7%).
The biggest part of the respondents, namely 114 people, was Dutch (85,1%), six
respondents were Belgian (4,5%), four were French (3%), and there were one German, one
Iranian, one Australian, one Bulgarian and one Romanian.

3.3 Data analysis

As explained before, an inductive content analysis was performed. The information regarding
CSR on the corporate websites of five cosmetic brands was analyzed on several aspects. Most
importantly it was determined how the companies define CSR and what specific CSR
activities are described. This analysis happened separately for each individual brand.

24

Afterwards, a comparison between the CSR activities from the different brands was made in
order to understand some more about the CSR activities cosmetic brands typically engage in.
It has to be mentioned that only the English (international) websites have been investigated.
Mostly there were multiple languages to choose from and there was a slight difference in the
amount of information provided on the websites targeted at different countries. The
international versions contained the most information in general and were therefore chosen
for investigation. However, it is not expected that the use of a different version would have
resulted in different findings.
The answers on the questionnaire were analyzed with SPSS. This statistical program
makes it possible to compare all the answers on the questionnaires. The scales of
measurement varied throughout the questionnaire. Some questions were asked on a 5 point
likert scale, with 1 being negative (do not agree) and 5 being positive (totally agree), and
some on a yes/no basis. The scores on each specific question were compared with regular
descriptive statistics.

3.4 Reliability and validity

Reliability and validity are important for the quality of a research. The reliability is about the
precision of the measures and has to do with stability, repeatability and consistency (Johson
Nenty, 2009). It ensures that what is measured is precisely what needs to be measured, using
the right variables. When the reliability is high, the results of the research would be the same
if the research were to be executed again under the exact same circumstances (Boeije, 2006).
The validity of a research represents the accuracy of the measures and is about the
representativeness that sustains generalization (Johnson Nenty, 2009)
A couple measures are taken in this research to achieve high reliability and validity.
The variables that are included in the questionnaire for instance are chosen and reviewed
carefully, with the use of relevant previous studies that used the same sort of method. Most
importantly, a pilot test was done before the survey was spread. A pilot study is a small
version of a full-scale study, and according to Van Teijlingen and Hundley (2001) pilot
studies are a crucial element of a good study. The goal of this pilot study was to find out if
the instrument (questionnaire) was appropriate and not too long and complicated. The pilot
study consisted of nine participants who completed the questionnaire while the author
observed. Afterwards, the participants could comment on the quality of the questions. After
this, a couple revisions were made because participants were not able to fill in every question.

25

Primarily the questions regarding CSR awareness were problematic for many participants. It
became apparent for instance that they could not indicate on a 5 point scale how much they
agreed with the statement: It is easy to find information about social responsible activities of
cosmetic brands. The scale of these questions were changed therefore from a likert scale to
yes/no/dont know, and it was especially important that the I dont know option was added.
A possible threat for the validity is non-response. This happens when not all
respondents fill in all the questions, which results in missing values (Van Thiel, 2007). A
short questionnaire can reduce this risk. Therefore, it was tested in the pilot study how long it
took for participants to fill in the entire questionnaire. The pilot study showed that the
questionnaire was not too long and took only 5-10 minutes for respondents to fulfill.
Therefore, the chance that participants finish the entire survey is increased, which reduces the
risk of a low response rate. Also, the scales of measurement were varied throughout
questionnaire, which reduces the chance that respondents loose their focus.
As explained before, when researching CSR there is a high possibility that participants
give socially desirable answers. Even though this research uses a quantitative, instead of a
qualitative approach in order to minimize this risk, there is still a possibility of a social
desirability bias. Therefore, another measure is taken and a computerized-survey is used. This
method produces less social desirable responses, because it is more anonymous than a face-toface survey (Yun & Trumbo, 2000). Since all participants are completely anonymous they
might have felt more secure to give their real opinion.
Also, the questionnaire was available both in English and Dutch. It was expected that
most respondents would be Dutch and this made sure they would understand the questions
correctly.

3.5 Questionnaire design

Here, the questionnaire design will be described. Other studies about CSR and customers
relationships served as inspiration for the questions on the questionnaire, like the ones by Du
et al. (2007), Morsing and Schultz (2006), Podnar and Golob (2007) and Rizkallah (2012).
Also, the content analysis served as a guideline for the questionnaire and information that
emerged from this analysis was used to construct certain questions. The complete
questionnaire can be found in appendix 1.

26

General awareness and purchase motivations

First, some general questions were posed to ease the respondents into the subject.
Respondents were asked to indicate for instance what their favorite cosmetic brands are and
how frequently they buy cosmetic products. Also, they were asked to rank a couple of factors
in importance, with 1 standing for totally unimportant and 5 for very important. The aim
of this question was to find out how CSR reflects the personal needs and how important
people find CSR in relation to other factors. The options they could choose from were: price,
quality, packaging, image of the brand, environmentally friendliness, ingredients, previous
experience with the product, convenience and recommendation of others.

Customer characteristics
As explained in the literature review, customer characteristics influence the effectiveness of
CSR. Therefore a number of questions were asked about the issue support and social value
orientation of the respondents. For instance, respondents were asked to indicate which social
responsible activities they find most important for cosmetic companies to engage in. The
options were established after the content analysis was performed and consisted of: no animal
testing, environmentally friendly production, donates to charity, protects human rights, treats
employees well, encourages diversity, protects women rights, uses natural and safe
ingredients, activates self esteem of customers. All these CSR initiatives were present on the
website of the companies and were therefore added to the questionnaire. Since this question
directly asked the respondents what activities they found important, it gives information about
what CSR practices respondents seem to value most and therefore gives insight in their issue
support. Another question was aimed at the social value orientation, which was: It is
important that my favorite cosmetic brand contributes towards society and community at
large. Respondents were asked whether they agreed with this statement, and they could
answer on a yes/no/I dont know basis.
As indicated in the literature review, awareness is very important when it comes to the
social value orientation of customers and the effectiveness of CSR. Therefore, a number of
questions specifically about awareness where asked. For instance, a couple of statements were
given and respondents needed to indicate whether they agreed with these statements on a
yes/no/I dont know basis. An example is: I know if my favorite cosmetic brands are
socially responsible in their daily practices. Also, respondents were asked whether they
could give examples of cosmetic brands that are socially responsible in order to find out how
aware they are. Lastly, respondents were asked if they seek for information about CSR, and

27

via which channels they get information. Here, a list of options was given, including for
instance social networking sites, corporate websites etcetera.

Customer-organization relationships
Next, a number of statements regarding customer-organization relationships were posed.
Respondents were asked to what degree they agreed with a number of statements regarding
either relational or transactional outcomes. They could answer on a 5 point likert scale,
ranging from 1 strongly disagree to 5 strongly agree. Examples of statements were: I
would recommend others to buy from a brand that is socially responsible, and I am more
inclined to buy green products, even if they are more expensive. All the statements can be
found in appendix 1.
Also, some questions were asked about negative reactions to irresponsible companies
in order to find out if customers only support responsible companies or also punish
irresponsible companies. Respondents were asked to indicate under which conditions they
would not buy a cosmetic product. Options they could choose from for instance were: if the
brand harms the environment, tests on animals, treats employees badly, etcetera. They were
also asked to indicate if they, or someone they know, have ever taken action against
irresponsible companies.

28

4. Content analysis
In order to understand how cosmetic brands communicate their CSR, and to provide a context
for the rest of the study, the content on the websites from LOreal, Clarins, The Body Shop,
LOCCITANE and Kiehls will be analyzed below.

4.1 LOreal
LOreal is a cosmetic company that is founded in 1909 and headquartered in France. It was
the first cosmetic group worldwide, recently owning 27 international brands and present in
over 130 countries. These brands include amongst others: Lancme, Biotherm, Vichy,
Garnier, Maybelline, etcetera. In 2012 the company earned 22,5 billion euros in sales, had
611 patents registered, invested 791 million euros in Research and Development, and had 5,8
billion products manufactured. In total, LOreal has 72,637 employees, from which 67% are
women and 33% are men. Of the board 43% are women and 57% are men (http://loreal.com/).
The main mission of the company is: Offering beauty for all. This mission becomes
apparent throughout the entire website, which is greatly dedicated to CSR. The table below
(4.1) is created to summarize the framing of CSR at the corporate website of LOreal,
including the specific areas of activities they undertake.
CSR

Specification

Ethical principles

Integrity

Respect

Courage

Innovating
sustainability

Raw materials

Reduction water

Green chemistry

Producing
sustainability

Cooperate with
local communities

Consuming
sustainability

Reducing
environmental
footprint
Eco-designed
products

Human Resources

Training

Work environment

Responsible
communication

Sustainable
consumption
policy
Diversity

Transparency

Disability

Inclusive business

Solidarity Sourcing
Program
Philanthropy
LOreal Corporate
Foundation
Table 4.1 Framing of CSR at LOreal

29

The main motivation for LOreal to engage in CSR seems to be that they want to be a good
corporate citizen, but it also becomes apparent that many CSR activities aim at increasing
profits. For instance, it is claimed that they want to increase diversity to help people around
the world, but also to reach more than a billion new consumers by being more knowledgeable
about cultural differences and thereby being able to tailor their products better. Also, LOreal
wants a good working environment for its employees to make sure of their well being, but
another philosophy is that their employees will work harder and gain better results for the
company because a thriving staff leads to long-term success.
LOreal positions itself as an inherently socially responsible company because it
claims to be committed to fulfilling their mission ethically and responsible. The company
seems to place social responsibility high; it is the core of their business, and their values are
very important in their daily practices. According to LOreal they have the duty to preserve
the beauty of the planet and to contribute to the well-being of our employees and the
communities in which we are present. Also their ethical principles are important to their
social behavior, which are: Integrity, Respect, Courage and Transparency.
Their commitment to CSR becomes apparent in the recognitions and awards LOreal
received in the Ethics and Sustainable Development department. These include prizes for the
World Most Ethical Company by Ethisphere Institute in 2010 and 2012, an award for their
Social Development report in 2011, a Pace Leadership in Ethics Award and the 26th Corporate
Philanthropy Oscar in 2009.

