project on green marketing
TRANSCRIPT
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1. INTRODUCTION
1.1 Meanings & Concepts:
According to the American Marketing Association, green marketing is
the marketing of products that are presumed to be environmentally safe.
Thus green marketing incorporates a broad range of activities, including
Product modification,
Changes to the production process,
Packaging changes, as well as
Modifying advertising.
In today's business world environmental issues plays an important role in
marketing. All most all the governments around the world have concerned about
green marketing activities that they have attempted to regulate them. For
example, in the United States (US) the Federal Trade Commission and the
National Association of Attorneys-General have developed extensive
documents examining green marketing. There has been little attempt to
academically examine environmental or green marketing.
Yet defining green marketing is not a simple task where several meanings
intersect and contradict each other; an example of this will be the existence of
varying social, environmental and retail definitions attached to this term. Other
similar terms used are Environmental Marketing and Ecological Marketing. The
legal implications of marketing claims call for caution. Misleading or overstated
claims can lead to regulatory or civil challenges. In the USA, the Federal Trade
Commission provides some guidance on environmental marketing claims.
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The term green marketing came into prominence in the late 1980s and early
1990s. The American Marketing Association (AMA) held the first workshop on
"Ecological Marketing" in 1975. The proceedings of this workshop resulted in
one of the first books on green marketing entitled "Ecological Marketing" Thus
green marketing incorporates a broad range of activities, including product
modification, changes to the production process, packaging changes, as well as
modifying advertising.
Are you aware of the term green marketing?
a. Yes b. No
0 5 10 15 20 25 30 35 40
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36
NoYes
The above bar graph indicates that out of 50, 36 respondents are not familiar with
the term Green Marketing. Many of them have a misconception with the term
Green Marketing
My definition which encompasses all major components of other definitions is:
"Green or Environmental Marketing 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."
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So, in simple terms Green marketing refers to the process of selling products
and/or services based on their environmental benefits. Such a product or service
The obvious assumption of green marketing is that potential consumers will
view a product or service's "greenness" as a benefit and base their buying
decision accordingly. The not-so-obvious assumption of green marketing is that
consumers will be willing to pay more for green products than they would for a
less-green comparable alternative product - an assumption that has not been
proven conclusively, specially the mild effect which it had had on consumers
has washed away by the present recession (2008-09) only.
1.2 Importance of Green Marketing:
Man has limited resources on the earth, with which she/he must attempt to
provide for the worlds' unlimited wants. There is extensive debate as to whether
the earth is a resource at man's disposal. In market societies where there is
"freedom of choice", it has generally been accepted that individuals and
organizations have the right to attempt to have their wants satisfied. As firms
face limited natural resources, they must develop new or alternative ways of
satisfying these unlimited wants. Ultimately green marketing looks at how
marketing activities utilize these limited resources, while satisfying consumers
wants, both of individuals and industry, as well as achieving the selling
organization's objectives.
1.3 Goals of Green Marketing:
Eliminate the concept of waste.
Reinvent the concept of product.
Make prices reflect actual and environmental costs.
Make environmentalism profitable.
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Bringing out product modifications.
Changing in production processes.
Packaging changes.
Modifying advertising.
1.4 NEED OF GREEN MARKETING:
Issues like Global warming and depletion of ozone umbrella are the main for
the healthy survival. Every person rich or poor would be interested in quality
life with full of health and vigor and so would the corporate class. Financial
gain and economic profit is the main aim of any corporate business. But harm to
environment cost by sustain business across the globe is realized now though
off late. This sense is building corporate citizenship in the business class. So
green marketing by the business class is still in the selfish anthological
perspective of long term sustainable business and to please the consumer and
obtain the sanction license by the governing body. Industries in Asian countries
are catching the need of green marketing from the developed countries but still
there is a wide gap between their understanding and implementation.
1.5 Challenges in Green Marketing:
a) NEED FOR STANDARDIZATION:
It is found that only 5% of the marketing messages from “Green”
campaigns are entirely true and there is a lack of standardization to
authenticate these claims. There is no standardization to authenticate
these claims. There is no standardization currently in place to certify a
product as organic. Unless some regulatory bodies are involved in
providing the certifications there will not be any verifiable means. A
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standard quality control board needs to be in place for such labeling and
licensing.
b) NEW CONCEPT:
Indian literate and urban consumer is getting more aware about the merits
of Green products. But it is still a new concept for the masses. The
consumer needs to be educated and made aware of the environmental
threats. The new green movements need to reach the masses and that will
take a lot of time and effort. By India’s ayurvedic heritage, Indian
consumers do appreciate the importance of using natural and herbal
beauty products. Indian consumer is exposed to healthy living lifestyles
such as yoga and natural food consumption.
c) PATIENCE AND PERSEVERANCE:
The investors and corporate need to view the environment as a major
long-term investment opportunity, the marketers need to look at the long-
term benefits from this new green movement. It will require a lot of
patience and no immediate results. Since it is a new concept and idea, it
will have its own acceptance period.
d) AVOIDING GREEN MYOPIA:
The first rule of green marketing is focusing on customer benefits i.e. the
primary reason why consumers buy certain products in the first place. Do
this right, and motivate consumers to switch brands or even pay a
premium for the greener alternative. It is not going to help if a product is
developed which is absolutely green in various aspects but does not pass
the customer satisfaction criteria.
1.6 Benefits of Green Marketing:
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Today’s consumers are becoming more and more conscious about the
environment and are also becoming socially responsible. Therefore, more
companies are responsible to consumer’s aspirations for environmentally less
damaging or neutral products. Many companies want to have an early mover
advantage as they have to eventually move towards becoming green.
Some of the advantages of green marketing are:
It ensures sustained long term growth along with profitability.
It saves money in the long run, though initially the cost is more.
It helps the companies market their products and services keeping the
environment aspects in mind. It helps in accessing the new markets and
enjoying the competitive advantage.
Most of the employees also feel proud and responsible to be working for
an environmentally responsible company.
1.7 Golden Rules of Green Marketing:
1. Know Your Customer:
Make sure that the consumer is aware of and concerned about the issues
that your product attempts to address, (Whirlpool learned the hard way
that consumers wouldn’t pay a premium for a CFC-free refrigerator
because consumers dint know what CFCs were.).
