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A Sociocultural Examination of Religiosity's Role in Coupon Proneness

Resource type
Authors/contributors
Title
A Sociocultural Examination of Religiosity's Role in Coupon Proneness
Abstract
Coupons can help increase the revenues of a firm and are widely used by marketers to attract customers. Yet in practice, marketers face the challenge of low redemption rates, with Consumer Packaged Goods (CPG) coupons having a redemption rate of less than 1%. Our research explores how religiosity, a sociocultural factor, affects consumers' coupon interests. Using both secondary data (Google Trends) and primary data (survey), the findings reveal that higher religiosity is associated with increased coupon use, as religious consumers make heightened benevolent inferences about coupons—specifically, they are more likely to view coupons as a legitimate tool offered by businesses to help reduce costs. The research further shows that, rather than generalized social trust, frugality-based motivated reasoning better accounts for why religious consumers interpret coupons so benevolently. Alternative predictors and other potential underlying mechanisms are further tested to strengthen our theoretical framework. Taken together, these findings theoretically extend our understanding beyond the traditional demographic and marketing factors examined in prior studies. Practically, the segmentation variable suggests insights for marketers by addressing a prevalent issue and providing a framework for improved comprehension. © 2026 Wiley Periodicals LLC.
Publication
Psychology and Marketing
Publisher
John Wiley and Sons Inc
Date
2026
Journal Abbr
Psychol. Mark.
Citation Key
dingSocioculturalExaminationReligiositys2026
ISSN
0742-6046
Language
English
Library Catalog
Scopus
Citation
Ding, W., Sprott, D. E., & Joireman, J. (2026). A Sociocultural Examination of Religiosity’s Role in Coupon Proneness. Psychology and Marketing. https://doi.org/10.1002/mar.70144
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