Sustainable development
Most importantly, CSR at LOreal seems to stand for Sustainable Development, which exists
of three areas: innovating, producing and consuming sustainability. According to the CEO
(Jean-Peal Agon): LOreal has made social responsibility a priority by integrating the
principles of sustainable development into their business model. Their main goal is to build
growth that is sustainable, responsible and inclusive. According to the CEO, this social
responsible strategy is, next to a commitment, a powerful tool for competitiveness and
creativity, not only for LOreal but also for their entire ecosystem. This makes clear that
LOreals motives are not purely ethical, but also economical.
First, the aim of sustainable innovation is to control the impact on the ecosystem
throughout the lifecycle of the products. Important are geocosmetics, selection of botanical
raw materials, green chemistry and predictive evaluation. Some facts that are presented are
that 22% of new raw materials are plant based, 10% of new materials comply with the

30

principles of green chemistry, 100% of plant based raw materials are evaluated for their
potential impact on biodiversity, 207 new formulae underwent ecotoxicity evaluation, and
471 raw materials had their environmental profile evaluated. Furthermore, some special
actions regarding innovation are: the involvement of LOreal in the 11th World Biodiversity
Summit in India, and a breakthrough LOreal reached with approval of the OECD for an
alternative method to animal testing.
Secondly, in the production process, LOreal has a twofold commitment: reducing the
environmental footprint of all their production sites, and cooperate with the local communities
surrounding the plants. They want to reduce greenhouse gas emissions, water consumption
and waste by 50%, in 2015. Some actions that they have taken in the production process are: a
pioneer plant in India regarding sustainable development, the lighter packaging of the brand
La Roche Posay which reduces the environmental impact, the zero CO2 emissions target in
Italy, boilers running on biofuel in So Paulo and water recycling in China and Canada.
Thirdly, sustainable consumption is a pillar of LOreals strategy. Three stages are
identified: providing customers with high performance products that are eco-designed,
adopting responsible communication in order to forge a trust-based relationship with their
customers, and a sustainable consumption policy in order to raise awareness among
consumers and encourage them to protect the environment. Examples of what they have
already done are: partnering with a Chinese Academy in their report about sustainable
consumption (Research Report on China Sustainable Consumption 2012), organizing the first
multi-stakeholder forum on sustainable consumption, and funding a study of consumption
behavior in different world markets.

Human Resources
LOreals goal is to be a renowned and attractive employer all over the world, developing the
individual talents of each employee. According to Executive Vice-President of Human
Resources (Jrme Tixier) their HR policy is a key element of the CSR strategy, because, at
LOreal, economic success and corporate social performance go hand in hand. The following
aspects are important here: training, well being at work, diversity and disability. First,
learning gets a lot of attention and 47,969 employees received training in 2012 via the Lfd
(Learning for development). Also, LOreal is convinced that a thriving staff is a key factor for
long-term success, and finds it important that employees can work in a healthy and relaxing
work environment. Therefore they are improving the interior of their departments. Next,
diversity is an essential value and stands for: recognizing, accepting, valuing differences and

31

capitalizing on them to accelerate the companys growth. The priority lies on three issues:
gender, disability and social and ethnic background. Main goals are nurturing the emergence
of women at the top level of the organization, enable and promote the employment of people
with disabilities and make LOreals products accessible to all consumers. LOreal wants to
make diversity a reality in the workplace and therefore has a fair recruitment policy. In 2006,
diversity training was implemented for 8000 managers across Europe, and in 2011 there were
1,411 employees that took part in the Diversities Workshop. Furthermore, LOreal has taken
measures for the disabled, like the accessibility of premises, access and maintenance in
employment, outsourcing and partnership. They also set up a Disability Initiatives award in
2008, in order to accelerate internal mobilization. The aim of these rewards is to recognize the
operational entities for concrete actions, and to promote, share and disseminate good
practices.

Inclusive business
Also, inclusive business is a pillar, which means that LOreal wants to be a player in social
inclusion and integrate people on low incomes into their supply chain. The company has a
commitment to share its growth with the surrounding communities. A saying from the
Director CSR and Sustainability (Alexandra Palt) is: We are helping the communities around
us to develop. Important here is the Solidarity Sourcing program, which establishes fair
trade partnership, like responsible sourcing of Shea Butter in Burkina Faso. In two years, 120
initiatives have been created in 47 countries, which resulted in 14,000 people having access to
long-term employment and a better income.

Philanthropy
The main philanthropy activity from LOreal is their LOreal Corporate Foundation.
LOreal says that more than ever before, the development of companies goes hand in hand
with major social responsibilities, and therefore they created the Foundation in 2007. Its
mission is to form closer ties with the surrounding communities and to share the companys
success with them. The two most important fields of activities of the foundation are focused
on science and beauty. First, they want to make science accessible, also for the most
vulnerable people, and they want to promote the role of women in science. With support of
the Foundation, 108 countries were mobilized and 1500 young women scientists were
supported. Secondly, they want to help persons affected by changes in their appearance to
regain their self-esteem and to reintegrate socially, and also to help people that are in socially

32

precarious situations to undergo training in a beauty-related field. In 2012 there were 13

countries mobilized and 1447 beneficiaries for the so called Beauty for a Better Life initiative
to give people with disadvantaged backgrounds the chance to train in the beauty profession.
Also, 3637 people benefited from the socio-aesthetic workshops to restore their dignity and
self-esteem.

4.2 Clarins
Clarins is another cosmetic company headquartered in France, founded in 1954. Under the
group there are a couple of brands, namely Clarins, Thierry Mugler, Azzaro, Kibio and My
Blend (http://int.clarins.com/). Overall, Clarins definition of CSR seems to be Responsible
Development, and it seems that especially the environment is an important aspect to them.
Clarins wants to strengthen its commitment to a better world in light of the current economic,
social and environmental concerns. The motivation of Clarins for engaging in CSR becomes
apparent in their motto: do more, do better and enjoy doing so. The company foremost
wants to be a good corporate citizen and be ethical. Therefore, Clarins has formalized a
Responsible Development approach into a charter of ten points, including amongst others:
conceiving environmentally friendly formulas, help to protect biodiversity, limit unnecessary
production and improve the supply chain, etcetera. They want reach these goals via a number
of activities, like using raw materials and eco-conception. This is all shown in table 2.4.
CSR

Specification

Raw materials

Respect

Fair trade

Laboratory and production Consumer safety

Reduce greenhouse
gas emissions

Eco-conception

Preserve
biodiversity

Reduce greenhouse
gas emissions

Human Resources

Share values

Create awareness

Charitable actions
Social actions
Table 4.2 Framing of CSR at Clarins

Optimize use of natural

resources

Environmental actions

Raw materials
Clarins prefers to use raw plant ingredients, natural ingredients from organic farming
practices, and plants grown locally or from a Fair Trade program. They have policies that
affirm constant commitment to preserve biodiversity. Important aspects in this regard are
respect and Fair Trade. Clarins both purchases raw materials and combines this with helping

33

local suppliers by paying a fair price, developing infrastructure and share their knowledge. An
example is the donation of five percent of the sale price from specific ingredients that come
from Madagascar to finance community projects in the harvesting area. Furthermore, Clarins
supports an organization called Jardin du Monde, which is an organization that tries to find
new key ingredients within very strict guidelines and respect for biodiversity. Clarins helps
this organization to improve the health of populations who do not have access to conventional
medicines by enhancing local knowledge of medical plants.
Laboratory & production
Clarins states to go beyond mandatory safety regulations and to be dedicated to consumer
safety. On the production side, their priority is to reduce greenhouse gas emissions and
optimize the use of natural resources. The company has set a goal to reduce greenhouse gas
emissions by 20% in 2012, by for instance reducing the impact of packaging material and
transportation, limit business trips, reduce water consumption etcetera. Clarins received a
number of accreditations for their effort. For instance, the production unit in Pontoise (North
of Paris) obtained an Ecocert certificate, which is a company managed by the French
authorities aimed at quality control. Also, Clarins Laboratories received the Good Laboratory
Practices (GLP) accreditation in 2007, from the French Health Ministry for their cellular
culture unit. They are the first premium skin care laboratories to receive this.

Eco-conception
For Clarins, Eco-conception is a vital necessity. With this, Clarins wants to preserve
biodiversity, and therefore wants to develop products and point-of-purchase elements that
have as little environmental impact as possible, for instance by using a special glass jar that
has less environmental impact than the plastic version. A Carbon Study in 2007 showed that
product packaging is the primary source of greenhouse gas emissions. Therefore, Clarins uses
packages that are low in weight and volume, uses materials that are recyclable, mostly uses
cardboard instead of plastic, and investigates possibilities for new printing techniques.

Human Resources
Clarins gives high priority to Human Resource Management, which seems to be focused
mostly on sensitizing employees about the idea of Responsible Development. They want to
share their values with all employees and make them more aware of what Responsible
Development is. Also personal development, listening and respecting differences are an

34

important part of their HR policy. In order to reach these goals, every new employee gets a
special training to develop competencies around four objectives: develop the potential and
talents of each individual, create a common knowledge base, improve the levels of
competence and performance, and enhance communication and teamwork. The Head of
International Training (Sylvie Sola) states that listening and respect are very important values
for Clarins, and that employees have to learn that their concerns for clients are real and that
nothing at Clarins is artificial.

Charitable actions
Clarins has a rich history of charitable actions and states that: Since the beginning, and with
a long-term vision, Clarins has based its development on the respect of humankind and
nature. This approach is the basis for all social actions for a fairer world today and
tomorrow. The actions are subdivided in social and environmental actions. Examples of their
actions are: The Dynamic Women award: Clarins rewards the generosity and commitment
of exceptional women, whose projects have improved the lives of children worldwide, The
Courtin Arthritis Foundation: this Foundations goal is to find a cure for the most serious
arthritis, Entincelle & Belle & Bien: the goal of this action is to offer moments of beauty,
gentleness and care to women fighting cancer, ClarinsMen environment award: every year
Clarins rewards a man who does something to preserve the Earth, and Alp Action: Clarins
wants to preserve the richness of the Alpine regions, and helps saving threatened plant species
in partnership with Alp Action.

4.3 The Body Shop

The Body Shop is an original, natural and ethical beauty brand, founded in 1976 and based in
the United Kingdom. The motto of the company fits its social responsible character: The
business of business should not just be about money, it should be about responsibility. It
should be about public good, not private greed." Currently there are over 2,500 stores in 60
different countries. In 2006, The Body Shop became part of parent company LOreal, but
states that it operates independently and retains its unique identity and values, and continuous
to be based in the UK (http://www.thebodyshop.com/).
The CSR initiatives the company takes are very apparent on the website, which is
probably because they differentiate themselves by their social responsible behavior. They
state that: Were different because of our values. The responsible activities in which The

35

Body Shop engages are what they call their values and these values are the core of their
company. Their motivation for being a social responsible company is because they want to be
a good corporate citizen and be ethical, because they believe that business is not just about
earning money, but also about being responsible. Table 4.3 is created to show the framing of
CSR at The Body Shop.
CSR

Specification

Against animal Testing

Cruelty Free
International

Humane Cosmetics
Standard

Support community fair trade

Activate Self esteem

Community Fair Trade

program
Secure women

LOVE

Charity

Defend human rights

Domestic violence

HIV/AIDS

Sex Trafficking

Protect the planet

The Body Shop Foundation

Animal protection

Reduce water
consumption
Supplier Code of
Conduct
Environmental
protection

Reduce waste

Ethical trade

Reduce CO2 and

electricity
Ethical Trade Program

Human Rights

Table 4.3 Framing CSR at The Body Shop

Against animal testing

The Body Shop is against animal testing, they even claim to have never tested their products
on animals and are therefore cruelty-free. All their products are certified by Cruelty Free
International as meeting their Humane Cosmetics Standards. These standards are set by the
British Union for the Abolition of Vivisection (BUAV), and are regarded as the highest
standard for animal welfare. Next to this, The Body Shop audits itself and every two years
they check their policies to ensure they are adhering to the latest animal-welfare guidelines.

