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In recent years, marketers have adopted new technologies to engage customers and better meet customer needs throughout the customer journey. The purpose of this paper is to investigate the impact of consumer engagement on satisfaction and behavior-based CRM performance generated by mobile instant messaging (MIM) services. The objective is to verify which aspects of consumer engagement generate satisfaction and optimize customer relationship management.

Data were made available for analysis from an online survey on customers who had been contacted or had contacted an organization by means of MIM. Based on literature analysis, relations between customer engagement dimensions, satisfaction and behavior-based CRM performance were studied by using structural equation modeling.

The cognitive engagement dimension and the emotional engagement dimension affect the level of satisfaction, but only the emotional engagement dimension has an effect on the behavior-based CRM performance, while social engagement does not affect satisfaction and CRM performance. Moreover, this study confirms the relationship between customer satisfaction and customer behavior-based relationship performance.

MIM used as support to the relationship with customers contributes to generating customer satisfaction and increases the value of service performance revealing it an excellent marketing tool in support of the customer journey.

This research extends our understanding of customer engagement in the ambit of the instant messaging application used for business that so far has not been investigated. This work shows how instant messaging can be a valid instrument for customer relationship management in optimizing the benefits deriving from the adoption of disruptive innovations.

The purpose of this paper is to examine specific gratifications obtained from using mobile instant messaging (MIM) applications by applying the uses and gratifications theory. This study explores the relationships between motivational factors, customer engagement and loyalty for existing WhatsApp subscribers in South Africa, as well as the moderating effect of application usage.

A descripto-explanatory research design was used in this quantitative study and 282 responses from an online survey were analysed. Structural equation modelling was used to test the study’s hypotheses.

The study reveals that utilitarian and hedonic motivation impact customer engagement positively in using WhatsApp, which, in turn, impacts loyalty. Social motivation in using WhatsApp bore no relationship with customer engagement. Furthermore, medium application usage moderates the link between customer engagement and utilitarian and hedonic motivation.

The study offers a greater understanding of customer engagement and motivational factors in the MIM environment. Future studies could consider more complex relationships with customer engagement in using MIM apps focussed on a younger generation.

MIM service providers should enhance customer engagement by tracking user activity and identifying customers who need to use an app more by targeting their utilitarian and hedonic needs through sophisticated marketing strategies.

This research enriches the understanding of key motivational factors impacting customers’ continued engagement towards using MIM, as opposed to the adoption thereof.

The purpose of this paper is to understand how firms may be segmented with respect to their attitudes towards the use of mobile instant messaging (MIM) apps (e.g. WhatsApp, Messenger, WeChat, etc). in their marketing practices to identify the main approaches to the use of MIM in business. Moreover, this paper identifies the key factors which can motivate or hinder the adoption of these digital platforms.

Firms are segmented on the basis of their attitudes (perceived usefulness and perceived effectiveness of performance) towards the use of MIM apps in the business. Categories for size, age of the firm and the organization’s predisposition towards MIMs are explored using data from 311 firms and latent class analysis. Threats, triggers and their real usage are also identified to describe the different approaches towards the application of MIM apps in marketing practices.

Four clusters are identified – lukewarm, cold, believer and unaffected – along with significant covariates such as the importance of conversation with the client, the use of MIMs in the business, the threats and triggers that can foresee adherence. The results help to understand how to approach the client using social messenger applications. MIM apps can be used for strategic marketing and not only for operative marketing.

This paper offers a more nuanced understanding of how firms engage through MIM apps by focusing on the firms’ attitudes towards MIM apps. It extends the knowledge on the firms’ reactions to these disruptive technologies and profiles the firms according to their social innovation attitudes, something that has not yet been investigated in the extant marketing literature.

No studies in the extant literature have explored the role of media richness, i.e., the ability of media to enhance understanding among communication partners in a timely manner, in determining customer loyalty to mobile instant messaging (MIM). Grounded in media richness theory, the purpose of this paper is to examine how media richness influences customer perceived values, consequently contributing to customer loyalty to MIM.

Collecting data by an online survey, the authors apply partial least square procedures for hypothesis testing.

The authors obtain the following findings: multiple cues are positively related to functional value; immediate feedback is positively related to social value; personal focus is positively related to self-expressive value; language variety is positively related to all the above values that lead to user loyalty; and language variety has the strongest effect on user loyalty to MIM.

A first attempt to examine the impact of media richness on user loyalty to MIM, this study provides insights for MIM service providers to make decisions to build loyal user bases.

Mobile instant messaging (MIM) applications have grown profusely worldwide in recent years in tandem with increased smartphone usage. The purpose of this paper is to examine the relationships among perceived benefits, personality traits, MIM satisfaction, and social capital responses.

This paper uses partial least squares-SEM to investigate proposed hypotheses based on a sample of 1,519 WhatsApp users.

The results indicate that perceived benefits of MIM and personality traits have a positive influence on MIM satisfaction; and MIM satisfaction in turn has a positive effect on users’ social capital responses. MIM satisfaction partially mediates the relationships between perceived benefits, traits, and social capital. Additionally, the results indicate positive significant effect of Gen X and Y on social capital among other control variables.