2. Empower Consumers:
Make sure that consumer feel. By themselves or in concert with all the
other users of your product, that they can make a difference. This is
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called “empowerment” and due to this main reason consumers will buy
greener products.
3. Be Transparent:
Consumers must believe in the legitimacy of the product and the specific
claims made in regard.
4. Reassure the Buyer:
Consumers must be made to believe that the product performs the job it’s
supposed to do-they won’t forego product quality in the name of the
environment.
5. Consider Your Pricing:
If you’re charging a premium for your product-and many
environmentally preferable products cost more due to economies of scale
and use of higher-quality ingredients-make sure those consumers can
afford the premium and feel it’s worth it.
1.8 WHY GREEN MARKETING?
As resources are limited and human wants are unlimited, it is important for the
marketers to utilize the resources efficiently without waste as well as to achieve
the organization's objective. So green marketing is inevitable. There is growing
interest among the consumers all over the world regarding protection of
environment. Worldwide evidence indicates people are concerned about the
environment and are changing their behavior. As a result of this, green
marketing has emerged which speaks for growing market for sustainable and
socially responsible products and services.
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Green marketing is a process of selling products or services that are based on
the benefits they may provide to the environment. From utilizing recycled paper
for packaging to using soy-based ink and recycled paper for all printed
marketing materials, businesses have an opportunity to attract new customers by
incorporating green practices into their business model.
1.9 Green Business Practice:
Green business initiatives can give a business a distinct advantage over
competing businesses that are not incorporating environmentally-friendly tactics
into their business model. Green initiatives a business might highlight in their
marketing efforts include steps taken by their facility to reduce pollution. Other
green initiatives worthy of highlighting include recycling efforts. Try capturing
the amount of material recycled each year and saved from the landfill and
highlight in marketing materials.
Communicate about the efforts made to conserve resources or new technology
used to improve energy efficiency. Businesses that follow fair trade and labor
practices should include these policies in their green marketing efforts as well.
1.10 Green Marketing Tips for Businesses:
To be successful at green marketing, the efforts should be genuine, informative
and engaging. Be clear and concise in communicating the green processes used
when creating products or services. However, be careful not to oversell green
policies and initiatives. Instead, be honest and just state the facts about the
environmentally-friendly practices in place.
For product packaged in recyclable packaging, provide tips for recycling the
components of the packaging. If carbon offsets are purchased to help reduce
environmental impact, provide information to customers about how carbon
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offsets work and how they can purchase carbon offsets to help reduce their
overall impact.
Green marketing provides businesses with the opportunity of showing
customers they care about the environment and ways they are making a
difference. And when done right, green marketing can build lasting
relationships with current customers as well as attract new ones.
1.11 DEBATE, CONFUSION AND STATISTICS:
1) Ongoing debate:
The popularity of such marketing approach and its effectiveness is hotly
debated. Supporters’ claim that environmental appeals are actually growing in
number–the Energy Star label, for example, now appears on 11,000 different
companies' models in 38 product categories, from washing machines and light
bulbs to skyscrapers and homes. However, despite the growth in the number of
green products, green marketing is on the decline as the primary sales pitch for
products. (NEEDS CITATION) On the other hand, Roper’s Green Gauge shows
that a high percentage of consumers (42%) feel that environmental products
don’t work as well as conventional ones. Given the choice, all but the greenest
of customers will reach for synthetic detergents over the premium-priced,
proverbial "Happy Planet" any day, including Earth Day.
2) Confusion regarding Green Marketing:
One challenge green marketers -- old and new -- are likely to face as green
products and a message become more common is confusion in the marketplace.
"Consumers do not really understand a lot about these issues, and there's a lot of
confusion out there," says Jacquelyn Othman (founder of J. Othman Consulting
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and author of "Green Marketing: Opportunity for Innovation.") Marketers
sometimes take advantage of this confusion, and purposely make false or
exaggerated "green" claims. Critics refer to this practice as "green washing".
3) Statistics:
According to market researcher Mintel, about 12% of the U.S. population can
be identified as True Greens, consumers who seek out and regularly buy so-
called green products. Another 68% can be classified as Light Greens,
consumers who buy green sometimes. "What chief marketing officers are
always looking for is touch points with consumers, and this is just a big, big, big
touch point that's not being served," says Mintel Research Director David
Lockwood. "All the corporate executives that we talk to are extremely
convinced that being able to make some sort of strong case about the
environment is going to work down to their bottom line.
SOURCE: www.GREEN AT WORK MAG.com
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2. MARKET MIX OF GREEN MARKETING
When companies come up with new innovations like eco friendly products, they
can access new markets, enhance their market shares, and increase profits. Just
as we have 4Ps product, prices, place and promotion in marketing, we have 4ps
in green marketing too, but they are a bit different. They are added by three
additional Ps, namely people, planet and profits.
2.1 FOUR PS (4PS)-
A. PRODUCT:
The products have to be developed depending on the needs of the customers
who prefer environment friendly products. Products can be made from recycled
materials or from used goods. Efficient products not only save water, energy
and money, but also reduce harmful effects on the environment.
Do you consider the environmental aspects of the products before buying them?
a. Yes b. No c. Sometimes
yes24%
No28%
Some-times48%
The above chart indicates that only 48% i .e. the majority of respondents
consider the Environmental aspect some times. And, only 24% consider the
environmental aspect of the product while buying it
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B. PRICE:
Green pricing takes into consideration the people, planet and profit in a way that
takes care of the health of employees and communities and ensures efficient
productivity. Value can be added to it by changing its appearance, functionality
and through customization. Examples are:-
Wal-Mart unveiled its first recyclable cloth shopping bag.
IKEA started charging consumers when they opted for plastic bags and
encouraged people to shop using its "Big Blue Bag".
C. PLACE:
Green place is about managing logistics to cut down on transportation
emissions, thereby in effect aiming at reducing the carbon footprint. For
example, instead of marketing an imported mango juice in India it can be
licensed for local production. This avoids shipping of the product from far
away, thus reducing shipping cost and more importantly, the consequent carbon
emission by the ships and other modes of transport.
