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Consumers un-tethered: A three-market empirical study of consumers' mobile marketing acceptance

Author

Listed:
  • Gao, Tao (Tony)
  • Rohm, Andrew J.
  • Sultan, Fareena
  • Pagani, Margherita

Abstract

This study examines factors influencing consumers' acceptance of mobile marketing across three influential markets, namely U.S., China, and Europe. The authors develop an integrative conceptual model on consumers' attitudes and behaviors toward mobile marketing. The authors incorporate three individual-level characteristics, namely personal attachment, innovativeness, and risk avoidance and investigate how permission-based acceptance influences the relationship between consumers' attitude and mobile marketing activity. Focusing on Generation Y consumers, the model is empirically tested with data from U.S., China, and Europe. The findings illustrate several cross-market differences and similarities regarding the relationships between individual-level characteristics, attitude, and mobile marketing activity. Research and managerial implications of these findings are discussed.

Suggested Citation

  • Gao, Tao (Tony) & Rohm, Andrew J. & Sultan, Fareena & Pagani, Margherita, 2013. "Consumers un-tethered: A three-market empirical study of consumers' mobile marketing acceptance," Journal of Business Research, Elsevier, vol. 66(12), pages 2536-2544.
    • Handle: RePEc:eee:jbrese:v:66:y:2013:i:12:p:2536-2544
    DOI: 10.1016/j.jbusres.2013.05.046
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    References listed on IDEAS

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