How effective are your CSR messages? The moderating role of processing fluency and construal level

Abstract

This study explores effective ways for hospitality companies to communicate their corporate social responsibility activities with customers. The moderating role of processing fluency and psychological distance has been examined. The findings suggest that when customers are making a decision for the distant future (e.g., three months later), they are more likely to engage in abstract thinking and rely on metacognitive cues such as processing fluency. As such, a CSR message with high processing fluency will be preferred. On contrary, when customers are making a decision for the near future (e.g., next week), their information processing strategies are influenced by their concrete mental representation of the events. Under such circumstance, customers tend to have a more positive attitude and purchase intention after reading a CSR message with low processing fluency. Theoretical and managerial implications are discussed as well.