MINI RESEARCH PROJECT REPORT

ON

(Customers Perception towards Green Marketing)

SUBMITTED TO

“BACHELOR OF BUSINESS ADMINISTRATION

(HONOURS)”
Session 2020-21

Submitted by: Supervised by:

(Mr. Rahul Singh) (Dr Preeti Tarkar)

Student of BBA(H) Asst. Professor -Dept. of Mgmt.

Roll No.:204700086 GLA University, Mathura

 CERTIFICATE

This is to certify that the mini research project report entitled “Customers Perception towards

Green Marketing”, is submitted by Mr. Rahul Singh, student of BBA(H) OF “Institute of

Business Management”, GLA University, Mathura, under my supervision for the Session 2020-

21.

Place: Mathura

Date: ……………………

Name & Signature of

Supervisor
 DECLARATION

I, Rahul Singh, student of BBA (H) Session 2020-21, Batch 2020-23 hereby declare that my work

entitled

“Customers Perception towards Green Marketing.”, is the outcome of genuine efforts done by me

under the able guidance of Mr./Ms./Dr. Preeti Tarkar and

being submitted to “Institute of Business Management”, GLA University, Mathura as Mini

research project report for the session 2020-21.

Place: Mathura

Date: ………………………

Name: Mr. Rahul Singh

Course: BBA (H)

University Roll No- 204700086

 TABLE OF CONTENTS

Chapter CONTENTS PAGE NO.

Chapter 1 About the Company 01 - 04

Chapter 2 Introduction to the Topic, Importance & Objectives 05 - 07

Chapter 3 Research Methodology 8

Chapter 4 Data Analysis & Interpretations 09-13

Findings, Conclusions, Recommendations &

Chapter 5 14-15
Suggestions

  Bibliography 16

 
 Customers Perception towards Green Marketing

Introduction

Businesses need to constantly assess the latest and most attractive marketing trends. Marketing
trends can be found out by continually researching about the changes in consumer behavior in
the marketplace. By identifying the changes in the consumer behavior, the businesses can
modify their offering to the consumers. Consumers today are more concerned about
environmental degradation and negative impact of their uses of product and services on
environment. The reason for this concern could be visible climatic changes, global warming
and increasing air and water pollution. Thus, using green marketing by the organizations not
only provides an opportunity to meet consumer expectations and address their environmental
concerns, but also to gain a competitive advantage and a strong consumer base.

Green marketing is also termed as environmental marketing or ecological marketing.

According to American Marketing Association, marketing of products that are presumed to
be environmentally safe is called as Green Marketing. Thus, wide range of activities are
covered under green marketing, which includes modifying the product, making changes in
the production process and packaging, as well as modifying advertising or removing any
activity that impacts the environment in negative way. Today, the Earth faces more
environmental issues than ever before, hence it is imperative for companies to make and
market themselves as environment friendly. Green marketing is emerging as a popular
promotional strategy owing to increased consumer awareness and concerns.

The concept of green or ecological marketing calls upon businesses to follow ethical and
green practices while dealing with customers, suppliers, dealers, and employees. Companies
have started marketing themselves as green companies. Even the Public Sector Units and
state governments are now paying a lot of attention towards environmental issues such as
global warming, pollution, or water contamination and have started taking steps to prevent
environmental pollution. In a recent survey conducted by National Geographic Society and
the international polling firm Globescan (2010) to determine consumers’ green attitude
called “Consumer Greendex”, the top scoring consumers were in the developing economies
of India, Brazil and China while industrialized countries ranked at the bottom. Consumers
showing the largest increase in environmentally sustainable behavior were in India, Russia
and the United States (Howe et al., 2010). A company to be successful in green marketing
requires to be committed to operate in environmentally friendly ways.
 Green Products and marketing practices

Actually, there is no consensus on what exactly is green. There is no accepted definition of

green product. However, based on different definitions of green marketing, some common
characteristics of products generally accepted as green, including the products are:
1. Energy efficient (both in use and in production).
2. Water efficient (both in use and in production).
3. Low emitting (low on hazardous emissions).
4. Safe and/or healthy products.
5. Recyclable and/or with recycled content
6. Durable (long-lasting).
7. Biodegradable.
8. Renewable.
9. Reused products.
10. Third party certified to public or transport standard (e.g., organic, certified wood)
11. Locally produced.

