Enablers and inhibitors of permission-based marketing: A case of mobile coupons

Hyunjoo Im, Young Ha

Research output: Contribution to journalArticlepeer-review

30 Scopus citations

Abstract

Permission-based marketing is a unique marketing practice that requires consumers' overt consent. Previous studies examined only either positive or negative predictors of adoption of permission-based marketing practices. Thus, the current study proposes and tests both enablers and inhibitors that determine consumers' adoption decision of permissionbased marketing in a context of mobile coupons and aims to provide insights on relative importance of antecedents. A national survey of US consumers (N=611) supported the proposed model. Perceived risk and subjective norm are particularly important for consumers who have never used mobile coupons. Moderating effects of prior experience was also examined. Finding of moderating effects of prior experience in mobile service adoption suggests research implications for future studies.

Original languageEnglish (US)
Pages (from-to)495-503
Number of pages9
JournalJournal of Retailing and Consumer Services
Volume20
Issue number5
DOIs
StatePublished - Sep 1 2013

Keywords

  • Mobile coupons
  • Perceived risk
  • Permission-based marketing
  • Technology adoption

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