Evaluating Social Countermarketing Success: Resonance of Framing Strategies in Online Food Quality Debates

PurposeSocial countermarketing (SCM) aims at influencing existing socio-cultural norms, public policies or political decision-making. Existing empirical accounts of SCM give limited insights into their success. The authors analyze SCM strategies and their public resonance by studying the diagnostic and prognostic frames and responsibility attributions that are used in the debates.Design/methodology/approachThe authors focus on two online SCM campaigns in the Netherlands that are targeted against over-feeding of chickens for consumption and the selling of low-priced meat. The authors conducted a quantitative content analysis (N = 3,902) of these debates on Twitter for a two-year period (July 2015 to June 2017).FindingsThe results show that citizens play an important role for the amplification of SCM campaigns. Diagnostic and prognostic frames about meat selling practices are among the most popular ones while the importance of mobilization messages differs per case. This can be explained by the proximity of these frames to citizens' daily life experiences.Practical implicationsThe apparent willingness of citizens to both tweet and retweet calls for mobilization might give messages by environmental NGOs third-party endorsement. This strengthens their position and visibility in the debates, which are both of strategic value. The analysis of actor responsibility can identify reputational risks for companies in contested industries such as mass meat production.Originality/valueThe findings enhance professional understanding of designing campaign messages and refine SCM success in terms of resonance, since resonance indicates amplification and third-party endorsement.