Many consumers durable companies are now marketing their products with Energy Star
Label stating that their use will reduce the energy consumption and consumers can save a lot
of money on electricity consumption over a period of time. For example, Godrej Consumer
Products is marketing its product through green marketing and gives additional incentive to
buyers to exchange their old products with latest green and environmentally friendly
products. The advertisements try to persuade the buyers to adopt a green lifestyle and
contribute in development of a greener planet. NDTV a major media group promotes green
values through its campaign Greenathon. NDTV Greenathon as they call it organizes various
philanthropic and social activities to raise awareness regarding environmental issues at the
same time contribute to the social causes like electrification of rural areas etc. Philips is
marketing its Compact Fluorescent Light (CFL) as “Marathon”, highlighting its new “super
long life” and energy efficiency. Many companies are now offering more eco-friendly
alternatives for their customers; re-cycled products are one of the most popular alternatives
that benefit the environment. Companies are now focusing on not to use plastic bags, instead
they use carry bag made up of recycled paper (for example, Titan, Tanishq have made a
corporate policy that the goods will be delivered or given to customers only in the carry bags
made out of recycled paper). Idea Cellular Limited also launched an advertisement stating
saving trees towards their corporate social responsibility. Kansai Nerolac Paints is marketing
themselves as green as they have removed hazardous heavy metals from their paints and are
marketing their lead-free paints in India. Dell focuses on producing green IT products under
their strategy called “Go Green with Dell”. Dell products are also coming in eco-friendly
packaging with a system recycling kit bundled along. They are also focusing on green
innovations from data-center efficiency to the use of eco- friendly materials for everything
from chassis design to product packaging.
Major electronic goods manufacturing organizations are selling their products with star
energy ratings that help to consume less energy. More is the star rating (maximum rating is 5
star) of the electrical/electronic appliance, less is the energy consumed.
Nokia has come up with the concept of recycling of phones to save the natural resources.
In 2007, IBM launched Project Big Green to help clients around the world improve the
efficiency of IT and better optimized their data center resources. IBM has software and
services technologies to help businesses reduce data center energy consumption and cut
energy costs by more than 40 percent.

Efforts are being made at government and industry level to protect environment. In
India Environment Protection Act in was implemented in 1986 and Environment Audit
in 1992 for the protection of the environment. New Delhi, Indian capital, was one of
the most polluted cities until Supreme Court of India intervened to change to
alternative fuels. In 2002, Supreme Court issued a directive to completely adopt CNG
in all public transport systems to curb pollution. Many greenhouse gas reduction
markets have emerged over a period of time that can catalyze projects with important
local, environmental, economic, and quality-of-life benefits. Kyoto Protocol’s Clean
Development Mechanism (CDM) is one of the steps towards greenhouse gas reduction.
In the construction industry, builder lobby are now using fly ash bricks to reduce soil
erosion due to manufacturing of traditional bricks. They are also using solar panels to
generate electricity for common passage lighting, elevators to reduce the traditional
electricity consumption. Footwear Design and Development Institute (FDDI) is
focusing on re-use of tires, using unconventional methods and innovatively creating
footwear and accessories from old and recycled tires. Green products have also proven
to be recession proof through the economic downturn of 2008 and 2009. According to a
Data monitor study in the first six months of 2009 there were over 500 new product
launches of goods that claim themselves as eco-friendly.
 Literature Review

Green marketing came into prominence in the late 1980s and early 1990s. The first book
titled Ecological Marketing was the outcome of first workshop on “Ecological Marketing”,
held by American Marketing Association (AMA) in 1975. Green marketing acquired an
eminent status since early 1990s. There has been occurring about green consumers and
green consumerism in 1970s and 1980s. Henion and Kinnear (1976) defined green
consumers as environmentally conscious consumers while Antil (1984) described green
consumerism as a specific type of socially conscious consumer behavior with prime focus
on protection of environment. Green consumerism was described as a form of “pro-social”
consumer behavior (Weiner and Doescher, 1991). Michael Polonsky (1994) defined “green
marketing as the marketing that consists of all activities designed to generate and facilitate
any exchanges intended to satisfy human needs or wants, such that the satisfaction of these
needs and wants occurs, with minimal detrimental impact on the natural environment.”