D. PROMOTION:
Green promotion involves configuring the tools of promotion, such as
advertising, marketing materials, signage, white papers, web sites, videos and
presentations by keeping people, planet and profits in mind. Examples are:-
British petroleum (BP) displays gas station which its sunflower motif and
boasts of putting money into solar power.
Indian Tobacco Company (ITC) has introduced environmental-friendly
papers and boards, which are free of elemental chlorine.
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Toyota is trying to push gas/electric hybrid technology into much of its
product line. It is also R&D investment in the every-elusive hydrogen car
and promoting itself as the first eco-friendly car company.
2.2 ECO-LABELING INITIATIVES:
Eco label provide information regarding the environmental performance of
products. The objective of eco-labeling is to provide authentication to genuine
claims regarding the environmental impact of products and processes by
manufacturers.
In India the government has introduced the eco-mark scheme since 1981. The
objectives of the scheme are:
To provide incentives to manufacturers and importers to reduce the
adverse environmental impact of products.
To reward genuine initiatives by companies to reduce adverse impact of
environmental impact of products.
To assist consumers to become environmentally responsible in their daily
lives by providing them information to take account of environmental
factors in their daily lives.
To encourage citizens to purchase products which have less
environmental impact?
2.3 ECO-LABELLING SCHEMES IN INDIA:
The Ministry of environment and forest of government of India has prescribed
the following criteria for products:
That they cause substantially less pollution than comparable products in
production, usage and disposal,
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That they are recycled and/or recyclable whereas comparable products
are not.
That they contribute to a reduction on adverse environmental health
consequences.
That they comply with laws, standards and regulations pertaining to the
environment.
That their price is not exorbitantly higher than comparable products.
2.4 ECO-MARK IN INDIA:
Under the concept, products which are less harmful to the environment or have
benign impact on environment through the various stages of development-
manufacture, packaging, distribution, use and disposal or recycling may be
awarded the Eco-Mark.
An earthen pot has been chosen as the logo for Eco-Mark scheme in India. The
familiar earthen pot has renewable resource like earth, does not produce
hazardous waste and consume little energy in making. As a symbol it puts
across its environmental message. Its image has the ability to reach people and
help to promote a greater awareness of the need to be kind to the environment.
The logo Eco-Mark scheme signifies that the product which carries it does least
damage to the environment.
2.5 SHIFTING TO A GREEN ERA:
The color GREEN, until recently was associated all over the world with
emerald. In the modern age, however, GREEN is getting associated with
sustainable development. Being green is no longer a matter of choice; its
marketing is a must, or else enterprise may run the risk of losing customers,
employees and shareholders. It has become almost a necessity to maintain a
green lifestyle. The major areas addressed by GSCM are:
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The upstream activities of an organization that comprises evaluation of
supplier’s environmental performance.
Downstream actions that include activities related to the disposal of
surfeit stock, particularly the recovery and recycling opportunities.
The business enterprises can have several benefits by greening their supply
chain. Some of them are:
1. Risk Reduction and Adapting of Regulation:
Enterprises with green practices of SCM can keep themselves free of
being prosecuted due to unethical and anti-environmental practices.
2. Sustainability of Resources:
The greening of SCM helps in effective utilization of enterprise
resources. The enterprises shall purchase green input resources for
environment friendly production process to produce eco friendly outputs.
3. Production Process and Competitive Advantage:
GSCM helps the business houses in positioning the products differently
in the minds of the target set of buyers. It will not only attract profitable
customers for the organizations, but also bestow competitive edge over its
rivals, thereby strengthening brand image.
4. Cost Reduction and Increased Efficiency:
Effective utilization of GSCM may fetch reduction of transaction cost as
well as promote recycling of raw materials.
2.6 Stakeholders in Green Marketing:
They are all the people or groups whose lives or environment are affected by the
project, but who receive no direct benefit from it. These can include the team’s
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families, people made redundant by the changes introduced, people who buy the
product and the local community.
FRAMEWORK FOR PROPER IDENTIFICATION OF
STAKEHOLDERS
Identifying appropriate stakeholders
Specifying the nature of their interests
Measuring the stakeholder interest
Predicting what each stakeholder’s future behavior will be to satisfy
his/her stake
Evaluating the impact of the expected behavior on the project team’s
latitude in managing the project politics.
SOURCE: www.Green marketing work.com
3. PRESENT TRENDS IN GREEN MARKETING IN INDIA
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A. Organizations Perceive Environmental marketing to be an
Opportunity that can be used to achieve its objectives:
Firms have realized that consumers prefer products that do not harm the
natural environment as also the human health. Firms marketing such
green products are preferred over the others not doing so and thus
develop a competitive advantage, simultaneously meeting their business
objectives.
B. Organizations believe they have a moral obligation to be
more socially responsible:
This is in keeping with the philosophy of CSR which has been
successfully adopted by many business houses to improve their corporate
image.
Firms in this situation can take two approaches:
Use the fact that they are environmentally responsible as a marketing
tool.
Become responsible without prompting this fact.
C. Governmental Bodies are forcing Firms to Become More
Responsible:
In most cases the government forces the firm to adopt policy which
protects the interests of the consumers. It does so in following ways:
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Reduce production of harmful goods or by –products
Modify consumer and industry’s use and /or consumption of harmful
goods; or
Ensure that all types of consumers have the ability to evaluate the
environmental composition of goods
D. Competitors’ Environmental Activities Pressure Firms to
change their Environmental Marketing Activities:
In order to get even with competitors claim to being environmentally
friendly, firms change over to green marketing. Result is green marketing
percolates entire industry.
E. Cost Factors Associated With Waste Disposal or Reductions
in Material Usage Forces Firms to Modify their Behavior:
With cost cutting becoming part of the strategy of the firms it adopts green
marketing in relation to these activities. It may pursue these as follows:
A Firm develops a technology for reducing waste and sells it to other
firms.
A waste recycling or removal industry develops.
3.1 Corporate Environmental Management, Strategy and
Practices
Environmental Management
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There are three categories of Environmental Management
Crisis-oriented
Cost-oriented, and
Enlightened
The firms with crisis-oriented management handle environmental conflicts on a
“fire-fighting’” basis. These firms have no environmental policy strategy for
compliance with laws and regulations and have no separate environmental unit
in the firm.