Support community Fair Trade

The Body Shop makes its products with love and care, and sources from the finest raw
ingredients from all over the world. In 1987 they launched the Community Fair Trade
program, which is their commitment to trading fairly with suppliers. Currently, they have 24
Community Fair Trade suppliers. The company searches for small-scale farmers, traditional
artisans and rural co-ops that are experts in their fields, in order to create effective products.
In exchange, The Body Shop offers them fair trading prices and independence-building
prices. The company highlights the impact they make with this Fair Trade, by stating that it

36

brings real benefits to over 300,000 people worldwide. A couple examples of their Fair Trade
initiatives are: Teddy Exports in India, which makes many accessories for The Body Shop,
organically harvest honey from the Ethiopian Rainforest, which gives these beekeepers an
important source of income, and alcohol from organically grown sugarcane in Ecuador.
Activate self esteem
The Body Shop believes that true beauty comes from confidence, vitality and inner wellbeing.
This regards both the customers as well as the employees. Their philosophy is that looking
good stems directly from feeling good. Therefore, they use imagery that does not play on
womens insecurities. They also encourage employees to learn new skills trough their LOVE
(Learning is of Value to Everyone) initiative and thereby enhance the well being of their staff.
For that reason they fund a range of training courses, events and health treatments. They also
believe that another way to feel good is doing good. Therefore, they have a global
volunteering policy for their staff, offering a minimum of three paid volunteering days a year.
Defend human rights
The Body Shop states the following: We have always campaigned on issues close to our
heart, where we believe we can make a real difference. Therefore, CSR seems to be at the
core of their company. Since 1994 they have raised global awareness for domestic violence,
and since 2004 over 4 million dollar has been donated to local partners who fund the
prevention, support and protection of abused women and children. The Body Shop has also
been involved with HIV/AIDS, and since 1993 the company has been campaigning. In the
last two years they raised 1.1 million dollar for the Staying Alive Foundation, which is an
awareness project to educate at-risk communities about safe sex. Also human trafficking is a
topic of interest for The Body Shop, and their Stop Trafficking of Children and Young People
was the biggest campaign in their history. In total, 20 countries have committed to protect
children from sex trafficking because they raised 7,044,278 petitions.

Protect the planet

The Body Shop says to take full responsibility for the way they run their business, and is
committed to protect the planet and reduce the impact they have on the environment by
reducing the energy they consume and by generating less waste. The Body Shop has some
clear targets they want to reach in 2020, which are: reduction of CO2 emissions, electricity
consumption and waste by 50 percent, and reduction of domestic water consumption by 25%.

37

In order to achieve this they buy from companies that generate electricity from renewable or
low-carbon sources, reduce freight movements by manufacturing many products locally
(mostly in Asia), minimize the amount of packaging used to transport their products, and
increase the amount of recyclable material. Also, The Body Shop creates wildlife at all their
corporate sites in order to improve biodiversity, like allotments, beehives and fruit trees.
Ethical trade
Under ethical trade, The Body Shop understands treating people fairly, with dignity and
respect. In 1998 they became founder of the Ethical Trading initiative, which is a partnership
of multiple organizations that are dedicated to improve the working lives of people around the
world. In 2005, they applied their own Supplier Code of Conduct, with the ideas that
employment is freely chosen, working conditions have to be safe and hygienic, child labor
shall not be used and no discrimination is practiced. Overall, The Body Shop works with over
120 suppliers, and trough this Ethical Trade Program each of them is visited regularly. This
allows them to know how the 30,000 workers are treaded. With this they want to make sure
that every supplier is committed to the ethical codes, and that the improvement of these
suppliers is tracked.
The Body Shop Foundation
Lastly, The Body Shop has a Foundation (http://thebodyshopfoundation.org/). This
Foundation supports innovative projects across the world that work for social and
environmental change. The philosophy behind it is: to give a global helping hand to small
charities and projects all over the world, using the expertise and local knowledge of staff,
franchises and consultants of The Body Shop International. The Body Shop Foundation has
three pillars that are most important for them, which are: animal protection, environmental
protection and human rights. Until today, the Foundation funded over 2,500 global projects to
the tune of 20 million dollar.

4.4 LOCCITANE
LOCCITANE is a global, natural and organic ingredient-based cosmetic and well-being
products manufacturer with regional routs in Provence, France. LOCCITANE was founded
in 1976 and now has 2082 boutiques, 6549 employees and revenue of 913 million euro. On
their website there is a special section called LOCCITANE Cares, which is dedicated to their

38

values, philanthropy, social responsibility, responsible purchasing and sustainable

development (http://loccitane.com/).
At LOCCITANE, corporate social responsibility has multiple meanings. The table below
(4.4) was created to show how LOCCITANE frames CSR. The founder of LOCCITANE
(Olivier Baussan) states that their values are more than a philosophy, but a commitment that
has influenced many decisions over the years. There are three specific values that are of most
importance to the brand, which are authenticity, respect and sensoriality1. The motivation of
the company to be socially responsible seems to mainly be because they want to be a good
corporate citizen and to be ethical. Also some laws are followed, like the UN Global Pact, but
they choose to follow these voluntary.
CSR

Specification

Values

Authenticity

Respect

Sensoriality

Philanthropy/
LOCCITANE
foundation

Economic
emancipation

Support
of the
blind

Involved
employees

Local
projects

Social
Responsibility

Human
resources

Work/life
balance

Policy for
welfare of
employees

Involved in
community

Responsible
purchasing

Sustainable
ingredients

No
biopiracy

Integration
of the
disabled
Ethical
business
practices
Production

Employees

Logistics

Sustainable
Formulas
Packaging
development
Table 4.4 Framing of CSR at LOCCITANE.

Boutique

Philanthropy
LOCCITANE had been involved in the community since the start. In order to better carry out
these initiatives they created the LOCCITANE Foundation in 2006, which has an annual
budget of 1 million euros and two main action points: the economic emancipation of women
in Burkina Faso, and the support of visually impaired people. First, some initiatives have been
taken regarding a literacy program and the promotion of entrepreneurial projects. With these
initiatives they gave more than 7000 women more autonomy, and raised 153,000 in 2012
for the construction and functioning of literacy centers. Secondly, LOCCITANE offers
braille on most of its packaging, facilitates the professional integration of the visually
1 Sensoriality is a word used by LOCCITANE and seems to cover their values about the visual impaired.
Sensorial relates to those processes and structures within an organism that receive stimuli from the environment
and convey them to the brain (collinsdictionary.com).

39

impaired, and fights preventable blindness in developing countries. More than 500,00 people
have received ophthalmologic care thanks to this initiative. The employees of LOCCITANE
are also involved in the projects from the Foundation. For instance, there are employees who
help training women in Burkina Faso how to make soap. Also, the employees support a
number of local initiatives to support the blind and to increase the reach of the mission of the
Foundation.

Social responsibility
Respectfulness is at the heart of LOCCITANEs values and helps to guide its social policy.
Their social responsibility consists of the development of human resources to support the
groups growth while allowing employees to express their potential career aspirations, a good
work/life balance, the integration of people with disabilities, a proactive policy in order to
prevent accidents and ensure the welfare of employees and involvement in the community
through solidarity projects and the foundation. According to the founder the company is only
part of a whole, and one of the fundamental pillars of sustainable development is the
responsible relationship that a company has with its community.

Responsible purchasing
LOCCITANE has a team dedicated specifically to the relationship with the producers. They
want to maintain the traceability of their ingredients, as well as the sustainability of their
supply chain. Their formulas are inspired by the knowledge of nature, and they claim to have
the utmost respect for the environment. There are three main points to their responsible
purchasing policy: Sustainable ingredients: support local producers and use certified, organic
and/or P.D.O. ingredients, no biopiracy: the patents registered by LOCCITANE are based on
therapeutic or cosmetic developments that are the result of research carried out by its
international research department, and ethical business practices: LOCCITANE adhered the
UN Global Pact and the ten principles in the fields of human, labor and environmental rights.

Sustainable development
LOCCITANE tries to limit its environmental impact in their entire production process. In
order to reduce their impact, they entered the certification process for ISO 14001. There a
number of areas in which LOCCITANE takes care of sustainable development: Formulas
(no phthalates in fragrance, no parabens, uses plant oils rather than mineral oils, and
minimalizes the use of silicones); packaging (reduce, recycle, reuse and control), production

40

(reduce energy consumption, water usage and pollution, and the amount of waste produced
while increasing the amount of waste recycled), employees (get them involved in the efforts
that are made to reduce the environmental impact), logistics (reduction in air transport and
the filling of transport containers.), and boutiques (all the materials used in the boutiques are
environmentally friendly).

4.5 Kiehls
Kiehls was founded in 1851 in New York, but belongs to mother company LOreal since the
year 2000. The brand produces efficient, highly concentrated skin care from natural
ingredients. Kiehls does not have a specific section that seems to be dedicated to CSR on the
website. In their about us section there are some topics discussed however that have to do
with

their

CSR

initiatives,

but

these

are

not

specifically

indicated

as

such

(http://www.kiehls.com/).
Kiehls major commitment is to support local communities and to use safe ingredients
(see table 4.5). The motivation of the brand to engage in CSR seems mainly to serve their
customers as good as possible by giving them high quality products and support the local
communities in which their customers are present. This could be partly because they want to
be a good corporate citizen, but is also seems to be that there is an economic motivation,
because the goal of serving customers well is ultimately to increase sales and to generate
more revenue.
CSR
Ingredients

Specification
Fine and natural
ingredients

Simple, efficient, recyclable

packaging

Charity

HIV/AIDS

Environment

Childrens well-being

Table 4.5 Framing of CSR at Kiehls.

Ingredients
The company indicates that at Kiehls, our unique formulations are made with the finest,
naturally derived ingredients. They do this to assure high quality of the products, but they
also explain that they utilize simple, efficient and recyclable packaging in order to reduce
costs and focus their efforts on the quality of their products. Therefore, it seems that this is not
framed as a CSR activity, but as a measure to secure quality. Examples of ingredients are:
lavender, squalane, calendula, caffeine, vitamin C, blue algae and rosa arctica.

41

Charity
Kiehls states that: it has long been our honor to serve our patrons to the utmost of our
abilities and to do what we can to improve the lives of Kiehls customers in the communities
we share. In total, Kiehls can call more than 100 local communities home around the world.
There are three main charitable initiatives they engage in: HIV/AIDS education, prevention
and research; protecting and nurturing the environment; and childrens well being. One cause
they support is the Lower East Side Girls Club, which delivers programs in arts, literacy,
science, health and leadership for girls and young women to grow and develop confidence to
make a difference in the world. They also support the Waterkeeper Alliance and in
cooperation with Erykah Badu, Kelly Slater and Adrien Gerner, Kiehls made a Limited
Edition Superbly Restorative Argan Body Lotion, from which they donated the profit to the
Waterkeeper Alliance. Furthermore they raised 85,000 dollar for amfAR, which is
dedicated to end the global AIDS epidemic trough research. Also, in cooperation with Brad
Pitt they created the Aloe Vera Biodegradable Liquid Body Cleanser, and 250,000 dollar was
donated to JPF Eco Systems to rebuild New Orleans.