Various studies support the assertion that consumers today prefer environmentally safe
products and have a positive disposition towards companies following such practices. A
strong willingness is shown by consumers to favor environmentally conscious products and
companies as per various opinion polls taken in US and elsewhere, however action to do so
in reality are debatable (Mendelson N, Polonsky M J, 1995). In spite of huge interest in
green marketing by researchers and organizations, demand of green products is not as high
as expected. Mintel (1995) found a significant gap between consumers concern and actual
green purchasing. It is found that still there are considerable barriers towards the diffusion of
more ecologically oriented consumption styles.

According to Michael J Polonsky, environmental marketing has been perceived as an

opportunity by the organizations to achieve their objectives (stated by Keller 1987, Shearer
1990). It was believed that organizations have moral obligation to serve the society in more
environmentally friendly way (Davis 1992, Freeman and Liedtka 1991, Keller 1987, Shearer
1990). Firms are also forced to become more socially responsible due to the laws laid by the
government towards the protection of the environment. Firms are also pressurized by the
environmental activities adapted by competitors that demand the firms to change their
marketing activities to environmental marketing activities. One of the factors identified that
affects the purchase of green product is its high price in comparison with traditional product.
Price of the product can be reduced by properly designed environmental standards.
Environmental standards can trigger innovations that lower the cost of the product or improve
its value. Such innovation will allow the companies to use a range of inputs more
productively-from raw materials to energy to labor –
offsetting the cost of improving environmental impact and hence enhanced resource
productivity will make companies more competitive. Innovation will play
a lead role in sustainable development for the companies to be competitive and
resisting innovations will lead to loss of competitiveness in today’s global economy (Michael
Porter and Claas van der Linder, 1995).

Jacquelyn Ottman, (1998) suggests that from an organizational standpoint, all aspects of
marketing including new product development and communications should be integrated
with environmental considerations. This holistic view of Green Marketing suggests that not
only the suppliers and retailers, but the new stakeholders including educators, community
members, regulators, and NGOs should also be taken into purview. Environmental issues
should not be compromised to satisfy primary customer needs. Organization operating green
practices in their processes and products is considered as environmentally friendly by the
consumers and they prefer to purchase the products of the organization that are marketing
themselves as green organizations.

It has been always believed that the actions of individuals can be predicted by their attitudes.
Number of studies has been made towards improving the ability to predict an individual’s
actions. Davidson et al. (1985) found that the consumers’ attitude is associated with the
knowledge and personal experience they possess. However, inconsistencies were found
among the relationship between consumers’ attitude and their behavior when it comes to
green consumerism. Mainieri et al. (1997) found low correlation between consumers’ attitude
and green behavior. Previous researches also proved low correlation between consumers’
attitudes and their green behavior (Tracy and Oskamp, 1984). Spruyt et al. (2007) suggested
that the prediction of individual’s behavior is dependent on the attitude of the consumer. In
order to predict specific behaviors, the measurement criteria of attitudes should be directed at
a specific environmental issue like purchasing of green products (Gadenne et al, 2011; Wulf
and Schroder, 2003). Green Gauge Study of Roper Organization (stated by Crispell, 2001)
classified the American consumers into True-Blue Greens, Greenback Greens, Sprouts,
Grousers and Basic Browns. True-Blue Greens are the consumers who buy only green
products and trying to make up for the deficits, Greenback Greens are the consumers willing
to expend money towards protection of natural environment but don’t have time and energy
for environmental activities, Sprouts are the consumers who can buy green products
but are not involved in environmental activities, Grousers are the consumers who cares
about the protection of environment but make excuses for adapting green
products, and Basic Browns are the consumers who don’t care about the environment
protection and are not even ashamed of it.
Consumers are substantially aware about green products; however, applying green marketing
practices in business operations is not an easy task (Juwaheer, 2005). Antonio et al (2009)
suggested that due to environmental consciousness that has evolved over time, studies on
green consumerism will be the main focus point in future leading to identifying the consumer
attitudes, behaviors and intentions. Braimah and Tweneboah-Koduah (2011) studied
Ghanaian consumers and have found low level of awareness towards green marketing issues
which affected that purchase decision of the consumers. Price of green products was also
found to be one of the factors that influence the purchase of green products. However, it was
found that young consumers are more likely to be influenced by green issues. Cherian and
Jacob (2012) found that consumers lack green knowledge and because of this low awareness,
organizations are still not focusing towards development of green products.