Five development stages of environmental management as given
below:
The “beginner” who provides no protection from environmental risk
The “fire-fighter” who provides minimal protection
The “concerned citizen” who provides moderate protection
The “pragmatist” who provides comprehensive protection
The “pro-activist” who provides maximum protection
3.2 GREEN HOUSE AS REDUCTION MARKET:
The emerging greenhouse gas reduction market can potentially catalyze projects
with important local environmental, economic, and quality-of-life benefits. The
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Kyoto Protocol’s Clean Development Mechanism (CDM), for example, enables
trading between industrial and developing nations, providing a framework that
can result in capital flows to environmentally beneficial development activities.
Companies that need to increase their emission allowance must buy credits from
those who pollute less. The transfer of allowances is referred to as a trade. In
effect, the buyer is paying a charge for polluting, while the seller is being
rewarded for having reduced emissions by more than was needed.
Thus, in theory, those who can reduce emissions most cheaply will do so,
achieving the pollution reduction at the lowest cost to society. There are active
trading programs in several air pollutants. For greenhouse gases the largest is
the European Union Emission Trading Scheme.
3.3 The New “Green” Revolution:
Global Warming is the phenomenon of increase in Earth’s temperature caused
by burning of fossil fuels and other pollutants in the air. As per the predictions
by IPCC (Intergovernmental Panel on Climate Change) it is predicted that the
global temperature is likely to increase by 1.1 to 6.4 degrees Celsius “between”
1990 to 2100.
The key causes of global warming are summarized below:
Carbon dioxide emitted from the Power Plants, Cars, airplanes and other
industries.
Methane emitted from landfill, petrochemical factories and steel and
fertilizer plants.
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Nitrogen dioxide emitted from waste combustion, agriculture water
pollution and sewage.
Other harmful gases emitted by industries, and manufacturing units,
which are causing depletion of Earth’s ozone, layer.
Deforestation is another major contributor towards global warming. The
destruction of tropical forests is throwing millions of tons of carbon
dioxide into the atmosphere.
For a long time now the effect of man’s industrialization and technological
progress ha s quietly yet continuously eked away at the delicate balance of the
planet’s atmosphere and ecosystem, but within the last 30 or so years the place
of this damage has markedly accelerated.
It is presently estimated that 700 tons of carbon dioxide are pumped into the
earth’s atmosphere every second of the day. Carbon dioxide is the chief
contributor to the greenhouse gases. It is these greenhouse gases, which cause
global warming.
SOURCE: www.Green magazine.com
4. Green Warming – Proposed Solution
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The solution to this problem lies in “Going Green” in our thoughts, behavior
and actions.
The consumers and corporations need to focus on clean and environment
friendly products and services. To elaborate on the “Green” terminology:
1. “Green Product” is non-toxic and is made from recycled material. There
is no absolute green product. However the products, which consume less
energy, cause less pollution and are biodegradable, belong to this
category. Thus “Green” is a relative term.
2. “Green Service” fulfills the philosophy of sustainable development,
improving and maintain the quality of life for people without
compromising the environment.
3. “Green washing” is the process of making products and services
“Green” in all respects.
To make products and services green the businesses need to focus on bringing
the green in various aspects such as:
Supply Chain
Packaging
Raw Material
Product Innovations
It is not enough just to develop a brand or a logo, or invest in an advertising
campaign, and then position a product as Green before consumers.
It is also important to understand how companies across the globe are
innovating and creating “Green” products.
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4.1 GREEN RAW MATERIAL:
This refers to using recycled material or using material, which does not have a
negative impact on natural resources like resulting in problems such as
deforestation and pollution.
Example: Grid core Systems International – demonstrated the use of Recycled
Building Material. The company was looking for an alternative building
material in-order to reduce the impact on environment. While researching they
discovered space board, a new type of building panel developed by the Forest
Products laboratory. Space board can be manufactured from various recycled or
agricultural fibers, and due to a honeycomb the interior design is just as strong
as and several times lighter than conventional fiberboard.
4.2 “GREEN” IN MANUFACTURING:
This focuses on using renewable energy for production and minimizing air and
water pollution during the manufacturing process.
Example: Energy Star is helping businesses and consumers save money and
check pollution. Energy star has its own pre defined parameters and gadgets
which conform to the energy efficiency standards. The businesses that join
hands with energy star sign an MOU and upgrade their facility as per the
requirement outlined by Energy Star. There are about 2,400 corporations,
hospitals, schools and other organizations, which are energy star compliant in
the US today.
4.3 “GREEN” IN PRODUCT DEVELOPMENT:
This refers to either environment friendly or environment efficient products as
demonstrated by the following examples.
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Example: Kodak’s Recyclable Camera When Kodak created its first
disposable camera it also solved the waste disposal problem by initiating a
‘camera take back’ scheme during picture processing. This not only reduced the
waste disposable problem, it also saved Kodak the manufacturing costs for new
cameras. This made it completely recycled camera.
4.4 “GREEN” BY USING ALTERNATIVE INGREDIENTS TO
REDUCE HEALTH RISKS:
Example: AFM Safe coat and Safe choice Paints to meet the markets demand
for non-toxic paints, the California based company invested in Research and
Development and developed a full line of non-toxic coatings, paints, stains and
adhesives.
4.5 “GREEN” IN SUPPLY CHAIN:
Example: McDonald’s is often blamed for polluting the environment because
much of their packaging finishes up as roadside waste. It must be remembered
that it is the uncaring consumer who chooses to dispose of their waste in an
inappropriate fashion.
With the intent to cut costs and work on eco-friendly image and practices
McDonald’s tried to reduce the amount of material disposed by its stores.
McDonalds asked the supplier to do away with the cartons for napkins. The
supplier suggested a better way and came up with dimpling pattern on napkins,
which enabled the supplier to pack 25% more napkins in one box and reduction
in shipping cost accordingly. McDonalds also allied with Environment Defense
Fund (EDF) and created a waste reduction plan.
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4.6 “GREEN” IN PACKAGING:
Packaging is a key element of marketing mix for promoting “Green washing”. It
can also be an effective tool to display the “Green” component of the product.
i. Natural Package for a Natural Product:
When creating product materials, markets need to remember that a “Green”
product is appealing to consumers for its benefits to the environment and for its
roots in natural resources. There should be a consistent look for the product
package, or materials that appear natural, not glossy or extravagant.