4.8 Conclusion
The above showed the CSR information on the website of five cosmetic brands. When
comparing all the websites a couple of things become clear and some overlapping topics are
noticed. Almost all companies have more or less the same topics that they discuss but in a
slightly different manner. Overall, LOreal and The Body Shop had the most CSR
information available, and Kiehls had by far the least information.
First, a topic that is discussed on every website is philanthropy and/or charity. All
brands do however support different kinds of causes. The Body Shop for instance defends
Human Rights and supports all kinds of causes that have to do with human rights, like child
trafficking and domestic violence. Kiehls supports causes that have to do with HIV/AIDS,
the environment and the well being of children. LOreal focuses on science and beauty,
Clarins on social and environmental causes, and LOCCITANE on the economic
emancipation of women in Burkina Faso and on supporting visually impaired people. It also
became apparent that many brands have a foundation to carry out these missions, like The
Body Shop Foundation, the LOCCITANE Foundation, and the LOreal Corporate
Foundation. Only Clarins and Kiehls do not have a foundation. Also, there is overlap in the

42

way the companies support certain causes. An often used method is donating a certain amount
of proceedings of a certain product to a cause, but also setting up trainings and the involving
employees in certain causes is popular. The Body Shop also uses petitions, which is
something the other companies do not seem to do. Kiehls also does something different by
involving celebrities in the causes.
Secondly, the environment is often framed as an issue in the social responsible
strategy of the brands. Most brands want to protect the environment and biodiversity by
reducing greenhouse gas emissions, CO2, waste and water consumption. Actions that are
taken in order to achieve this are mostly the use of raw materials, innovation of packaging,
and developing different business practices. All the companies claim they use as many raw
materials as possible. Also, they state that they are innovating their packaging and want to
make sure they generate as little waste as possible. A term that is often used is this regard is
eco-design or eco-conception. Next, the brands try to limit their impact on the environment by
changing their business practices, like reducing the amount of business trips. Especially The
Body Shop and LOCCITANE have many actions to reduce the environmental impact with
these kinds of actions; they also adapt the stores/boutiques to make them as environmentally
friendly as possible. As explained, Kiehls is the biggest exception and states that it uses light
packaging and natural ingredients, but they do not frame this as saving the environment, but
as being able to serve high quality products to their customers. All the other companies
mainly want to protect the environment and also frame it as such.
Thirdly, the inclusion of employees in the social responsible strategy seems to be
important for cosmetic brands, except for Kiehls. Every Human Resources policy includes
something that has to do with the social responsible behavior of employees. At The Body
Shop for instance, employees have the opportunity to volunteer for certain causes, and at
Clarins and LOreal it is stated that it is important that every employee is aware of the
importance of Responsible Development. Also LOCCITANE wants to engage its employees
in good causes. Furthermore, many brands find it important that their employees are treated
well, and therefore this is also a part of their HR policy. The well being of employees is often
discussed on the websites, and often some special attention is paid to diversity.
Fourthly, engagement in local communities is often discussed. All the brands want to
make sure they make a positive contribution to the communities in which they trade. LOreal
calls this inclusive business and has set up the Solidarity Sourcing program. LOCCTIANE
frames this as responsible purchasing and focuses on biopiracy, sustainable ingredients and

43

ethical business practices. Clarins and The Body Shop frame this as Fair Trade, and The Body
Shop has even set up a Community Fair Trade program.
There are however a couple of topics that are not discussed on the website of every
brand. Animal testing for instance is only discussed at the website of The Body Shop and only
indirect at LOreal. This is striking since Organic Monitor (2010a) reported that animal
testing is one of the factors where cosmetic companies were critiqued for. Furthermore, selfesteem is only a topic at The Body Shop, and consumer safety seems to only be discussed at
Clarins.
Concluding, the investigated cosmetic brands seem to frame their CSR as existing of
the following topics:
Environment
Philanthropy/Charity
Human Rights
Employees
Diversity
Women Rights
Natural/raw ingredients
Fair trade
Animal testing
Self esteem
As explained in the method section, these options will be included in the questionnaire. This
questionnaire is analyzed in the following chapter.

44

5. Survey results
In this chapter, the results of the survey are discussed. First, the results regarding the general
awareness and purchase motivations are analyzed, followed by the customer characteristics
and lastly the business outcomes.

5.1 General awareness and purchase motivations

First, the respondents were asked about their favorite brands. The most popular brands named
were: LOreal, Nivea, Chanel, Dove, MAC, Dior, Welleda, HEMA, Maybelline and Clinique.
The complete list of brands that were named is available in appendix 2. Next, they were asked
how frequently they buy cosmetics. As depicted in figure 5.1, most respondents buy cosmetic
products quite frequently, either once a month (34,3%) or once in three months (32,8%).
Many also buy products more than once a month (22,4%). Since the majority of the
respondents buys cosmetics rather frequently, they can be regarded as customers in the
cosmetic industry.
Frequency
3% 1%
More than once a month

11%
34%

Once a month
Once in 6 months

51%

Once a year
Less than once a year

Figure 5.1. Frequency of customers buying cosmetic products.

N=134

There also seems to be a difference in the purchasing behavior of women and men. Women
buy cosmetic products significantly more often (t=3,38; df=132; p=.001). On average, women
buy cosmetics once in 3 months, and men once in 6 months.
The respondents were also asked to indicate whether they were already familiar with
the concept Corporate Social Responsibility. In total, 68,7% of the respondents already new
about CSR, and 31,3% did not. This seems to indicate that people are pretty familiar with the
concept, but this could be due to the fact that many respondents in the sample were students
and therefore are more familiar with terms like these.

45

Purchase motivations
It was furthermore investigated how important customers find certain factors in their buying
decisions. These factors were not specifically about CSR, but some options were related to
the concept. This question served to understand what customers generally find important
when it comes to buying cosmetics. The results can be found in table 5.2. It seems that quality
and previous experience are most important for customers when it comes to buying cosmetic
products. As shown in table 5.2, previous experience is regarded as very important by 56,7%
of the customers and as important by 35,8%. Quality is very important for 54,5% of the
customers and important to 41%. These results indicate that when people buy cosmetic
products, they first consider the quality and their previous experience of the product. If the
quality and previous experience were perceived as negative, customers will probably be less
likely to buy the product.
Also price, convenience and recommendation are important factors. Price is an
important factor for most respondents (44%), and many even find it very important (21,6%).
Next, convenience is important (47%), which means that customers buy a lot of their
cosmetic products because they are easy to find. Furthermore, recommendation is quite
important (32,7%), but many customers are also neutral towards recommendation (35,1%).
The most unimportant factors seem to be packaging, with 12,7% ranking it as totally
unimportant and 26,9% as unimportant. The opinion about ingredients is rather divided and
no clear picture exists of the importance of the ingredients products contain. This is also the
case for environmental friendliness and brand image.

46

Totally
unimportant

Unimportant

Not
unimportant,
not important

Important

Very
Important

Price

2 (1,5%)

16 (11,9%)

28 (20,9%)

59 (44%)

29 (21,6%)

Quality

2 (1,5%)

4 (3%)

55 41%)

73 (54,5%)

Packaging

17 (12,7%)

36 (26,9%)

51 (38%)

27(20,1%)

3 (2,2%)

Brand image

12 (9%)

29 (21,6%)

48 (35,8%)

39 (29,1%)

6 (4,5%)

Environmentally
friendliness

8 (6%)

34 (25,4%)

41 (30,6%)

31 (23,9%)

19(14,2%)

Ingredients

9 (6,7%)

28 (20,9%)

35 (26,1%)

32 (23,9%)

30 (22,4%)

Previous
experience

5 (3,7%)

5 (3,7%)

48 (35,8%)

76 (56,7%)

Convenience

1 (0,7%)

11 (8,2%)

34 (25,3%)

63 (47%)

24 (18,7%)

Recommendation

4 (3%)

24 (17,9%)

49 (36,5%)

47 (35,1%)

10 (7,5%)

Table 5.2 Importance of factors in buying decisions.

N=134

Topics that can be related to CSR are ingredients and environmental friendliness. The content
analysis namely showed that the cosmetic brands focus on these factors in their CSR framing
a lot, like using natural/raw ingredients and protecting the environment with measures to
reduce waste and energy. Also packaging can be seen as a CSR topic because cosmetic brands
focus on reducing the amount of packaging etcetera. However, it is unclear whether
packaging in this question refers to the design or the way it is produced, and therefore it might
not be about CSR.
When these topics are regarded as CSR related, it becomes clear that customers do not
find these factors very important in their buying decisions, and that quality, previous
experience, price, convenience and recommendation are more important. This could say
something about the social value orientation of customers and could suggest that customers in
general do not find CSR important in their buying decisions. This needs more investigation
and therefore the following section will focus more specifically on CSR and the perception of
customers.

5.2 Customer characteristics

The following question stood central in this part of the research: How do customers perceive
the importance of cosmetic companies social responsibility efforts? Both the issue support
and the social value orientation were taken into account here. The issue support is about the

47

importance of specific CSR issues for customers. The social value orientation is about how
customers value CSR and whether they find it important or not.

Issue support
To measure the issue support of the respondents they were asked to indicate how important
they find it that companies engage in certain CSR activities. The results are shown in figure
5.3. Overall, they seem to find animal testing the most important issue: 70,1% of the
respondents finds it important that a cosmetic brand does not test its products on animals.
Next, safe and natural ingredients are important to many customers (68,7%), as well as
environmentally friendly production (55,2%). Least important seems to be donating to charity
(6%), diversity (11,9%) and the activation of self esteem (11,9%). Also, one person indicated
another option, which was: it has to do what it promises. This could be interpreted as
meaning that a brand has to be honest, but this will be discussed further in chapter 6.

Issue Support
80,0%
70,0%
60,0%
50,0%
40,0%
30,0%
20,0%
10,0%
0,0%

70,1%

68,7%
55,2%
46,3%

43,3%
27,6%
17,9%

11,9%

11,9%

6,0%

Figure 5.3 Issue Support of customers

N=134

Apparently, not many people perceive charity as an important CSR issue. The content
analysis however made clear that many cosmetic brands do engage in charity a lot; in fact,
every brand has much information about charity on their website. The opposite is the case for
animal testing. Most people find it important that products are not tested on animals, but most
brands did mention this issue on the website. This is further discussed in chapter 6.

48

Social value orientation

Next, to measure the social value orientation of customers they were asked to indicate
whether they agreed with a couple of statements. The social value orientation consists of both
the perceived importance of CSR, and the awareness of CSR. In table 5.4 the results are
shown. Overall, it seems that the respondents find it quite important that their favorite
cosmetic brand contributes towards society at large (59,7%). Further, an equally large part
does not know if their favorite brand is socially responsible in its daily practices (59,7%),
which means that most customers are unaware of the CSR practices of their favorite cosmetic
brands. However, they seem to be interested in the information because a majority of the
respondents thought that cosmetic brands should communicate their CSR more (78,4%). This
could mean that customers are generally interested in CSR and want to know more about it,
but unfortunately they do not receive enough information from brands.
Moreover, respondents replied quite divided on the statement whether they find it easy
to find information about cosmetic brands. One-third indicated that it easy to find
information, another third indicated that it is not easy, and the last third did not know if it is
easy to find information. The fact that many respondents did not know could indicate that
customers are not actively seeking for information about social responsible cosmetic brands.
This however will be researched in the next section. Also, the fact that many indicated that it
is not easy to find information supports the earlier statement that brands do not give enough
information about CSR.