There are several issues and challenges identified by various researchers with respect to
Green Marketing (Welling and Chavan, 2010). Practicing green marketing initially may
prove to be a costly affair as it encourages green products/services, green technology
(procuring new technology or modification of existing technology), green power/energy
which requires a lot of money to be spent on R&D programs. High investment is required in
marketing promotions to create awareness regarding green products and their uses. Many
customers may not be willing to pay a premium for green products which may affect the
sales of the company. It requires the companies to extensively communicate the presence and
benefits of green marketing to the customers by means of various tools available for
integrated marketing communication. Eco-labeling could be a good way to convince the
customers regarding green products. Consumers might be willing to pay premium price if
they see additional benefit (such as quality, environmentally safe product, fuel-efficient
vehicles, and non-hazardous products) attached with the product. Green Marketing can help
organizations to gain a competitive advantage and a strong consumer base. (Renfro L A,
2010).

According to Joel Makower (cited by Shafaat & Sultan, 2012), challenges faced by green
marketer also include the lack of standards and common consensus among the public about
what actually constitutes “green”. Despite these challenges, green marketing continues to
gain popularity, particularly in light of growing global concern about climate change.
Companies are coming forward to showcase their commitments to reduce adverse climate
impacts of their products and services. Green marketing can play an important role in
sustainable development so firms must adapt innovative methods to sustain itself in the
competitive environment.
 Need For the Study
Green marketing has now evolved as one of the major areas of interest for marketers as it
may provide competitive advantages. However, it requires investment in terms of technology
enhancement, process modification, communicating benefits to customers etc. Many of the
companies in India have now started marketing themselves as green organizations due to
certain government regulations and shift in the preference of the consumers worldwide.
However, not much research with respect to green marketing has been done in India and
there is question about the awareness of green products among consumers. The attitude of
Indian consumers towards green products and the relationship between the attitude and
behavior is also questionable. As green marketing is different from the marketing in
traditional way, marketers need to know the factors that persuade the consumer to buy the
green products. This study aims to resolve the research question that what factors influence
the consumer persuasion to buy the green product or not.

Research objectives
To investigate the level of awareness of Indian consumers about green products and practices.
1. To measure the green values of the customers.
2. To identify the brands, consumer associate with green marketing practices.
3. To investigate the preferences of Indian consumers about green products.
4. To identify the factors that influences the customer persuasion to buy green
products.
5. To understand the issues and challenges of green marketing practices.

