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Factors Influencing Consumer Acceptance of Mobile Marketing: A Two-Country Study of Youth Markets

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  • Sultan, Fareena
  • Rohm, Andrew J.
  • Gao, Tao (Tony)

Abstract

The purpose of this study is to examine factors affecting consumers' acceptance of mobile marketing across two global markets. Drawing upon technology acceptance and uses and gratifications theories, we develop and estimate a conceptual model of the influences of antecedent factors (including risk acceptance related to the mobile platform and personal attachment related to mobile devices) on behavioral intent related to mobile marketing practice. We further propose that the above relationships are mediated by activities that consumers engage in such as downloading, forwarding content and registering with firms. Focusing on youth consumers, we empirically test the model using data collected in both an established (U.S.) and an emerging market (Pakistan). Findings across these two markets reflect cross-market similarities and differences related to consumer acceptance factors. We draw implications from these findings related to both theory and practice.

Suggested Citation

  • Sultan, Fareena & Rohm, Andrew J. & Gao, Tao (Tony), 2009. "Factors Influencing Consumer Acceptance of Mobile Marketing: A Two-Country Study of Youth Markets," Journal of Interactive Marketing, Elsevier, vol. 23(4), pages 308-320.
    • Handle: RePEc:eee:joinma:v:23:y:2009:i:4:p:308-320
    DOI: 10.1016/j.intmar.2009.07.003
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    References listed on IDEAS

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