It is important that my favorite company

contributes towards society at large.

Yes
80 (59,7%)

I know if my favorite cosmetic brands are 38 (28,4%)

socially responsible in their daily
practices.
Cosmetic companies should communicate 105 (78,4%)
their CSR more.
It is easy to find information about social
48 (35,8%)
responsible cosmetic brands.
Table 5.4 Statements regarding social value orientation.
N = 134

No
40 (29,9%)

Dont Know
14 (10,4%)

80 (59,7%)

16 (11,9%)

20 (14,9%)

9 (6,7%)

42 (31,3%)

44 (32,8%)

Seeking information
As the above showed, one/third of the respondents indicated that they did not know whether
information about cosmetic brands is easy to find, which could indicate that people do no
actively seek for information. When further investigated it indeed became apparent that the

49

majority (83,5%) of the respondents does not seek for this kind of information actively. This
means that only 16,4% does seek for information about CSR. The respondents were also
asked to indicate through which channels they receive most CSR information. Respondents
who indicated they are not actively seeking for this kind of information were also able to
answer this question, because even though they do not seek for it, it is possible that they
encounter this kind of information, even though not purposely. The results are depicted in
figure 5.5.
The most mentioned channels for receiving CSR information were Social Networking
Sites (40,3%), followed by information on packaging (38,8%) and magazines (38,1%). The
least mentioned were celebrities (3,7%) and opinion leaders (5,2%). Surprisingly, the official
website was only mentioned by 23,1% of the people, while this is regarded as a popular
channel for companies to express their CSR through and is also being increasingly used by
companies (Isenmann, 2006). What is also striking is that only 14,2% of the people claimed
to not get any information, while a large majority indicated that they do not seek for
information. This could mean that CSR information does reach them, even though they are
not actively seeking for it themselves. Also some other options were given, which were:
Google, spouse, family, advertisements in bus stops and stands in the city.

45,0%
40,0%
35,0%
30,0%
25,0%
20,0%
15,0%
10,0%
5,0%
0,0%

40,3% 38,8%
38,1%
26,9%

23,1% 22,4%

19,4%
14,2%
5,2%

3,7%

Figure 5.5 Information channels

N=134

50

Social responsible cosmetic brands

In order to find out how aware customers are of the social responsible behavior of cosmetic
brands they were asked to give an example of a brand that is socially responsible. The
complete table with this information can be found in appendix 3. More than half (60,4%) of
the respondents could not tell which cosmetic brands are socially responsible. The people
who could mostly mentioned The Body Shop (14,2%). This is actually not surprising when
taking previous research into account that stated that The Body Shop distinguished itself from
other companies and has ownership when it comes to CSR (Johri & Sahasakmontri, 1998;
OECD, 2007; Porter & Kramer, 2006). Other brands that were named where Lush (8,2%),
Dove (3,7%), Dr Hauscka (3%), Hema (2,2%), Nivea (2,2%), Dr Organic (1,5%), Neutral
(1,5%), Welleda (1,5%), Yves Rocher (1,5%), and Sisley (0,7%), Miss Helen (0,7%), and
Bio2Bio (0,7%).
Next, respondents were asked which activities these brands engage in and how they
became aware of these. The CSR activities that were mentioned most frequently were animal
testing (57,7%), the environment (26,9%) and natural ingredients (19,2%). These activities
relate to the earlier mentioned issue support of customers, which might indicate that
customers are most aware of activities that fit their issue support. Furthermore, most people
became aware of these activities through advertising (including marketing) (26,9%) and instore information (15,%). These seem to partly overlap with the earlier mentioned channels,
but this will be further discussed in chapter 6.

5.3 Customer-organization relationships

In order to understand the influence of CSR on customer-organization relationships, the
respondents were asked to what degree they agreed with a number of statements regarding
cosmetic companies. These were either about transactional or relational outcomes. The results
are presented in table 5.6.
Many respondents seem to favor a company that makes a positive impact on the world
(40,3% agreed and 35,8% strongly agreed). This could indicate that customers prefer a
cosmetic company that is socially responsible, to a company that does not have a positive
impact on the world. Overall, the customer relationship with a socially responsible company
seems to be more positive. This also seems to be the case when it comes to brand
recommendation. One/third of the respondents agreed with the statement about whether they
would recommend others to buy products from a brand that is socially responsible, and

51

another third strongly agreed. This means that most people seem to be inclined to give brand
recommendations due to CSR.
Furthermore, respondents were either neutral or positive towards a couple of
statements. For instance when it comes to the buying intention. Many respondents agreed that
they are more inclined to buy green products, even if they are more expensive (31,1%), but
also many were neutral on this topic (34,4%). Consequently, it is hard to interpret these
results, but it seems to indicate rather a positive influence on the customer-organization
relationship than a negative one. Furthermore, respondents responded divided on the
statement whether they would exert more effort to buy a product from a brand that is socially
responsible (31,3% disagreed, 34,3% was neutral and 33,6% agreed). This means that
respondents seem to want to pay more money, but a smaller part wants to put effort into
finding green products.
Another question where the respondents had a divided opinion about was whether
they identified with a brand that is socially responsible. Most respondents were neutral
(40,3%), which means that people seem to be unclear about whether they identify which such
brands or not. An almost equal amount of people indicated that they agreed (20,1%) and
disagreed (23,1%). No clear conclusion can be drawn from this and the opinion about brand
identification seems to be divided.
When it comes to brand loyalty, respondents were asked whether they would switch
away from a brand if it were not socially responsible. Most people indicated they would
switch away and agreed with this statement (30,6%), but many others were neutral (28,3%).
These results are rather unclear and are therefore compared with the next statement, which
was whether the respondents would give their favorite cosmetic brand the benefit of the doubt
when it acts in an irresponsible manner. Most respondents were neutral (37,3%) and many
disagreed (29,1%), which means that many respondents would not give an irresponsible
company the benefit of the doubt. This fits the findings on the previous question and people
seem to be slightly more inclined to be loyal to socially responsible brands than to
irresponsible brands, but there are also many people that do not have an opinion on this.

52

Strongly
disagree

Disagree

Dont agree,
dont disagree

Agree

Strongly
agree

I favor a company that makes a

positive impact on the world.

2 (1,5%)

3 (2,2%)

27 (20,1%)

54
(40,3%)

48
(35,8%)

I would recommend others to buy

from a brand that is socially
responsible.

3 (2,2%)

14
(10,4%)

39 (29,1%)

45
(33,6%)

33
(24,6%)

When a brand is socially

responsible, I exert effort to buy
its products.
I am more inclined to buy green
products, even if they are more
expensive.

2 (1,5%)

32
(23,9%)

42 (31,3%)

45
(33,6%)

13
(9,7%)

8 (6%)

16
(11,9%)

46 (34,3%)

42
(31,3%)

22
(16,4%)

I identify strongly with brands

that are socially responsible.

11 (8,2%)

31
(23,1%)

54 (40,3%)

27
(20,1%)

11
(8,2%)

I would switch away from my

favorite brand if the company is
not socially responsible.

17
(12,7%)

22
(16,4%)

38 (28,3%)

41
(30,6%)

16
(11,9%)

39
(29,1%)

50 (37,3%)

27
(20,1%)

6 (4,5%)

If my favorite brand acts in an

12 (9%)
irresponsible manner, I give it the
benefit of the doubt.
Table 5.6 Customer-organization relationships
N = 134

Since awareness can moderate the effect CSR has on business outcomes, this is also analyzed.
Rizkallah (2012) claimed that knowledgeable consumers have a higher intention to use CSR
as an important aspect in their buying decisions than unknowledgeable people. This study
focused on the effect of awareness on both the transactional and relational outcomes. To
identify whether customers were aware or not, the following statement was used: I know if
my favorite brands are socially responsible in their daily practices, because this relates most
to awareness. Respondents that answered this question with yes were perceived as aware
customers, and people who answered with no were perceived as unaware customers. An
independent sample t-test gave the following results, which are shown in table 5.7.
When looking at the relational outcomes, it seems that aware customers have a better
relationship with social responsible companies. Aware customers significantly favor a
company more when it makes a positive impact on the world, compared to unaware
customers (t=-655, df=116, p=,04). The averages do not differ much from each other and both
customers still favor it quite much, but aware customers favor them slightly more. Also when
it comes to brand recommendation, aware people significantly agreed with this statement
more, with an average of 4,11 against an average of 3,48 from unaware customers (t=-3,100;

53

df=116, p=,002). This means that aware customers probably have a higher intention to make
brand recommendations due to CSR practices than unaware customers. Next, the results on
brand identification show that aware people identify significantly more with brands that are
socially responsible (3,47) than unaware people (2,70) (t=415, df=116; p<,001).
These results all show that aware customers have a more positive influence on
relational outcomes. However, when it comes to brand loyalty the differences between aware
and unaware customers are not significant. This means there is no difference in whether these
customers would switch away from a brand that is not socially responsible (t=-,454; df=116;
p=,65), and whether they would give this kind of company the benefit of the doubt (t=1,199;
df=116; p=,23).
However, when it comes to transactional outcomes it seems that aware customers also
have a better relationship with the organization. Aware customers seem to be significantly
more inclined to buy green products, even if they are more expensive (t=-4,531, df=116,
p<,001). The average of aware customers was 4,03 and of unaware customers 3,05. Also,
aware customers are willing to exert more effort to buy a product from a socially responsible
company (3,68) than unaware customers (3,10) (3,10) (t=-3,11; df=116, p=,002).

I favor a company that makes a positive impact on the

world.
I would recommend others to buy from a brand that is
socially responsible.
When a brand is socially responsible, I exert effort to buy
its products.
I am more inclined to buy green products, even if they
are more expensive.
I identify strongly with brands that are socially
responsible.
I would switch away from my favorite brand if the
company is not socially responsible.
If my favorite brand acts in an irresponsible manner, I
give it the benefit of the doubt.
Table 5.7
Significance *= p<.05, **= p<.01, ***= p<.001

Aware
4,32

Not Aware
3,91**

4,11

3,48**

3,68

3,10**

4,03

3,05***

3,47

2,70***

3,18

3,08

2,66

2,90

Punishment
Also some questions were asked regarding whether customers punish companies that do not
act socially responsible. First, the respondents were asked to indicate under what conditions
they would not buy a product from a brand. The results are shown in table 5.8. Apparently it

54

is most important for customers whether cosmetic brands use safe or unsafe ingredients. A
majority of the respondents indicated they would not buy a product if the brand uses unsafe
ingredients (79,9%). Like explained earlier in this study, the cosmetic industry is consumer
driven and customers use the products on themselves and therefore they find it increasingly
important to know what the products consist of and what they exactly put on their body. This
might explain why this criterion is regarded as highly important. Secondly, animal testing is
quite important; 53% of the respondents would not buy a product if it has been tested on
animals. Overall, it seems that the respondents found all conditions pretty important, with
harming society scoring lowest, but still 35,1% would not buy a product from a brand if it
harm society.

