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The impact of television dependency on teleshopping adoption

Carla Ruiz Mafé (Department of Marketing, University of Valencia, Valencia, Spain)
Silvia Sanz Blas (Department of Marketing, University of Valencia, Valencia, Spain)

Direct Marketing: An International Journal

ISSN: 1750-5933

Article publication date: 28 March 2008

Abstract

Purpose

To analyse key drivers of television dependency and its impact on teleshopping adoption.

Design/methodology/approach

The applicability of the media dependency scale is tested in the Spanish market. The impact of demographics, television exposure and television affinity on television dependency is analysed together with behavioural changes deriving from television dependency (willingness to teleshopping).

Findings

Data analysis shows that the media dependency scale needs to be adapted to the Spanish market and Spanish televiewers show intermediate levels of television dependency. Dependent televiewers are mainly mature, feel high‐television affinity and have high levels of exposure as televiewers. Television dependency determines teleshopping adoption, with the most relevant factor being that of searching guides for decision taking and fun.

Practical implications

This research enables companies to know the different objectives which television can help consumers to attain and, therefore, what aspects to highlight in their direct marketing strategies. Television agents should exploit the dimensions television offers to increase individual dependency and message effectiveness. The significant influence that “decision taking and fun” exerts on willingness to teleshopping shows managers that program contents become a key tool to increase future television purchases.

Originality/value

Despite dramatic online differences were discovered between television dependent and non‐dependent consumers, very limited research has been conducted to examine them. There are still no enough studies that analyse the background and effects of television dependency on the non‐purchasing televiewers behaviour. This paper analyses the background of television dependency and its influence on future purchase intentions of non‐buyer Spanish televiewers.

Keywords

Citation

Ruiz Mafé, C. and Sanz Blas, S. (2008), "The impact of television dependency on teleshopping adoption", Direct Marketing: An International Journal, Vol. 2 No. 1, pp. 5-19. https://doi.org/10.1108/17505930810863608

Publisher

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Emerald Group Publishing Limited

Copyright © 2008, Emerald Group Publishing Limited