Methodology and measurement

The unit of analysis in this study is the consumer level. Questionnaire survey was applied in
this study to collect information from the consumers (refer appendix A for questionnaire).
Information collected through consumer survey is utilized for further analysis and
verification of hypotheses. Green Consumer Value Scale developed by Haws et al, 2010 was
adapted in this study to measure the green value of the consumers. Classification of
consumers from Green Gauge Study of Roper Organization (2001) was adapted in this study.
10 consumers were asked to fill the questionnaire for pretesting and to identify the ambiguity
in terms, meanings and issues. Therefore, the questionnaire had a high level of content
validity. The respondents were asked to rate the statement on a 5-point scale ranging from
strongly disagree to strongly agree. Since the neutral point on the scale was 3, those means
above 3 suggests overall agreement with the statement and the mean below 3 reflects
disagreement. 106 valid responses for the questionnaire were received. After the pretest, the
sample elements were selected as per convenience and were asked to return the filled
questionnaires within 1 week.
 Findings and Discussion
Awareness
Respondents surveyed were aware about the green products and practices. However,
most of the respondents were not aware about the initiatives taken for promoting green
marketing practices by central/state government, NGOs and business houses in India
suggesting need for better marketing communication from these entities and have to
strongly communicate to the customers about their green initiatives. Newspaper and
Television were found to be the most known sources of information regarding green
products to the consumers.

Consumer Perception about Green Products and Practices

As revealed from the mean score (3.57), respondents agreed that organizations with green
claims are really concerned about the environment. This implies that consumers are not
skeptic about the green claims of the organizations. Consumers strongly agreed that the
environmental degradation has risen in the last decade. Their mean score was found to be
4.38 on a scale of 5. Also, consumers strongly agreed to the fact that the environment will be
degraded more in the next five years with a mean score of 4.15 on a scale of 5.

All consumers have rated the seriousness on higher side for various factors that are
considered as environmental concern. Consumers’ agreement regarding environmental
degradation was high and may prefer green products over conventional products to protect
the environment. Marketers can come up with new green products and communicate the
benefits to the consumers. Respondents have rated the seriousness of various environmental
concerns as high. The responses have marketing implications in terms of designing
marketing communication campaigns, as higher mean score representing higher concern
regarding the same amongst consumers and thus could be used while promoting green
products.

Consumers were strongly agreeing for the importance of green marketing practices and have
rated “Manufacturing Eco-Friendly Product” as the most important green marketing practice
followed by “Educating customers to use products in environmentally friendly manner” with
a mean score of 4.67 and 4.64 respectively. All the green marketing practices were found to
be considered as important by the consumers with none of the green marketing practice
having scored less than 4.10 (see Table 1). This suggests that consumers are concerned about
the state of environment and expect the organizations to employ green practices towards the
protection of environment.

Table 1: Consumer perception about importance of green marketing practices

Green Marketing
Practices Mean Std. Deviation
Manufacturing Eco
Friendly Product 4.67 .658
Educating customers to
use products in 4.64 .733
environmental
friendly manner
Manufacturing
products through 4.53 .650
eco-friendly
process
Modifying products to
4.36 .807
make
the environmentally
friendly
Modifying
product 4.30 .841
packaging to
suit
environment
Promoting products
through 4.20 .844
eco-friendly
modes of
communication
Using green supply
chain 4.11 .865
for procurement
and distribution
Branding product
associating with 4.10 .839
green
marketing practices

“Message/Theme of the advertisement” was rated as the most important element of green
product’s advertisement (with mean score of 4.60), followed by “Punch-line of the
advertisement” (with mean score of 4.04). The responses have marketing implication in terms
of designing marketing communication campaigns focusing on message or theme of
advertisements.

Attitude
The reliability analysis of Green Consumer Scale has shown the Cronbach’s Alpha value as
0.726 (as seen in Table 2)

Table 2: Green consumer value scale reliability analysis

Cronbach's Alpha No. of Items

.7 6
26
The Overall Green Value of the consumers is found to be 3.88 i.e., the consumers are
concerned about the protection of the environment.

Table 3: Green consumer value measure

 Std.
Statements Mean Deviati
on
Green Value: It is important to me that the products I
use 4.43 .690
do not harm the environment.
Green Value: I am concerned about wasting the
resources of our planet. 4.17 1.108
Green Value: I would describe myself as
environmentally 3.85 .871
responsible.