90,0%
80,0%
70,0%

79,9%

60,0%
50,0%

53%

40,0%

47,8%

45,5%

30,0%

35,1%

20,0%
10,0%
0,0%
Uses unsafe
ingredients

Tests on
animals

Harms the
environment

Treats
employees
badly

Harms society

Figure 5.8 Conditions under which customers would not buy product
N= 134

When comparing with the issue support, people indicated that animal testing was most
important (70,1%), followed by safe and natural ingredients (68,7%), and environmentally
friendly production (55,2%). These findings overlap with the abovementioned findings,
because the top three consists of the same conditions. It seems however that less people
actually want to punish irresponsible companies, despite of how important they find a specific
subject. More people namely indicated that animal testing was important (70,1%) than people
that indicated they would not buy a product if it was tested on animals (53%). This is also the
case for harming the environment, although there is a slightly less difference; 55,2% finds it
important, but 47,8% would resist buying a product if the company harms the environments.
In the case of safety of ingredients however the opposite is true; people seem to be more
55

willing to punish cosmetic companies that use unsafe ingredients (79,9%), than the
perceived importance of the use of safe and natural ingredients (68,7%). These lasts results
could however be due to a difference in questioning, which will be discussed in chapter 6
more in-depth.
Another question regarding the punishment of companies was if customers had ever taken
action against irresponsible actions from cosmetic companies. Most respondents indicated
they did not ever do this (61,2%), and 21,6% indicated they did not know whether they have
ever done this. In total, 17,2% of the respondents has taken actions. The specific actions they
have taken are:
Singing of petitions (mentioned 13 times)
Spreading negative word on the internet/blog (mentioned 5 times)
Protests/demonstration (mentioned 3 times)
Supporting good cause (mentioned twice)
Sent emails to companies (motioned once)
Sharing of videos via social networking sites (mentioned once)
Petitions are the most popular way to take action against irresponsible companies, probably
because it is an easy way to participate. However, such findings cannot be expressed with
certainty, since no follow-up interviews were conducted. These and other discussion points of
this research are discussed in the following chapter.

56

6. Discussion
In this chapter an answer will be given to the main and sub research questions whilst
comparing to previous research in the field. Also, some limitations will be addressed and
recommendations for future research will be given.

6.1 Conclusion
The aim of this study was to explore the role of CSR in the cosmetic industry and to answer
the following research question: How do Corporate Social Responsibility activities influence
the customer relationships in the cosmetic industry? The purpose was to research how
cosmetic companies frame their CSR on their corporate website, how consumers perceive the
importance of CSR, and if CSR has a decisive role in enabling positive customer-organization
relationships.

6.1.1 Sub research questions

In order to answer the main research question, first the sub research questions will be
answered.
Sub research question 1: How do cosmetic brands frame their social responsible
activities on their corporate website?
The analysis showed which activities are framed as being part of the CSR strategy of
cosmetic brands, namely: philanthropy/charity, the environment, inclusion of employees,
engagement in local communities/human rights, diversity, women rights, natural/raw
ingredients, fair trade, animal testing and self-esteem of customers. Previous studies claimed
that CSR in the cosmetic industry mostly has to do with the environment, sustainability and
philanthropy (Armstrong, 2010; Organic Monitor (2010b). As can be seen, these topics were
also found in the content analysis of this study.
However, there were some topics that were found in this study that do not overlap
with previous research, like the inclusion of employees, women rights, diversity, fair trade
and self-esteem of customers. These topics all seem to relate to the human aspect, which is
something other studies seem to neglect. This finding provides new insight in the knowledge
about what CSR incorporates and gives a better understanding of this broad concept,
specifically in the cosmetic industry. It seems that the human aspect is just as important as
philanthropy, sustainability and the environment. A possible clarification for the different
findings can be that the interest of cosmetic brands in the human factor has grown the last

57

couple of years, but since the other studies are not very old this seems unlikely. It could also
be that the other studies had a less broad understanding of CSR and therefore only paid
attention to other areas. Due to these inconclusive findings, future research should investigate
this matter further and provide more insight into the specific CSR activities cosmetic
companies engage in, for instance by directly interviewing the companies and ask about their
CSR policy.
When looking at the motivations the cosmetic brands have for engaging in CSR, it
appears that they all seem to have more or less the same motivations. The most important
reasons are that they want to be ethical and a good corporate citizen, but is also became
apparent that the brands want to increase profits by engaging in CSR. When comparing this to
the four-part model of Carroll (1991) it seems that all responsibilities are important for
cosmetic brands. They all acknowledge their economic responsibility and want to be
profitable, which especially became apparent at LOreal. Next, all brands want to be ethical
and therefore engage in ethical sourcing and fair trade. Also, they want to be good corporate
citizens and therefore engage in philanthropy. Lastly, even the legal responsibility is
recognized by at least one brand and obeys the law in its CSR policy (LOCCITANE).
However, the aspect that Carroll found least important is actually the most popular one in the
cosmetic industry, namely the philanthropic responsibility. According to Carroll this aspect is
only desired and not required, but all investigated brands have a policy on philanthropy and/or
charity and therefore this begs the question whether the model of Carroll is appropriate for
CSR in the cosmetic industry.

Sub research question 2: How do customers perceive the importance of cosmetic

companies social responsibility efforts?
First the general awareness of customers and their purchase motivations are discussed.
Apparently, the most popular brands amongst customers are LOreal, Nivea, Chanel, Dove,
MAC, Dior, Welleda, HEMA, Maybelline and Clinique. These do not overlap with the social
responsible brands the respondents mentioned in another question (see appendix 3), which
implies that CSR is not something that determines whether a brand is perceived as favorite.
Since this is not further investigated in this research, future studies should pay attention to
whether CSR plays a role in the realization of favorite brands.
Furthermore, it became apparent that customers do not find CSR factors very
important in their buying decisions (ingredients, environmental friendliness and brand image).
Instead, quality, previous experience, price, convenience and recommendation are more

58

important. When comparing to previous research, quality is also mentioned often as an

important factor (Boulstridge & Carrigan, 2000; Selbes & Mohamed, 2010; Zhao, 2012).
However, these studies claim that price is the main decision factor for customers, which does
not overlap with the results of this study. The survey results showed that previous experience
and quality are more important than price, and that there are even quite a few people that find
price unimportant (see table 5.2). Previous studies also point to the importance of ingredients
(Selbes & Mohamed, 2010; Zhao, 2012), but this is also something that is not recognized in
this research. Due to these inconclusive findings it is important that future research
investigates this further and finds out which factors are most important for customers in the
cosmetic industry, preferably in an interview format to make sure the rationale for this
becomes clear as well.
Next, in order to find how customers perceive the importance of CSR, their issue
support and social value orientation was investigated. The results showed that the most
important CSR issues for customers were animal testing, the use of safe and natural
ingredients and environmentally friendly production. This is interesting since customers did
not point out environmental friendliness and ingredients as important factors in their buying
decisions (see above). This could indicate that customers do find certain CSR topics
important, but not use these in their buying behavior. This is a remarkable result that begs for
further research about the importance of CSR in the buying decisions of customers.
The least important CSR activities seem to regard charity, diversity and the activation
of the self-esteem of customers. When comparing this to the content analysis some surprising
results appear. The most important topic for cosmetic brands namely seems to be
philanthropy and/or charity. However, when it comes to the issue support of customers not
many find this an important topic (6%). This is also the case when it comes to animal testing,
only the opposite way around. Most people find it important that no animal testing is
performed (70,1%), but most companies do not talk about this issue on their website. This
poses interesting practical implications for companies, because there seems to be a
discrepancy between what they communicate and what customers want to hear about.
Previous research showed that it is important that CSR activities fit the issue support of
customers in order to reach the best possible business effects (Du et al., 2010), and that
choices must benefit both the company and the stakeholders (Porter & Kramer, 2006).
Therefore these results imply that cosmetic brands should change their CSR communication
strategy and adapt it to the wishes of their customers more.

59

When it comes to the social value orientation, most people find it quite important that
their favorite brand contributes towards society at large and thereby these results conform to
the claims by the European Commission that 70% of the customers find it important that a
company is committed to social responsibility (CSR Europe, 2000). But what is striking
however is that the same amount of people does not know whether their favorite brand is
socially responsible and therefore their awareness is pretty low. This also became apparent
when customers were asked to give examples of socially responsible cosmetic brands. Only
39,6% could name specific brands. This supports the results from previous research that
cosmetic customers are unaware about CSR (Organic Monitor, 2010b; Zhao, 2012). These
results are valuable since they indicate a practical problem for CSR in the cosmetic industry.
According to Rizkallah (2012) knowledgeable consumers have a higher intention to use CSR
as an important aspect in their buying decisions than unknowledgeable people, and apparently
the customers in the cosmetic industry are not aware enough of CSR to use it in their buying
decisions.
The fact that most customers are unaware could be due to ineffective CSR
communication, which would fit the claims from earlier studies that companies have trouble
communicating their CSR, and that this results in confusion amongst consumers about which
companies support sustainable values (Lewis, 2003; Organic Monitor, 2010a). The results of
this study strengthen these because customers indicated they want to receive information
about CSR, but that it is hard to find such information. This implies a discrepancy between
what customers want and what companies do and implies that cosmetic brands should inform
their customers better about CSR in order to reap strategic benefits.
However, the results also indicate that it is hard for cosmetic brands to communicate
their CSR well, because customers have different social value orientations and support
different issues. This problematic part of CSR communication was already acknowledged by
Morsing and Schultz (2006) and could be the reason why there is discrepancy between what
customers want to hear and what cosmetic brands communicate. A possible solution could be
to improve the communication by using the informing and interaction strategies posed by
Morsing (2005), because these strategies serve to create aware and informed stakeholders and
make sure that positive customer outcomes are created. However, since this was not
researched here it is valuable if future research were to investigate this matter further and
finds out whether these strategies are helpful for CSR communication.
Another problem could be that cosmetic brands do not use the right channels for their
CSR communication. According to a number of studies, the corporate website is the most

60

important, popular and influential channel for CSR communication (Dellarocas, 2006; Esrock
& Leichty, 1998; Isenmann, 2006; Maignan & Ralston, 2002; Rolland & Bazzoni, 2009) and
advertising and public relations are less preferred channels because they are to bold (Morsing
et al., 2008). However, the results of this study offer a couple of issues. It became apparent
that a majority of the customers does not seek for information about CSR (16,4%), which
supports the claim by Dawkins (2005) that most customers do not actively seek for such
information, even when it comes to issues they find particularly important. This implies that
customers only receive CSR information when it comes directly to them and when they do
not have to put much effort into it. This claim is supported by some other findings in this
study. Only 23,1% of the customers namely indicated that they encounter CSR information
via the corporate website, but the most popular channels seem to be social networking sites,
information on packaging and magazines. These are all channels where information comes to
the customer, instead of customers looking for it themselves.2 This was also the case when the
respondents where asked to give examples of socially responsible brands. In this case the
mentioned channels were advertisements and in-store information, which are also one-way
communication channels targeted directly from the organization to the customers. Also, only
14,2% of the respondents claimed to not get any CSR related information, but a big majority
indicated that they do not seek for this information themselves. This means that CSR
information does reach them, even though they are not looking for it.
This importance of communication where customers do not have to search for
information themselves is a new and insightful result and has implications for CSR
communication in general. It might imply that, in order to reach as much people as possible,
CSR communication should consist of channels that directly target customers, without them
having to exert much effort to receive information. Therefore, it might be problematic if the
corporate website is indeed the most used channel, because customers will not be reached.
Furthermore, the findings are obviously not in line with Morsing et al. (2010), who said that
channels where information comes directly to the customers might be too bold. However,
their implications are from a different angle, because they were talking about the
trustworthiness of such channels, and not about how often these channels are used by the
target group and therefore about their effectiveness in reaching them.