“Green” consumers tend to appreciate consistence in package and product. They
will appreciate the usage of recycled paper and other environment friendly
materials. That will help manufacturers/suppliers gain customer loyalty and
product credibility.
ii. Third Party Certification Seal on Package:
In order to win consumer trust and for product credibility many companies go in
for a third party certification. This helps build trust and acceptability by the
consumer.
A third party seal guarantees the consumer that the product fulfills its promise
and is true to his claim. One such third party in the USA is the Green-e Program
of the Center for Resource Solutions. Certification provides an independent
Third-party review of the program similar to the ISO 9000 or CMMI Six Sigma
level of certifications, which mat help build consumer confidence. Once a green
product earns certification, they can publicize this achievement and promote
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their certification through the use of the Green-e logo on their marketing
materials and website.
4.7 “GREEN” IN SERVICES:
With increased demand for value-based marketing, there is also growing
demand of “Green” services. Global customers are not only interested in cost
Cutting through outsourcing but are also looking for energy efficient IT
operations.
Example: ITC InfoTech is a good example to understand how to package the
services “Green” ITC InfoTech is a Bangalore based independent Subsidiary of
ITC Ltd. At corporate level ITC is working to establish itself as a carbon free
company. The company is working on “Triple Bottom Line” i.e. social,
economic and environmental capital. The company is involved in many
community driven initiatives. It is one of the 10 companies globally and first
one from India to start publishing sustainability report in compliance with G3
guidelines of Global Reporting Initiative.
36 Cigarette warehouses were converted to make ITC InfoTech’s global
development campus in the heart of Bangalore. The company has used recycled
material and virtualization tools for optimizing energy usage in its data centers.
It is also working on digital infrastructure to connect the rural farmers to the
Internet using solar panels for power, so that the Indian farmers can get
information on crop research and monitor weather trends. The company is using
these as a service differentiator and positioning itself as Green service Provide.
The corporate image of ITC Ltd. is further enhancing the True Green Image.
4.8 Green Strategy Formulation:
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As in formulation of green strategy, a firm may evolve it from a SWOT analysis
or Environmental Audit.
SWOT Analysis OF GREEN MARKETING
STRENGTHS:
1. Marketers get access to new markets and gain an advantage over
competitors that are not focusing on “greenness.”
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2. Marketers can charge a premium on products that are seen as more eco-
responsible.
3. Organizations that adopt green marketing are perceived to be more
socially responsible.
WEAKNESS:
1. Most customers choose to satisfy their personal needs before caring for
environment.
2. Overemphasizing greenness rather than customer needs can prove
devastating for a product.
3. Many customers keep away from products labeled “Green” because they
see such labeling as a marketing gimmick, and they may lose trust in an
organization that suddenly claims to be green.
OPPORTUNITIES:
1. Marketing to segment which are becoming more environmentally aware
and concerned. These consumers are demanding products that conform to
these new attitudes.
2. Organizations perceive green marketing to be a competitive advantage,
relative to the competitors. Firms, therefore, strive to improve upon their
societal awareness.
3. E.g. offering an environmental friendly product and saving resources, and
relating them to internal strengths.
EXTERNAL THREATS:
1. Uncertainty as to the environmental impact of present activities,
including that is perceived to be less environmentally harmful.
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GREEN MARKETING
2. Uncertainty as to which green marketing activities are acceptable from a
government perspective.
3. The possibility of a backlash from consumers or government based on
existing green marketing claims, threat one and two above may cause
backlash to arise.
E.g. competitors gain market shares with green products and increased
environmental regulations).
SOURCE: www.Green warming.com
5. THE FUTURE OF GREEN MARKETING
30
GREEN MARKETING
There are many lessons to be learned to be learned to avoid green marketing
myopia, the short version of all this is that effective green marketing requires
applying good marketing principles to make green products desirable for
consumers. The question that remains, however, is, what is green marketing’s
future? Business scholars have viewed it as a “fringe” topic, given that
environmentalism’s acceptance of limits and conservation does not mesh well
with marketing’s traditional axioms of “give customer what they want” and
“sell as much as you can”.
Evidence indicates that successful green products have avoided green marketing
myopia by following three important principles:
5.1 CONSUMER VALUE POSITIONING:
Design environmental products to perform as well as (or better than)
alternatives.
Promote and deliver the consumer desired value of environmental
products and target relevant consumer market segments.
Broaden mainstream appeal by bundling consumer desired value into
environmental products.
5.2 CALIBRATION OF CONSUMER KNOWLEDGE:
Educate consumers with marketing messages that connect environmental
attributes with desired consumer value.
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GREEN MARKETING
Frame environmental product attributes as “solutions” for consumer
needs.
Create engaging and educational internet sites about environmental
products desired consumer value.
5.3 CREDIBILITY OF PRODUCT CLAIMS:
Employ environmental product and consumer benefit claims that are
specific and meaningful.
Procure product endorsements or eco-certifications from trustworthy third
parties and educate consumers about the meaning behind those
endorsements and eco-certifications.
Encourage consumer evangelism via consumers social and internet
communication network with compelling, interesting and entertaining
information about environmental products.
5.4 STRATEGIES FOR GREEN COMMUNICATION:
Make environmental messages consistent with the company’s existing
voice in the market place.
Empower consumers to get involved to make a difference.
Enlist cultural icons to tell the story.
Show that environmental initiatives lead to better quality products.
Be ready to experiment publicly, even if it doesn’t always lead to success.
Price environmentally preferable products comparable to conventional
ones.
Link environmental innovations to other benefits, like quality and
durability.
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GREEN MARKETING
SOURCE: www.Green at work mag.com
6. Attributes of the Green Consumers
33
GREEN MARKETING
To take the advantage of the emerging green market, it is important to
understand who green customers are and the factors influencing their
purchasing decisions and behavior.
Attributes of Environmentally
Conscious Consumers
Implication for Green Marketers
Target products to women who
generally buy on behalf of men and
families.
Will most likely be well educated,
young adult women who have more
money to spend.
Use the influence of children to
encourage parents to try green
products. The green consumers of the
future are generally knowledgeable
about environmental issues. They
should be offered samples and
increments to try products.