Green Value: I consider the potential environmental

3.77 .772
impact of my actions when making many of my
decisions.
Green Value: I am willing to be inconvenienced in order
3.70 1.057
to take actions that are more environmentally friendly.
Green Value: My purchase habits are affected by me
concern for our environment. 3.43 1.005
Overall Green Value 3.8870 .60858

Brand Association
Following brands were recalled as being associated with Green Marketing Practices
including Bajaj CFL, Suzlon Windmills, Indian Railways (paperless ticket), Nokia, Philips
CFL, Nerolac Paints, Exide Green Batteries, etc. It was found that consumers were not able
to recall the brand without assistance. This has marketing implication in terms of the
requirement of extensive communication by the marketers to make the consumers aware
about the green brands.

Around 75 % of the consumers have shown willingness to buy green products if it is available
in the product category often purchased. Their mean score was found to be 3.92 on a scale of 5.
This implies that marketers should make the green products available to the consumers for their
consumption as customers have shown willingness to buy green products if it is available.

Around 56 % of the consumers were found to be “Sprouts”, i.e., people who can buy green
products from time to time but are not involved in any environmental activities, whereas,
around 22 % of the consumers were found to be “True Blue Greens”, i.e., people who buy
only green products, spend time and effort in environmental activities such as recycling and
believe that an individual can do much to promote the environment. Around 12 % of the
consumers were found to be “Green Back Greens”,
i.e., they are able to buy green products but don’t have the time and energy for environmental
activities and do not want to change their lifestyles to promote the environment. It was found
that the percentage of people who buy only green products is very low (22%). Thus, signifying
need for better promotions.

Consumers Action
Consumers felt that green products are priced higher than conventional products (with mean
score of 3.83. They have revealed that they prefer the green products over conventional
products while purchasing (with mean score of 3.78). Consumers have also revealed that
they consider the ill effect of the manufacturing and consumption on natural environment
and the price of the green product affects their purchase behavior with mean score of 3.59
and 3.58 respectively. As consumers consider the ill effects of manufacturing and
consumption on natural environment it can be said that following green marketing practices
not only lead to social good but also make good business sense. When asked about the
factors that affect the purchase of green products, consumers rated “awareness about green
product” first with the mean score of 4.31, followed by “availability of green product”, and
“product price” at second and third position. This implies that marketers have to extensively
market and communicate the availability of green products to the consumers.
 Hypotheses
Based on the literature reviewed and the conceptual model following hypotheses were
generated to be verified with statistical analysis.
H01: There is no significant difference in green values on the basis of gender. H 02:
There is no significant difference in preference of green products with respect to
the academic qualification of the consumer.
H03: There is no significant difference in buying intentions for green products with
respect to the academic qualification of the consumer.
H04: There is no significant difference in preference of green products with
respect to the gender of the consumer.
H05: There is no correlation between green values and preference for green products.

Results of Hypothesis Testing

With respect to the first hypothesis (H01), it was found that there is no significant
difference in green consumer values on the basis of gender; overall green value of
consumers was found to be 3.88 and p-value for overall green consumer value was found
to be 0.675 which states that null hypothesis is accepted and it can be inferred that gender
of the consumers does not affect their green values.
With respect to second and third hypothesis (H02 and H03), no significant difference was
found in the preference of green products, and purchase intention for green products with
respect of academic qualification of consumer, with p-value of 0.322, and 0.727
respectively, failing to reject the null hypothesis and stating that qualification of consumers
does not affect their preference and purchase intention towards the green products.
With respect to fourth hypothesis (H04), it was found that there is no significant difference
w.r.t. to gender and preference of green products, i.e., the preference of green products does
not depend on the gender of the consumer.

With respect to fifth hypothesis (H05), a moderate positive correlation was found
between green consumer values and purchase intention for green products with Pearson
Correlation Coefficient coming to as 0.445. It can be inferred that purchase intention of
green product is dependent on the green values of the consumers.