In the case of Social Networking Sites it might also be interactive communication from both the customers as
the companies. However, in this case it is assumed that it means that there is information appearing on the feed
and therefore information comes to the customers.

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Sub research question 3: Does CSR have a decisive role in enabling positive customerorganization relationships in the cosmetic industry?
Overall, people seem to be quite positive towards socially responsible brands. This could
indicate that the customer-organization relationship is stronger with a brand that is socially
responsible than with a brand that is not. Overall, most people seem to favor brands that
makes a positive impact on the world, but there were also some cases in which people were
neutral and did not necessarily care, but also were not careless. Since no follow-up questions
could be asked it is hard to interpret the position of these people, however it is assumed here
that when people indicated to be neutral it does not matter to them whether a company is
socially responsible or not.
When it comes to transactional outcomes (tacit and immediate financial outcomes)
people are apparently more inclined to buy green products, even if they are more expensive.
Also, there seem to be indications that people exert more effort to buy from a brand that is
socially responsible, but the opinions on this are quite divided. These results seem to fit the
claims by other researchers that the buying behavior of customers is positively influenced by
CSR (Brown & Dacin, 1997; Du et al., 2007; Klein & Dawar, 2004; Sen & Bhattacharya,
2001) and that customers prefer to purchase from companies that act in a socially responsible
way (Dawkins & Lewis, 2003; Harrison et al., 2005; Kotler, 2011). This means that the
studies that claim that there is no influence from CSR on the buying behavior of customers
are not supported (Boulstridge & Carrigan, 2000; Carroll and Shabana, 2010; Sen &
Bhattachrya, 2001; Vogel, 2005). Additionally, these findings conform partly to the study by
Hoeffler and Keller (2000), who claimed that CSR can increase the willingness to pay a
higher price for certain products, but also that these customers are willing to invest other
resources more as well, like time and energy. The results of this study support the findings
that customers want to invest more money, just like the survey by the European Commission
stated that 44% of the customers are willing to pay a higher price for socially and
environmentally responsible products (CSR Europe, 2000). However, there are no convincing
results that customers want to invest more time and energy.
In terms of relational outcomes (reputational and long-term outcomes), customers
seem to have a more positive word-of-mouth and an increased brand loyalty. This fits the
claims by Hoeffler and Keller (2000) that CSR can create a sense of goodwill and can
enhance customer commitment and loyalty towards a company, as well as increase brand
recommendations from customers to each other. When it comes to brand identification
however the results were mixed and there is no clear picture about whether people identify

62

more with a brand that is socially responsible or not. Since no follow-up questions could be
posed in this research, it remains unclear what caused this division. Therefore, future research
should address this topic and find out what role CSR plays when it comes to brand
identification.
In addition, awareness seems to be a moderator in the relationship between CSR and
the customer-organization relationship. Rizkallah (2012) claims that knowledgeable
consumers have a higher intention to use CSR as an important aspect in their buying decisions
than unknowledgeable people, and the results of this study draw the same conclusion. It was
found that aware customers have a higher intention to buy green products, even if they are
more expensive and also want to exert more effort to buy these products. This also indicates
that price is indeed less important than is suggested in previous research (Boulstridge &
Carrigan, 2000; Selbes & Mohamed, 2010; Zhao, 2012). Next to buying intentions
(transactional outcome), awareness is also important when it comes to relational outcomes. In
comparison to unaware customers, aware customers favor a company more that makes a
positive impact in the world, have a higher intention to make brand recommendations and
identify more with socially responsible brands. Only when it comes to brand loyalty there
seem to be no real differences between aware and unaware customers. This is something
future research should address, since this research did not purposely account for differences in
awareness.
Next to supporting socially responsible brands, customers also seem to punish
irresponsible brands under certain conditions. Especially the use of unsafe ingredients is a
reason for most customers to not buy a product, as well as animal testing. This fits the claims
of multiple researchers that customers are intolerant towards organizations that fail in
fulfilling their social obligations (Creyer & Ross, 1997; Dawkins & Lewis, 2003; Harrison et
al., 2005; Kotler, 2011; Levy, 1999). Yet, it seems that more customers reward brands than
punish them, despite how important they find a specific subject. This is probably also why
most customers have never taken action against irresponsible brands. The few customers that
have taken action singed a petition or spread a negative word via the Internet. According to
Creyer and Ross (1997) customers mostly punish brands that harm society by not buying their
products, but the respondents in this research did not once mention this option. Since not
buying products is a more harsh measure than signing a petition or spreading a negative word,
future research should investigate this issue more in depth and find out what factors play a
role in punishing socially irresponsible brands. It seems that convenience plays an important
role, because signing a petition and spreading a negative word are not time consuming

63

activities and it does not take much effort. This would also explain why so little people
actually take action against irresponsible companies; because it takes to much effort. But then
again, since this research did not investigate this, these are just speculations.

6.1.2 Main Research question

All the findings together made it possible to answer the main research question:

How do Corporate Social Responsibility activities influence customer relationships in the

cosmetic industry?

To answer shortly, factors such as quality and previous experience are still most important in
the buying decisions of customers in the cosmetic industry, but CSR can actually influence
customer-relationships positively. It became apparent that relational outcomes are increased
and therefore it is confirmed that CSR can create a broader, deeper and longer-term
consumer responses and contribute to a brands long-term reputational capital (Du et al.,
2007, p. 237), and that brand loyalty and brand recommendations (positive word-of-mouth)
are increased. Furthermore, when it comes to transactional outcomes this study provides a bit
more clarity into the inconclusive findings in previous research. The results showed that
customers are willing to pay a higher price for products from social responsible brands and
therefore the transactional outcomes seem to be positively influenced by CSR as well. This
means that both the transactional and relational outcomes can be enhanced with CSR, but this
is however depended upon a number of factors.
First, the results of this study strengthen the argument made by Du et al. (2010) that
customer characteristics play an important role, and also show that this is specifically the case
in the cosmetic industry. Some customers value CSR more than others, which means that
customers have a different social value orientation. However, in the cosmetic industry quite a
large amount finds it important that their favorite cosmetic brands contribute towards society
at large, which implies that most cosmetic customers value social responsible actions. These
findings give relevance to this study since Vogel (2005) claimed that the benefits of CSR are
dependent on the context. This study focused on the cosmetic industry and shows that
customers in this sector find it important that companies contribute to society and engage in
CSR, and therefore that CSR might be beneficial in this specific context.
Secondly, some CSR activities fit more into the issue support of customers in the
cosmetic sector, like animal testing and environmentally friendly production. This means that
64

cosmetic brands should preferably emphasize these CSR activities. However, it became
apparent that not all brands discussed these factors on their website and neglect these issues in
their CSR strategy. Instead, they emphasize philanthropy and/or charity, while most
customers do not find this important. This indicates a discrepancy between what cosmetic
brands communicate and what customers value. Therefore, these brands might miss out on
opportunities to create a more positive customer relationship because there are not
acknowledging the issue support of their customers. This underpins the practical relevance of
this study, since it provides implications about possible improvements regarding CSR
communication in the cosmetic sector, namely that brands should enhance their
communication and focus more on issues like animal testing and less on philanthropy and/or
charity. Also, these results give insight into the expectations and needs of customers, which
was not yet well researched (Maignan & Ferrel, 2004; Singh et al., 2008).
Thirdly, awareness appears to be a moderator. Customers that are more aware of CSR
have a better relationship with the organization and both the transactional and relational
outcomes are more positively influenced, which means that the importance of good CSR
communication is underpinned by this research. However, it became apparent that most
customers are actually unaware and do not know whether their favorite cosmetic brands are
socially responsible. This could indicate that cosmetic brands are lacking in their CSR
communication, which supports the claims made in previous researches (Morsing 2005;
Organic Monitor, 2010a). These results give more insight into the effectiveness of CSR
communication, as well as into consumer behavior. According to Crane et al. (2007) it is
acknowledged that CSR can influence consumer behavior, but our specific understanding of
when, how and why is still limited. These results show that CSR can influence the consumer
behavior positively but that it is most effective when the awareness of customers is high. This
gives implications about the importance of awareness in CSR communication in general and
the customer-organization relationship in particular.
Lastly, the specific communication channel is important. It seems that customers do
not actively seek for information about CSR and that the corporate website is not a preferred
channels by customers. Instead, they rely on social networking sites, information on
packaging, magazines, advertisements and in-store information. This might imply that
customers do not exert effort into finding information and therefore CSR information might
only reach them if it directly comes to them. These findings have implications for CSR
communication in general because it implies that channels that are bold and are directly

65

targeted at customers might be most effective in reaching a big group of people with CSR
related information.

6.2 Limitations and future research

This research has some limitations and the first ones regard the sampling method of the
survey. A big part of the survey was spread via a Dutch lifestyle blog, which is about
anything related to fashion and beauty. This might have biased the results, because this part of
the respondents might have been more interested in cosmetics than the average person. Also,
most of the respondents regarded students and were around the age of 23. Therefore, the
results can only be generalized to customers in this category and not to the entire population.
Also, the findings can only be generalized to the Dutch population, since the majority of the
respondents were Dutch. Another limitation regarding the sample of the survey is that there
were 134 responses. This amount was high enough in this research, but a bigger amount could
give a more convincing picture. Future research should therefore focus on a bigger target
group and incorporate respondents from different age categories and different nationalities.
The following limitations are about the sampling of the content analysis. Most
importantly, the investigated brands differ in size. LOreal for instance is an umbrella
company, being owner of a large number of cosmetic brands. The Body Shop and Kiehls are
part of LOreal and the other investigated brands are not part of a big overlapping company.
Therefore, a comparison between the brands might not be fair, especially since some studies
showed that communicating CSR is limited to large organizations (Graafland, Van de Ven &
Nelleke, 2003). However, the selection of brands was made according to the Top 50 ranking,
and in this listing LOreal fell under the same category as the rest of the brands. Still, future
research should take this into account and use companies that are better comparable. Another
limitation from the sampling is that only five brands were investigated, which cannot account
for all cosmetic brands. This was actually due to time limitations and therefore future research
should include more brands in order to give more conclusive results.
Also, some results might be biased by the way the design of the questionnaire. For
instance when it comes to valuing and punishing brands based on their CSR strategy, it
became apparent that people value certain CSR topics, but that they not necessarily punish
brands that do not meet the desirable conditions. This means that people do find it important
that cosmetic brands that are environmentally friendly and do not test on animals, but they are
not restraint in buying products from brands that do test on animals and are not