Will expect green products to function
as non-green products and won’t pay
much extra or sacrifice quality for
greener products.
Effectively communicate assurance of
quality-for example quality of
performances, look, feel, fit, comfort,
durability.
Will not buy green products on the
basis of environmental benefits alone.
Products choice is still based on
whether it meets their basic want or
need. Environmental features are
added selling points.
Like environmental attributes such as
energy efficiency or toxic substance
reduction with other benefits such as
lower price, convenience, or quality of
life improvements.
Will be more likely to respond to
product attribute that will personally
benefit them.
Emphasize personal benefits by using
terms such as ‘safe’, ‘non-toxic’, ‘cost
effective’ rather than more generalized
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GREEN MARKETING
green messages such as
‘biodegradable’ or ‘ozone friendly’.
Will tolerate only minimal
inconvenience in using green products
and don’t want to go out of their way
to buy them.
Making the use of product simple- e.g.
minimize or eliminate refilling bottles.
Select mainstream distributors
wherever possible. Offer one-stop
shopping and eye appealing displays.
Will be analytical, eager to learn, and
can be cynical about corporate claims
for green product unless they have
independent verification.
Reinforce product benefits with
evidence of corporate performance and
improvements. Educate consumers
about environmental issues and your
efforts through a variety of means.
Provide credible environmental
endorsements. Use labels in
compliance with government labeling
guidelines, to convey precise, detailed
information about your product and its
packaging.
Will not expect companies to have
perfect green credentials, but will look
for a commitment to improve and
evidence backed by facts.
Communicate your steps towards
sustainability and commitments to
improvement. Seek feedback and
promote your efforts to respond to
customer concerns.
6.1 Green Marketing Strategies versus Conventional Marketing:
35
GREEN MARKETING
CONVENTIONAL
MARKETING
GREEN
MARKETING
Consumers Consumers with lifestyles Human beings with
lives
Products “Cradle-to-gave” one size fits for
all products
“Cradle-to Cradle”
flexible services
Marketing and
Communication
Selling oriented and benefits Educational Values
Corporate Receptive, Independent,
competitive, Departmentalized,
Short term oriented profit
maximizing.
Proactive,
Interdependent,
cooperative, Holistic,
long term
6.2 Environmentally Conscious Consumer Behavior:
‘Environmentally Conscious Behavior’ (ECCB) is consumer behavior based on
some awareness of the environmental impacts associated with a product or
service, and a desire to reduce those impacts.
The term environmental consciousness does not have a standardized definition
in the body of academic literature; the reason can be due to arousal of the term
out of political and everyday language. Environmental consciousness is the
desire to protect flora and fauna, a willingness to scrutinize the consequences of
economic activity and a willingness to combine long-term with short-term
planning.
CONSUMER ENVIRONMENT
INPUT Social Stimuli, Marketer’s Efforts
36
GREEN MARKETING
6.3 Green Buyers and Green Consumers:
Research about the identity and nature of green consumer has been the central
character in the development of green marketing, as business attempt to
understand and respond to external pressures to improve their environmental
performance. Marketing practitioners and academics are attempting to identify
and understand green consumers and their needs, and to develop market
offerings that meet these needs.
6.4 SEGMENTATION OF GREEN CONSUMERS:
INFORMATION PROCESSINGExposure, Attention, Comprehension, New Knowledge and Belief, Integration
CONSTRUCTS
Values and Beliefs, Motivation,
Attitude, Knowledge
MEDIATORS
Product Knowledge, Involvement, Habit, Cost, Opportunity,
Availability, Convenience
OUTCOME
Attention, Product Comprehension,
Purchase Avoidance
EXTERNAL FACTORSCultural Norms, Group Influence, Family Influence, Unexpected Circumstances
CONSUMER ENVIRONMENT
37
GREEN MARKETING
True-Blue Greens- The most environmentally active segment of the
society.
Greenback Greens- Those most willing to pay the highest premium for
green products.
Spouts- Fence-sitters who have embraced environmentalism more slowly.
Grousers- Uninvolved or disinterested in environmental issues, who feel
the issues are too big for them to solve.
Apathetic- The least engaged group who believe that the environmental
indifference is main stream.
6.5 Identify and Close the Green Gap:
Right now, gaps exist on both sides of the market, between where customers are
today and the preferences that will help sustain a future market. There is also a
gap, between today’s products and green designs of tomorrow. Greening the
market means closing the gaps.
The focus on the market – oriented mechanisms is also required along with
R&D to close the gaps. These gaps cab be closed by innovatively addressing the
following area:
a) Green product:
This includes identifying customer’s environmental needs, developing
environmentally responsible green products like-products made from
recycled goods, products which save water, energy, gasoline, money, etc.
b) Green Value and lesser Price:
38
GREEN MARKETING
It has been analyzed that most customers will only be prepared to pay a
premium if there is a perception of additional product value.
Environmentally responsible products are often less expensive when
product life cycle costs are taken into consideration even though their
purchase cost is high.
c) Customer Information:
“Idea of Green” needs to be communicated to the customers through
campaigns and advertisements.
d) Special and Green Place:
The location must differentiate green marketers from competitors. This
can be achieved by in-store promotions and visually appealing displays or
using recycled materials to emphasize the environmental and other
benefits.
e) Green promotion Aided by ICT:
Smart green marketers will be able to reinforce environmental credibility
by using sustainable marketing and communication tools and practices.
E-marketing is rapidly replacing more traditional marketing methods. For
example, many companies are providing electronic statements by e-mail.
39
GREEN MARKETING
Greening the Market Means Closing the Gaps
Demand Supply
Consumer Preference Product Plans
Future Market
Environmental Values Green Design
40
GREEN MARKETING
6.8 Identify and Target the Green Consumer:
According to David Wheeler, the green consumers are distributed somehow like
this: Green Consumer, who no matter what will only buy the green product.
Green Activists that may not be able or willing to pay more, or to travel the
distance to the specialist store where the offered product is, but try to promote
the product and try to buy it any time they can, when the budget and the
opportunity allow them. Latent Greens, who are willing to pay more for the
product if the properties of the product, are same as of the others.
Fig: Types of Green Consumers
Thus to take the advantage of the emerging green market,
a) It is important to understand who green consumers are and the factors
influencing their purchasing decisions and behavior.
b) Target products to women who generally buy on behalf of men and
families.