Influence of green consumer values on purchase of green

products
The value of correlation coefficient, R=0.445 suggests that there is moderate positive
correlation between preference of green products and green values of the customers. However
only 19.8 % (R-square values of 0.198) variation in purchase preference is accounted due to
green consumer values. This implies that there is impact of other factors also on green
purchase behavior. These factors remain to be explored in future research.
Table 4: Influence of green consumer values on purchase decision of green products

Mod R R Square Adjusted R Square Std.

el Error of
Estimate
1 0.445 0.198 0.190 0.858

Influence of green consumer values, awareness about green

products and perception regarding seriousness of green
marketers on purchase of green products

Only 33.8 % (R-square values of 0.338) variation is accounted due to the green consumer
values, green product awareness and perception regarding seriousness of green marketers,
on the purchase intention of green products. This implies that there is impact of other factors
also on purchase decision towards green products. These factors remain to be explored in
future research.

Table 5: Influence of green consumer values, awareness about green products and perception
regarding seriousness of green marketers on purchase of green products by consumers

Std. Error of
Model R R Square Adjusted R Square the Estimate
1 .581(a) .338 .282 .811
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Mayank Bhatia <[email protected]> Department of Management Studies, Ahmedabad
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University, Jaipur, Rajasthan, India.

Appendix A

Dear Respondent,

We are conducting a survey to understand consumers’ perception about green marketing

practices of the organizations. We solicit your sincere response for this purpose.
Questionnaire:

1. Kindly provide your response for the following statements?

Stron Somew Neut Somew Strong

gly hat ral hat ly
Disag Disagr Agree Agree
ree ee
It is important to me that the
products I use do not harm
the environment.
I consider the potential
environmental impact of my
actions when making many of
my decisions.
My purchase habits are affected
by my

concern for our environment.

I am concerned about wasting
the
resources of our planet.
I would describe myself as
environmentally responsible.
I am willing to be
inconvenienced in order to take
actions that are more
environmentally friendly.
[Source: Haws et. al. (2010)]

2.Environmental degradation has risen in last decade?

Strongly Somewhat Neutral Somewhat Strongly

Disagree Disagree Agree Agree

1.In the next five years, state of the environment will be degraded more?

Strongly Somewhat Neutral Somewhat Strongly

Disagree Disagree Agree Agree

1. Rate the seriousness of the following environmental concerns on the scale of 1 to

5 where 1 represents “Not at all Serious” and 5 represents “Extremely Serious”?

Sr. Factor 1 2 3 4 5
No
.
1 Destruction of Ozone
2 Industrial Water Pollution
3 Industrial Air Pollution
5 Pesticides on Food
6 Hazardous Waste
7 Drinking Water Contamination
8 Warming up of Earth
9 Ocean Contamination
10 Endangered Species
11 Destruction of Rain Forest

2. Have you ever heard of “Environment Friendly or Green Marketing”

Products/Practices?
a. Yes
b. No

1. Following green marketing practices are important from environmental point of

view.

Green Marketing Practice Stro Some Neut Some Stron

ngly what ral what gly
Disa Disagr Agree Agree
gree ee
Manufacturing Eco-friendly
Product
Manufacturing products
through eco- friendly
process
Promoting products
through eco-friendly modes
 of communication
Branding product associating
with green marketing
practices
Modifying products to
make them
environmentally
friendly
Modifying product packaging
to suit environment
Educating customer to
use products in
environmentally friendly
manner
Using green
supply chain for
procurement and
distribution.

2. From where you get the information about Green marketing Practices?

Television
Newspaper
Magazines
Radio
School/Universities/Institutions
Outdoor Media
Others (Please Specify)

Q. Can you name the advertisements of green products/practices you have

seen in recent past? a.
b.
c.
d.
3. Out of above-mentioned advertisements, which advertisement you like the
most?

4. Please rate the following components of advertisements on a scale of 1 to 5

(where 1 represents least important and 5 represent most important)?

Sr. Factor 1 2 3 4 5
No
.
Message/Theme of the advertisement
1
Punch-line of the advertisement
2
3 Jingle of the advertisement
Celebrity Endorsement
4
5 Any Other (Please Specify)
 1. Organizations manufacturing/promoting green products are really
concerned about the environment.