66

environmentally friendly. This however could be caused by differences in questioning,

because the question regarding their valuing of CSR was not about their buying intention,
while the question about punishing was. Therefore, these two cannot be properly compared,
but instead it just gives an indication of these relations and future research should therefore
investigate this again and use questions that are better comparable.
When it comes to the importance of ingredients there is another problem with the
design of the questionnaire. In this case the opposite was true and many people indicated they
resist buying products with unsafe ingredient, but slightly less people indicated that safe and
natural ingredients are an important factor to them. This could be due to the difference in
questioning because there is a difference in the meaning of safe and unsafe. When people
indicate to find safe and natural ingredients unimportant, it does not mean that they do not
care whether ingredients are actually unsafe. The respondents who indicated that they do not
want to use unsafe ingredients probably do not want to use products that actually harm their
skin, but they also do not necessarily want to use products that are beneficial to their skin.
Ingredients can also have neutral connotations. Future research should therefore pay attention
to this and make sure the questions are better comparable.
Additionally, another limitation due to the questionnaire design regards the influence
of awareness on the customer-organization relationships. To investigate this relationship one
question was taken as indicating awareness, which was: I know if my favorite brands are
socially responsible in their daily practices. However, it could be argued that this question is
not a specific indication for awareness and therefore does not accurately measure the
influence of awareness on the customer-organization relationships. Therefore, the results
about the moderating effect of awareness might be biased. Future research should therefore
use a better indicator for awareness. Also, the questionnaire was spread in both English and
Dutch, which might have caused differences in interpretation. Future research should
therefore only use one type of language.
Next, a big limitation of this study was the fact that no follow-up questions on the
survey could be posed, due to time limitations. Therefore, some results are still a bit unclear.
For instance, many people indicated that they do not seek for information about CSR, but
unfortunately the rationale is still unknown. Furthermore, respondents indicated that social
networking sites were an important channel for receiving CSR information, but it remains
unclear which exact channels these are. Also, it is not clear whether customers want to exert
effort to buy green products and whether they identify with a brand that is socially
responsible. Since no follow-up questions were asked it is not clear why this is the case.

67

Therefore it is suggested that future research dives deeper into these issues and gives more
clarity about for instance what is meant by the statement: a brand has to do what it promises.
In this research, meanings could only be guessed.
Furthermore, some recommendations for future research can be made that emerge
from the results of this study. First, the results showed that customers possibly have a more
positive relationship with organizations that are socially responsible, than with organizations
that are not. However, these results are not tested on its significance due to limitations of this
research. It could be valuable to investigate this in future research with some kind of
manipulation and find out if customers indeed have a more positive attitude towards brands
that are socially responsible, both when it comes to transactional and relational outcomes.
Especially this last distinction is not yet investigated.
Moreover, the results seem to point out that the CSR communication of cosmetic
brands is lacking. However, it is not explicitly investigated here if this is truly the case. Future
research should therefore focus on this issue and find out if cosmetic brands indeed
communicate their CSR badly and what specific factors play a role here. These studies should
focus more on the direct link between communication and the effect it has on customers. This
is something this study did not do because it only looked at communication as a context for
understanding CSR in the cosmetic industry.
Lastly, there were some unexpected results that could not be investigated and
therefore ask for future research. For instance, the results seem to imply that direct
communication from the organization to the customers is preferred because customers do not
actively seek for CSR information themselves. Therefore, it might be best that customers do
not have to exert much effort to receive such information. However, this is only a speculation
and could not be investigated here. Since this is an interesting finding and could point to
practical implications for CSR communication, it is important that future research addresses
this issue.
Another interesting finding was that customers mentioned examples of CSR activities
of cosmetic brands, and that these examples overlapped with their issue support. Most
important in both cases were animal testing, natural ingredients and the environment. This
might suggest that customers are only aware of CSR activities that fit their issue support and
do not register CSR activities they are not interested in. Since this could not be researched in
this study it is recommended that future research examines this further, since it could give
valuable insights into the way customers become aware of CSR.

68

Also, before the content analysis was performed a small research was done in order to
find out if the cosmetic brands had enough CSR information available on their websites. It
was remarkable that many companies (22) did not communicate about this. It was implicated
before that this might say something about the limited use of CSR communication in the
cosmetic industry and should therefore be investigated in future research. If this speculation
appears to be true, it supports the idea that there is a lack of CSR communication in the
cosmetic industry.

69

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Appendix 1: Questionnaire3
1. Can you name some of your favorite cosmetic brands?
2. How frequently do you buy cosmetic products (fill in dot)?
o More than once a month
o Once a month
o Once in 3 months
o Once in 6 months
o Once a year
o Less than once a year
3. Rank the next factors in order of relevance to you when you buy cosmetic products
(1 = not important, 5 = very important)
Price
1
2
3
4
5
Quality
1
2
3
4
5
Packaging
1
2
3
4
5
Image of the brand
1
2
3
4
5
Environmentally friendliness
1
2
3
4
5
Ingredients
1
2
3
4
5
Previous experience
1
2
3
4
5
Convenience
1
2
3
4
5
Recommendation
1
2
3
4
5
Other, namely
4. Do you agree with the following statements?
It is important that my favorite cosmetic company contributes towards society and
community at large.
Yes/ No/ Dont know
I know if my favorite cosmetic brands are socially responsible in their daily practices.
Yes/ No / Dont know
Cosmetic companies should communicate their corporate social responsibility more.
Yes/ No/ Dont know
It is easy to find information about social responsible cosmetic brands.
Yes/ No/ Dont know
5. Which of the following activities do you find most important for cosmetic brands?
- No animal testing
- Environmentally friendly production
- Donates to charity
- Protects Human rights
- Treats employees well
- Encourages Diversity
3

Since the survey was spread via Thesis tools, this representation of the survey is not completely the
same as the actual online questionnaire, since the layout and answer options were different.

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Protects Women rights

Uses safe and natural ingredients
Engages in Fair trade
Activates self esteem of customers
Other, namely

6. Can you give examples of cosmetic companies that are socially responsible?
Yes / No
If yes, please share an example.
Company name:...
Socially responsible activities:.
How do you got to know these:

7. Do you seek for information about social responsible cosmetic brands?

Yes/ No
8. Via which channels do you get information about responsible cosmetic brands?
- Social networking sites (Facebook, Twitter)
- Company website
- Packaging
- Magazines
- Television commercials
- Opinion leaders (Professional make up artist, beauty blogs).
- Salespersons in shops
- Friends
- Celebrities
- I dont get any information
- Other, namely.

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9. Please give your opinion on the following statements about cosmetic companies
1=
strongly
disagree

2=
disagree

3=
neither
agree
nor
disagree

4=
agree

5=
strongly
agree

I favor a company that makes a

positive impact on the world.
I would recommend others to buy
from a brand that is socially
responsible.
When a brand acts socially
responsible, I exert effort to buy
its products.
I am more inclined to buy green
products, even if they are more
expensive.
I identify strongly with brand that
are socially responsible.
I would switch away from my
favorite brand if the company is
not socially responsible.
If my favorite brand acts in an
irresponsible manner, I will give it
the benefit of the doubt.

10. I would not buy a cosmetic product if the brand:

o Harms the environment
o Tests on animals
o Treats employees badly
o Harms society
o Uses unsafe ingredients
o Other, namely.
11. Have you (or someone you know) taken action against irresponsible practices of
cosmetic companies? If so, please share details. (i.e. negative word of mouth
through blog, signed a petition).
o No
o Yes, namely.
o Not sure / not applicable

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Lastly, please fill in some personal information

Sex
o Male
o Female
Age:
o
o
o
o
o
o
o
o

20 <
21-25
26-30
31-35
36-40
41-45
46 -50 >
51>

Highest level of education

o Doctorate degree
o Professional degree
o WO Master
o WO Bachelor
o HBO
o MBO
o LBO
o High School
o Elementary
o No schooling completed
Nationality:4
o Dutch
o German
o French
o English (UK)
o Other, namely
o Non-European, namely
12. Are you familiar with the concept corporate social responsibility?
Yes/No

More options were listed, but are not relevant to depict here.

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Appendix 2: Favorite brands

Nothing (13)
MAC (12)

LOreal (29)
Dior (11)

Nivea (25)
Welleda (11)

Chanel (17)
Hema (11)

Clinique (10)
Body Shop (6)
Estee Lauder
(4)
Yves Rocher
(4)
Shiseido (3)

Andrlon (8)
Dr Organic (5)
Biodermal (4)

Max Factor (8)

Lush (5)
Sephora (4)

Garnier (7)
Catrice (5)
Clarins (4)

Dove (14)
Maybelline
(10)
Lancme (7)
Rexona (4)
Bourjois (4)

Sisley (4)

Etos (4)

Dr Hauscka (3)

Rituals (3)

FA (3)

Kruidvat (3)

De Tuinen (3)

Rimmel
London (3)
Lavera (2)
Biotherm

Vichy (3)

Head and
Shoulder (3)
Avne (2)

Axe (2)

Essie (2)

Herborian
Bio2bio

GOSH
Taft

Inglot

LOCCITANE

Zwitsal

La Mer

Jean Paul
Gaultier
NY

Nars
Yves Saint
Laurent
Napoleon
100% pure

Aveda

Babor
Nunile
Earths beauty
Trilogy
De Tray
Victor & Rolf

Urban Decay
Armani
Sensai
Odorex
Sanex
Dr Kneipp

Earth-line/Sealine
Redken
Dermalogica
La Roche Posay
Puravital/zarque
Kiko
Gilette

Nuxe
Vogue

Madara
Osis
Seventeen
Kiehls
Issey Miyake
Payot

Miss Sporty
Sant
Toni &Guy
Therme
Guerlain
Wella

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Appendix 3: CSR Brand examples

Brand name
The Body Shop
(14,2%)

What activities
No animal testing (9)
Natural ingredients (3)
Environment (4)
Good labor conditions throughout
entire supply chain (2)
A lot
Charity
Fair trade (2) honey and oil

Lush (8,2%)

No animal testing (12)

Environment (2)
Minimal packaging (2)
Biological
Fair trade
No mass production
Charity (2)
Natural ingredients

Dove (3,7%)

Natural beauty campaign (2)

Diversity
Positive about women (2)

Dr Hauscka (3%)

Hema (2,2%)

Biological dynamic cultivation,

Fair trade,
Project in Afghanistan
No animal testing (2)
Natural ingredients (2)
No animal testing
No animal testing (3)

Neutral (1,5%)

No perfume (2)

Dr Organic (1,5%)

Nivea (2,2%)

Activates self esteem of customers

Natural ingredients,
Everybody is different
No thin models
Welleda (1,5%)
Fair trading
Good treatment of workers
No animal testing
Natural ingredients
Environment friendly
Yves Rocher (1,5%) No animal testing
Safe and natural ingredients
Sisley (0,7%)
Natural products
Bio2Bio (0,7%)
No animal testing
Natural ingredients

Channel
Classic case in business studies (2)
In store (5),
Information on packaging (4),
Advertising (4),
Brand image (2),
Website (2)
Generally known
Read it somewhere
Media
Advertising (2)
Sign outside their shop
Brand image (2)
Website (2)
Coincidentally saw it somewhere
From someone else
Contact with brand
Facebook
Newsletter
Television (2)
YouTube
Brand Identity
Marketing/campaigns (2)
News
In the store
Folders
Internet
Internet
Blog
General knowledge
Internet
Advertising
Television
Advertising (3)
Brand image
Television
Magazines
Advertisements
Packaging
Own research
Website
Former employer
Advertisements
Store

82