Green Consumers 27%
Inacti ve 23%
Latent Green 40%
41
GREEN MARKETING
c) Use the influence of children (green consumers of the future) to
encourage parents to try green products.
d) Offer samples and incentives to try products, effectively communicate
assurance of quality-for example quality of performance, look, feel, fit,
comfort, durability, etc.
e) Linking environmental attributes (energy efficiency or toxic substance
reduction) with other benefits such as lower price, convenience or quality
of life improvements, emphasis on personal benefits by using terms such
as ‘safe’, ‘non-toxic’, ‘cost effective’, rather than ‘biodegradable’ or
‘ozone friendly’, making use of the product simple- for example,
minimize or eliminate refilling bottles, select mainstream distributors
where possible, offer one-stop shopping and eye-appealing displays,
reinforce product benefits with evidence of corporate environmental
performance and improvements.
SOURCE: www.Green marketing strategies.com
7. STRATEGIES TO BE IMPLEMENTED IN GREEN
MARKETING
42
GREEN MARKETING
7.1 STRATEGIES OF GREEN MARKETIN ARE:
I. PRODUCT DIFFERENTIATION:
Organizations are putting continuous efforts to differentiate their products and
services using green marketing practice. In a wide range of markets including
retailing etc companies have used eco performance to differentiate and to
compete. Products with poor eco performance can become targets for new
substitution, as a result of this many organizations are coming up with greener
ideas to differentiate their products from competitors.
II. DESIGNING BIO-DEGRADABLE PACKAGING:
It is seen that promotion of green products strongly influences the consumers
buying decisions. It is one of the most important factors of product
attractiveness. Thus it has been indicated that bio-degradable packaging will
affect in a strong and moderate way respectively on their buying decisions. As a
marketing strategy the companies should modify the product packaging by
using only the recycle as well as handmade paper in packaging. Instead of being
more mechanized the companies must find creative ways reusing the waste
products which are harmful to the environment.
III. PRODUCT STRATEGY:
43
GREEN MARKETING
In this strategy marketers can identify customer’s environmental needs and
develop products to address this issue, produce more environmentally
responsible packages and insure that products meet or exceed the quality
expectation of customers. In addition to that marketer can charge higher price
with highlighting eco-friendliness of the products.
IV. DISTRIBUTION STRATEGY:
In case of this strategy obtaining dealer support to green marketing practice is
essential. The location must differentiate from competitors and it can be
achieved by in-store promotions and displays by using recycle materials to
emphasize the environmental and other benefits.Even though distribution has no
big involvement in green marketing, few consumers are willing to get the
services from places and distribution channels which are not cause to
environmental pollution.
V. LIFE-CYCLE ANALYSIS:
Brands which aspire to be sustainable must “get their house in order” before
they start planning any green marketing initiatives. The best brands are
performing life cycle analysis- complex assessments which provide critical data
on social, environmental and economic impact of products through the supply
chain production process and after the purchase. Life cycle analysis tells a brand
just how far it needs to go before it claims to be sustainable.
VI. INCENTIVES AND STRUCTURAL FACTORS:
44
GREEN MARKETING
Commercialization programs and incentives help get new technologies
introduced examples include fleet programs to cultivate strategic niche markets
and by providing financial incentives such as the advanced vehicle tax credit
proposal in case of green vehicle purchase.
Consumers can be motivated by incentives and awards to:
Curtail – reduce the impact on the environment by modifying
extant living patterns.
Maintain – keep equipment in good working order.
Be efficient – undertake structural changes such as buying
environmental friendly equipment.
SOURCE: www.Greenatworkmag.com
8. RESEARCH METHDOLOGY
45
GREEN MARKETING
Research Methodology is a way to systematically solve the research problem. It
may be understood as a science of studying how research is done scientifically.
In it we study the various steps that are generally adopted by a researcher in
studying his research problem along with the logic behind them. It is necessary
for the researcher to know not only the research methods/techniques but also the
methodology.
Researchers not only need to know how to develop certain indices or tests, how
to calculate the mean, the mode, the median or the standard deviation, how to
apply particular research techniques, but they also need to know which of these
methods or techniques, are relevant and which are not, and what would they
mean and indicate and why. Researchers also need to understand the
assumptions underlying various techniques and they need to know the criteria
by which they can decide that certain techniques and procedures will be
applicable to certain problems and others will not.
8.1 PRIMARY DATA:
The primary data are those which are collected afresh and for the first time, and
thus happen to be original in character. We collect primary data during the
course of doing experiments in an experimental research but in case we do
research of the descriptive type and performs surveys. Here the Primary data
will be collected by means of preparing a questionnaire and getting it filled by a
large sample space. These questionnaires will help in drawing conclusions
about the case.
8.2 SECONDARY DATA:
46
GREEN MARKETING
Secondary data means data that are already available i.e. they refer to the data
which have already been collected and analyzed by someone else. When the
researcher utilizes secondary data then he has to look into various sources from
where he can obtain them. In this case he is certainly not confronted with the
problems that are usually associated with the collection of original data.
Secondary data may either be published data or unpublished data.
8.3 DATA ANALYSIS & INTERPRETATION:
RESULTS:
According to the analysis of questionnaire most of the respondents were not
aware about green marketing but after reading the questionnaire they realized
what it is all about.
1. Are you aware of the term green marketing?
a. Yes b. No
0 5 10 15 20 25 30 35 40
14
36
NoYes
The above bar graph indicates that out of 50, 36 respondents are not familiar with
the term Green Marketing. Many of them have a misconception with the term
Green Marketing.
2. Have you heard of any campaign related to Green Marketing?
47
GREEN MARKETING
a. Yes b. No
0
5
10
15
20
25
30
35
19
32
YesNo
From this bar chart we can say that most of the respondents are not aware of any
campaign related to green marketing.
3. Have you been part of any such campaign?
a. Yes b. No
05
101520253035404550
3
47
YesNo
We can see here that out of 50 respondents only 3 has been part of such type of
campaign.
4. Do you consider the environmental aspects of the products before buying
them?
48
GREEN MARKETING
a. Yes b. No c. Sometimes
yes24%
No28%
Sometimes48%
The above chart indicates that only 48% i .e. the majority of respondents
consider the Environmental aspect some times. And, only 24% consider the
environmental aspect of the product while buying it.