This study contributes to the growing body of knowledge on MIM. The results also provide important implications for MIM application developers and instigate future research in the MIM platform.

This study is the first attempt in integrating perceived benefits, personality traits, and social capital in MIM literature.

The purpose of this paper is to develop a conceptual framework, which identifies intrinsic, social and extrinsic gratification factors as essential individual factors influencing users’ disclosure of personal information via mobile instant messaging (MIM) applications (apps). In addition, the author has examined whether gender affects those different factors of gratification.

Data are collected via paper-based survey from university students who use MIM in the United Arab Emirates. Structural equation modeling is used to test the hypotheses that are presented in the model.

The findings show that intrinsic gratifications (entertainment and escapism) and social gratifications (social interaction) have positive effects on the depth and breadth of self-disclosure via MIM apps. Additionally, women’s self-disclosure of personal information is positively affected by social influence, while men are not influenced by this type of gratification.

The study aims to enhance the current understanding of the limited research on the uses and gratifications approach within the context of MIM apps to identify the gratifications that motivate MIM apps users to disclose personal information.

Because engagement platforms are becoming an emerging service research context, the purpose of this paper is to understand how consumers may be segmented with respect to attitude towards the mobile instant messaging (MIM) apps used as channels for customer service.

Consumers are segmented on the basis of perception of MIM apps by means of data from 478 consumers. A two-step cluster analysis was used to individuate groups according to the similarity of their attitudinal variables and their chat experience with organizations using MIM, while the discriminant function analysis was used to assess the stability of the cluster solution.

Three segments were identified – benevolent, proactive and hesitant – along with significant descriptive variables, such as interaction with organization, opinion regarding effort expectancy, perception of usefulness and perceived ease of technology use. The most engaged, the proactive (30%), are most open to interaction with the organization by means of MIM, while the benevolent (51%) look favourably on the use of instant messaging to communicate with organizations, even if this cluster has never used it with an organization.

Understanding how potential customers receive the opportunities offered by MIM as a new channel for improving, extending or completing the service helps to guide the efforts of marketing investments towards a better relationship with customers.

This study explores the use of MIM apps on the part of the customer/organization as engagement platforms from the customer point-of-view. The study highlights how MIM apps can be valuable channels for weaving together relations with customers.

Widespread concerns about excessive use of mobile instant messaging (MIM) have inspired research in different disciplines. However, the focus thus far tends to be on diagnostics and cognitive predictors. There is little understanding from the socio-technical perspective to capture the drivers of excessive use of MIM. To address this research gap, the authors aim to enrich existing literature by adopting a social structure and social learning model (SSSLM) to understand the excessive use of MIM. The authors argue that excessive MIM use is developed and reinforced in highly interactive online communication, through a social learning process.

The authors conduct a cross-sectional online survey to validate our proposed research model on excessive use of mobile instant messaging (MIM). 368 valid responses are obtained from active MIM users in China.

The results suggest that highly interactive MIM creates a technology-based social structure that facilitates the social learning process of excessive technology use. The influence of perceived interactivity of MIM on excessive MIM use is mediated by a series of contextualized social learning factors. Furthermore, the influences of perceived interactivity on social learning factors are moderated by MIM use experience.

The authors contribute to literature in related fields by highlighting the crucial role of social learning in facilitating excessive technology use. The authors contribute to the social structure and social learning model by contextualizing it into the context of excessive MIM use. Design guidelines are provided with a purpose to inhibit excessive use of MIM.

This study aims to explore how the use of mobile instant messaging (MIM) in an organization has led to the decentralization of authority.

To achieve this aim, a study was conducted on a case site that had used MIM extensively to manage an event.

This study found that communication technology such as MIM can shift more authority to the lower-level committees through the processes of formation, delegation, control and dissolution.

The role of information systems and technology in affecting a decentralization process has been largely understudied. Additionally, the effect of communication technologies such as MIM on a decentralization process has been largely ignored. Therefore, this study theorizes the role of MIM in managing an event and how the technology has decentralized more authority from the top management to the lower-level committees.

This study aims to investigate how phishers apply persuasion principles and construct deceptive URLs in mobile instant messaging (MIM) phishing.

In total, 67 examples of real-world MIM phishing attacks were collected from various online sources. Each example was coded using established guidelines from the literature to identify the persuasion principles, and the URL construction techniques employed.

The principles of social proof, liking and authority were the most widely used in MIM phishing, followed by scarcity and reciprocity. Most phishing examples use three persuasion principles, often a combination of authority, liking and social proof. In contrast to email phishing but similar to vishing, the social proof principle was the most commonly used in MIM phishing. Phishers implement the social proof principle in different ways, most commonly by claiming that other users have already acted (e.g. crafting messages that indicate the sender has already benefited from the scam). In contrast to email, retail and fintech companies are the most commonly targeted in MIM phishing. Furthermore, phishers created deceptive URLs using multiple URL obfuscation techniques, often using spoofed domains, to make the URL complex by adding random characters and using homoglyphs.

The insights from this study provide a theoretical foundation for future research on the psychological aspects of phishing in MIM apps. The study provides recommendations that software developers should consider when developing automated anti-phishing solutions for MIM apps and proposes a set of MIM phishing awareness training tips.