Two field experiments examined the effectiveness of signs requesting hotel guests’ participation in an environmental conservation program. Appeals employing descriptive norms (e.g., “the majority of guests reuse their towels”) proved superior to a traditional appeal widely used by hotels that focused solely on environmental protection. Moreover, normative appeals were most effective when describing group behavior that occurred in the setting that most closely matched individuals’ immediate situational circumstances (e.g., “the majority of guests in this room reuse their towels”), which we refer to as provincial norms. Theoretical and practical implications for managing proenvironmental efforts are discussed. Until recently, the greatest towel-related dilemma travelers faced was reflected in the old joke told by the nightclub comic, Henny Youngman, about the hotel where he had stayed the previous night: “What a hotel: the towels were so big and fluffy that I could hardly close my suitcase.” In recent years, however, the question of whether or not to remove hotel towels has been supplanted by the question of whether or not to reuse hotel towels during the course of one’s stay. With the adoption of environmental programs by hotels, more and more travelers are finding themselves urged to reuse their towels to help conserve environmental resources by saving energy and reducing the amount of detergent-related pollutants released into the environment. *Noah J. Goldstein is assistant professor of behavioral sciences at the

Much of the literature on Customer Relationship Management (CRM) in food marketing is confined to finding the impact of CRM in food marketing. However, no attempt is being made to study the impact of eco-friendly food products on the long term relationship with customers. The aim of this paper is to study this impact in detail. But along with finding impact of various eco-marketing practices on CRM, this paper also aims at ranking various variables needed to find the impact of Eco-friendly food marketing on CRM that lead to purchase of products by consumers. Ranking them using fuzzy logic will reveal their relative importance and can help the marketer to design CRM strategy as per their relevance to the consumers. The scientific approach to decision making in which human beings are involved fail to represent the real life problem and spend much time with the oversimplified problems which are mathematically interesting but practically sterile as much of the knowledge about the situation are not expressible into language of classical mathematics. It is therefore with considerable expectations that management scientists turn towards the logic of fuzzy reasoning which without undue simplification propose to give a consistent and meaningful representation of linguistically formulated knowledge and allows use of some precise operators and algorithms [Chen, 1995].

This paper explores the conditions that foster a positive relationship between corporate social responsibility and financial performance by developing a model of corporate social strategy. The paper defines corporate social strategy and elaborates a typology of generic social strategies extant in the literature: differentiation, cost leadership, and strategic interaction. It then develops a framework for formulating social strategy by exploring the relationship of industry structure, firm resources, corporate values and ideology, and stakeholders to the generic strategies in order to create competitive advantages that are valuable, rare and imperfectly imitable. Key words: corporate social responsibility, strategy formulation, resource-based view TOWARD A MODEL OF CORPORATE SOCIAL STRATEGY FORMULATION One of the great preoccupations of the social issues in management literature has been the study of the relationship between corporate social responsibility (CSR) and its variants (corporate social responsiveness, corporate citizenship, etc.) and financial performance (Waddock & Graves, 1997; Griffin & Mahon, 1997; Preston & O’Bannon,

Researchers are invited to present ideas and research results in this forum to accelerate their application and to foster interdisciplinary discussion on knowledge, strategies and tools leading to sustainable management of Canada's boreal forest. Working Papers are published without peer review. Do not cite this Working Paper without the expressed written consent of the author(s).Shades of Green:

1 The Role of the Institutional Environment in Marketing Channels Marketing literature has predominantly used an efficiency-based task environment perspective and largely overlooked a legitimacy-based institutional environment approach in studying channel attitudes, behaviors, processes, and structures. The purpose of this article is to highlight the importance of the institutional environment and develop a comprehensive conceptual framework that incorporates the institutional environment into current marketing channels research. The institutional environment perspective relies on the primacy of (1) regulatory institutions (e.g., laws), (2) normative institutions (e.g., professions), and (3) cognitive institutions (e.g., habitual actions) in influencing the legitimacy of channel members. Using institutional theory, the authors augment the current task environment approach by (1) developing three institutional processes and their underlying mechanisms and (2) elaborating on how these institutions might influence channel relationships. The article ends with a discussion of some future research directions and practical implications. 2 The social sciences are in the midst of a theoretical retreat from society... it is not possible to understand individual and organizational [channel] behavior without locating it in the social context.