5. Do you think that Green Marketing and advertising are good sources of
information about green products and services?
a. Yes b. No
Yes94%
No6%
From this pie chart, it indicates that 94% respondents think that green marketing
and advertising are good sources of information about green products and
services.
49
GREEN MARKETING
6. Do you think that Green Marketing activities are good at addressing
environmental issues?
a. Yes b. No
05
101520253035404550 45
5
Yes No
We can see most of the respondents feel that Green marketing activities are
good at addressing environmental issues.
7. Do you think Green Marketing activities results in better products?
a. Yes b. No
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Yes No
In this above bar chart it is clearly indicates that 82% of respondents think this
strategy results in better products while 18% have different opinion.
.8. Do you think that Green Marketing strengthen company’s image in the mind
of consumers?
50
GREEN MARKETING
a. Yes b. No
05
10152025303540 37
13
YesNo
The above chart indicates, majority of the respondents, i.e. 37 respondents feel
that it strengthen company’s image in the mind of consumers.
9. Do you think that companies that focus on environmental concerns persuade
consumers to buy products?
a. Yes b. No
Yes58%
No42%
Most of the respondents feel that it helps to persuade consumers to buy
products.
10. Do you think that by implementing green marketing strategy the
companies are able to gain competitive advantage over others?
a. Strongly agree b. agree c. disagree d. strongly disagree
51
GREEN MARKETING
strongly agree agree disagree strongly disagree0
5
10
15
20
25
Most of them agree that by implementing green marketing strategy the
companies are able to gain competitive advantage over others.
11. Do you think sometimes companies are trying to cheat customers in the name
of green products?
a. Yes b. No
05
101520253035
33
17YesNo
Here, we can say that most of the respondents have negative opinion. They feel
that sometimes companies are trying to cheat the customers in the name of
green products.
SOURCE: www.Green marketing mag.com
CONCLUSION
52
GREEN MARKETING
Green marketing do not strengthen company’s image in the mind of respondents
that is very much clear from trustworthiness of green claims and certainly it do
not have positive image of the organization in the minds of the respondents. It
was observed that the respondents who were more proactive with the
environmental behavior have positive attitude towards green advertisements. It
means green advertisements have positive impact on only those who are already
practicing it.
Rest of the respondents who were passive had very less impact on their buying
behavior. This is the crucial aspect that needs to be changed so that they can
have positive impact on all the target market which will have an effect on their
buying behavior. The result of the study indicate that the advertisements not
reflected the companies level of greenness and the proposition that green
advertising reflects environmentally sound strategic and structural level
decisions.
Green marketing covers more than a firm's marketing claims. While firms must
bear much of the responsibility for environmental degradation, the
responsibility should not be theirs alone. Ultimately green marketing requires
that consumers want a cleaner environment and are willing to "pay" for it,
possibly through higher priced goods, modified individual lifestyles, or even
governmental intervention.
Until this occurs it will be difficult for firms alone to lead the green marketing
revolution. Having said this, it must not be forgotten that the industrial buyer
also has the ability to pressure suppliers to modify their activities. Thus an
Environmental committed organization may not only produce goods that have
reduced their detrimental impact on the environment, they may also be able to
pressure their suppliers to behave in a more environmentally "responsible"
fashion.
53
GREEN MARKETING
Green marketing covers more than a firm's marketing claims. While firms must
bear much of the responsibility for environmental degradation, ultimately it is
consumers who demand goods, and thus create environmental problems. One
example of this is where McDonald's is often blamed for polluting the
environment because much of their packaging finishes up as roadside waste
while firms can have a great impact on the natural environment, the
responsibility should not be theirs alone
Thus an environmental committed organization may not only produce goods
that have reduced their detrimental impact on the environment, they may also be
able to pressure their suppliers to behave in a more environmentally
"responsible" fashion. Final consumers and industrial buyers also have the
ability to pressure organizations to integrate the environment into their
corporate culture and thus ensure all organizations minimize the detrimental
environmental impact of their activities.
REFERENCE
Books:
54
GREEN MARKETING
Chopra, S. Lakshmi (2007), "Turning Over a New Leaf", Indian
Management, Vol-64, April-2007
Othman, J.A. et al, "Avoiding Green Marketing Myopia", Environment,
Vol-48, June-2006
Philip Kotler & G. Armstrong .Principles of marketing, Edition- 12, March 9, 2007
Richa Agrawal, Green Marketing: An Emerging Trend (PMR, Vol.5, April 2000)
Magazines:
Green at Work Magazine : Edition - March/April 2006 by Bruce
Piasecki.
Article - Future of Green Marketing
Edition - Jan/Feb 2007 by Rob Bradley
Article - Green Warming Solutions
Websites:
http://www.greenmarketing.com/blog/
http://greenmarketing.net/stratergic.html
http://epa.qld.gov.au/sustainable_ industries
http://wmin.ac.uk/marketing research/marketing/greenmix.html
ANNEXURE
GREEN MARKETING & ITS IMPACT ON CONSUMERS
55
GREEN MARKETING
NAME…………………………………………………………..
ADDRESS………………………………………………………
1. Are you aware of the term green marketing?
a. Yes b. No
2. Have you heard of any campaign related to Green Marketing?
a. Yes b. No
3. Have you been part of any such campaign?
a. Yes b. No
4. Do you consider the environmental aspects of the products before buying them?
a. Yes b. No c. Sometimes
5. Do you think that Green Marketing activities are good at addressing environmental issue?
a. Yes b. No
6. Do you think that Green Marketing activities are good at addressing environmental issues?
a. Yes b. No
56
GREEN MARKETING
6. Do you think Green Marketing activities results in better products?
a. Yes b. No
8. Do you think that Green Marketing strengthen company’s image in the mind of consumers?
a. Yes b. No
9. Do you think that companies that focus on environmental concerns persuade consumers to buy products?
a. Yes b. No
10. Do you think that by implementing green marketing strategy the companies are able to gain competitive advantage over others?
a. Strongly agree b. agree c. disagree d. strongly disagree
11. Do you think sometimes companies are trying to cheat customers in the name of green products?
a. Yes b. No