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Factors influencing Chinese youth consumers' acceptance of mobile marketing

Tao (Tony) Gao (Marketing Group, College of Business Administration, Northeastern University, Boston, Massachusetts, USA)
Fareena Sultan (Marketing Group, College of Business Administration, Northeastern University, Boston, Massachusetts, USA)
Andrew J. Rohm (Marketing Group, College of Business Administration, Northeastern University, Boston, Massachusetts, USA)

Journal of Consumer Marketing

ISSN: 0736-3761

Article publication date: 2 November 2010

13152

Abstract

Purpose

The purpose of this paper is to examine factors affecting consumers' acceptance of mobile marketing in China.

Design/methodology/approach

The authors draw on technology acceptance and uses and gratifications theories to develop a conceptual model of antecedent factors (including risk acceptance related to the mobile platform and personal attachment related to mobile devices) and marketing‐related and value‐based mobile activity related to the acceptance of mobile marketing practice. The conceptual model is tested using data collected among Chinese youth consumers.

Findings

The results confirm the importance of risk acceptance and personal attachment in influencing mobile marketing acceptance, and support the “priming” effect of regular mobile phone usage on orienting consumers toward accepting mobile marketing initiatives.

Research limitations/implications

The study is limited to a specific sample of youth consumers in China. The findings illustrate the role of antecedent factors – including personal attachment and risk acceptance – related to acceptance of mobile marketing in the Chinese market and they emphasize the role of marketing‐related and value‐based mobile activity in mediating the relationships between antecedent factors and mobile marketing acceptance.

Practical implications

The findings illustrate the importance of recognizing the drivers of, and obstacles to, mobile marketing acceptance. These factors included the likelihood of providing information, likelihood of accessing content, likelihood of sharing content, level of risk acceptance, and level of personal attachment to one's mobile phone.

Originality/value

The paper adds to the growing literature on Chinese youth consumers by examining their acceptance of mobile marketing. The study reveals several implications for theory and practice relating to the antecedents of mobile marketing acceptance among the youth consumer segment within China, a large and emerging market.

Keywords

Citation

Gao, T.(T)., Sultan, F. and Rohm, A.J. (2010), "Factors influencing Chinese youth consumers' acceptance of mobile marketing", Journal of Consumer Marketing, Vol. 27 No. 7, pp. 574-583. https://doi.org/10.1108/07363761011086326

Publisher

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Emerald Group Publishing Limited

Copyright © 2010, Emerald Group Publishing Limited

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