This article explores corporate social responsibility in family businesses. In particular, the research investigates family businesses in relation to a wide variety of constituent or stakeholder groups. It reports the preliminary results of focused interviews with forty-two small and medium-sized Dutch family businesses. The data obtained from content analysis suggest that a mix of corporate social responsibility perspectives, including economic benefits, conformance to ethical and legal expectations and philanthropic as well as community involvement, help to explain the nature of relationships with, and behaviors toward, various constituency groups. The family character of the business most frequently impacts employee, client, and supplier relationships. Statistically significant interaction effects are reported for the following moderator variables: generation of the owner; company tenure in the community; community size; company size; and inclusion of the family surname in the business name. Interaction effects were also tested for industry type and gender. The article also outlines some practical implications of the findings and suggests directions for future research.

This article reports the findings of a large-scale research project on environmental new product development (ENPD) within British manufacturers. A major contribution of this article is the attempt to integrate new product development (NPD) and environmental management philosophies in order to develop and empirically test a theoretical framework for ENPD and performance. As such, it is one of the first studies to go beyond the anecdotal evidence in the extant literature, to empirically research ENPD activities and their impacts. This contributes to the debate about the potential for firms to be ‘‘green and competitive’ ’ by examining the relationship between ENPD activities and market and eco-performance for environmental new products. Contrary to the popular perception, the results suggest that there is more synergy than conflict between the conventional and environmental product development paradigms.

teollisten asiakkaidensa markkinoinnin suunnitteluun. Tutkimus koostuu neljästä julkaistusta ja kahdesta julkaistavaksi hyväksytystä tieteellisestä artikkelista sekä yhteenveto-osasta, jossa tarkastellaan ekologista markkinointia ja yritysten yhteiskunnallista vastuuta teoreettisesti sekä kuvataan tutkimuksen empiiristä lähestymistapaa. Tutkimus perustuu kvantitatiiviseen haastatteluaineistoon suomalaisesta, ruotsalaisesta, saksalaisesta, brittiläisestä ja läntisestä pohjois-amerikkalaisesta metsäteollisuudesta. Tutkimuksessa tarkastellaan eroja maiden ja tarkempien teollisuudenalojen välillä sekä luokitellaan yrityksiä vihreyden ja yhteiskuntavastuuarvojen perusteella. Teoreettiselta kannalta tutkimuksessa testataan ekologisen markkinoinnin logiikkaa ja hypoteettisia hierarkiayhteyksiä markkinointistrategioiden,-rakenteiden ja-toimenpiteiden välillä. Tulosten mukaan suurin osa haastatelluista yrityksistä painottaa ympäristöasioita arvoissaan, markkinointistrategioissaan ja toimenpiteissään. Metsäteollisuutta ei voida syyttää ”viherpesusta”, vaikka ympäristöasioiden

We thank the Consumentenbond (Dutch consumers ’ organization) for their help with the data collection. In particular, we thank Ronald Luijk and Maran Kniese for their support and for many stimulating discussions. We also thank Kathelijne Prinsen for her help in constructing the items used in the first study, and for performing the interviews that these items are based on.Consumers ’ evaluations of socially responsible activities in retailing We approach Corporate Social Responsibility (CSR) as a process in which particular CSR activities impact on consumers ’ store evaluation and trust. We hypothesize that consumers classify CSR activities along two dimensions: (1) the beneficiary of the activity and (2) the intrinsic contribution of the retailer, implying that consumers are interested in who reaps the benefits of the activity and how much the retailer invests in the activity. This conceptualization is confirmed in two field studies with 823 and 486 consumers. These field studies also show that consumers who perceive more CSR have more trust in the store and that their overall evaluation of the store is higher. Furthermore, it is shown that even though CSR affects both outcomes, the effect on trust is stronger than the effect on store evaluation. Our research indicates that CSR is particularly suited to build trust. Economic activities, on the other hand, are better for obtaining a good store evaluation. 1

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