Strongly Somewhat Neutral Somewhat Strongly

Disagree Disagree Agree Agree

2. Consumers have become more concerned about protection of environment?

Strongly Somewhat Neutral Somewhat Strongly

Disagree Disagree Agree Agree

3. Please tick the statement that best describes you as a consumer?

I buy only green products. I spend time and effort in

environmental activities such as recycling. I believe that an
individual can do much to promote the environment.
I am able to buy green products but I don’t have the time
and energy for environmental activities. I do not want to
change my lifestyles to promote the
environment.
I can buy green products from time to time but I am not
involved in any environmental activities
I do not buy green products. I believe that business and
government should be fixing environmental problems
I am the least involved in environmentalism. I believe that
there is not much that an individual can do in solving
environmental problems. It should be the government and
business which should promote the environment.
[Adapted from Crispell (2001)]

4. If a Green Product is available in a product category often purchased, I

would…...

Definitely Probably Not Not Sure Probably Definitely

Not Buy Buy Buy Buy

5. While purchasing the product,

Stron Some Some Stron

gly what Neu what gly
Disag Disagr tral Agree Agre
ree ee e
I consider the ill effects of
manufacturing
and consumption on the
natural environment.
I prefer green products over
conventional products.
I feel that green
products are priced
higher as compared to
conventional product.
I feel that price of green
product affects my
purchase behavior.

6. Following factors affect the purchase of green products?

Factors Stron Some Some Stron

gly what Neu what gly
Disag Disagr tral Agree Agree
ree ee
Product Price
Awareness about Green
Products
Availability of Green Products
Past Experience
Information provided on
product
Any Other (Please Specify)

18. Are you aware of some initiatives taken for promoting green marketing practices by the
following?
S Agency Specify
r.
N
o.
1 Ministry of
Environment
2 State Government
3 NGO’s
4 Small Business of
India
5 Large Business of
India
6 Others

Demographic
Information:
Name: Gende Age:
r:
Academic Occupation:
Qualification:
Address:
Contact No. (M): Email Family
ID: Income:
Conclusions
Consumers’ level of awareness about green products found to be high but at the same time
consumers are not aware about green initiatives undertaken by various government and non-
government agencies signifying need for more efforts from organizations in this regard.
Newspaper remains leading source of information for most of the respondents and should be
utilized more for reaching out to the consumers regarding green products and practices.

Responses were on moderate positive level and we can conclude that consumers are not
skeptic about green claims of the organizations and consumers are concerned about the
present and future state of environment signifying need for green products and practices.
Marketers can come up with new green products and communicate the benefits to the
consumers. Due to increased awareness and concern consumer may prefer green products
over conventional products to protect the environment. Concerns were more directed
towards depletion of Ozone and Global Warming. The consumers are concerned about the
state of environment and expect the organizations to employ green practices towards the
protection of environment. The results have implication for durable manufacturers specially
to practice green marketing.

The marketing communication regarding green practices need to focus more on theme and
message. Advertising appeals using green products and practices are likely to move
emotions and result in persuasion. It is important for markets to be in top of mind recall of
consumers to gain maximum from their green brand positioning. Constant and continuous
communication from the organizations’ side is required to make an impact and create a
distinct green positioning.
Consumers have shown positive attitude towards green products at the same time they are
concerned with the availability and price of such products. This implies that Marketers should
make the green products available to the consumers for their consumption as customers have
shown willingness to buy green products if it is available. As consumers consider the ill effects
of manufacturing and consumption on natural environment, they may purchase the green
product if marketers can make them aware about the benefits of the green products (which
consumers perceive as priced higher) as compared to that of traditional products. It was found
that the percentage of people who buy only green products is very low and marketers need to
take this as an opportunity to build their product portfolios and promote themselves as green.

The study has implications for marketers as well as consumers and makes a good case for
start of an era of green marketing in India. The study since focused on a limited geographical
area has limited generalizability but provides good insights regarding behavior of consumers
towards green products. Future research could focus on psychographic segmentation of
consumers in terms of assessing their green values and preferences. The study can be
replicated at a larger scale to get more insights into the behavior of consumers and understand
more about green phenomenon.