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Article
Publication date: 31 May 2013

Hsin Hsin Chang, Hamid Rizal and Hanudin Amin

The aim of this study was to develop a theoretical model of email advertising effectiveness and to investigate differences between permission‐based email and spamming. By…

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8972

Abstract

Purpose

The aim of this study was to develop a theoretical model of email advertising effectiveness and to investigate differences between permission‐based email and spamming. By examining different types of email (i.e. permission‐based email and spamming), the present study empirically tested the theoretical linkage between email advertising values, perceived instrusiveness, and the attitudinal‐behavioural dispositions towards email advertising.

Design/methodology/approach

A survey was conducted using 221 respondents from Taiwan. Two scenarios were designed for the present study. The questionnaires were equally divided into two sets, with the first half containing a scenario depicting permission‐based email, and the other half containing a scenario describing a spamming email. Each respondent only received one set of the survey.

Findings

Results from a survey of 221 Internet users in Taiwan indicate that values and attitudes toward, and the perceived intrusiveness of, email advertising significantly affect consumers’ behavioral dispositions toward email advertising. The results suggest that permission‐based email is more effective as compared to spam email advertising. For solicited email, consumers perceived less intrusiveness if the email advertisement offered them financial incentives.

Research limitations/implications

The authors acknowledge four limitations in this study. These limitations however provide further direction for future studies in the discipline. The discussion of these limitations is provided.

Practical implications

Importantly, this study yields significant theoretical and managerial implications. Concerned with the context of email advertising, the authors’ work provides theoretical support for both constructs of advertising values and perceived intrusiveness as important. Concerned with the advertisers, this study renders important implications for better planning of marketing mix strategy using email.

Originality/value

This study provides new theoretical insights into factors influencing consumers’ acceptance of email advertising by incorporating perceived intrusiveness as a mediator in the relationship between advertising values and attitudinal‐behavioral dispositions. By empirically comparing the different types of email advertisements of permission‐based email and spamming, the present study also offers better understanding and extending of the current literature on email advertising research.

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Article
Publication date: 6 June 2019

Ali Bassam Mahmoud, Nicholas Grigoriou, Leonora Fuxman, Dieu Hack-Polay, Fatina Bassam Mahmoud, Eiad Yafi and Shehnaz Tehseen

This study aims to assess consumers’ beliefs in three Middle Eastern Arab countries regarding attitudinal and behavioural responses towards permission-based direct email…

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1490

Abstract

Purpose

This study aims to assess consumers’ beliefs in three Middle Eastern Arab countries regarding attitudinal and behavioural responses towards permission-based direct email marketing (hereafter DEM) and the moderating role of gender in the hypothesised path model.

Design/methodology/approach

Structural equation modelling was used to test the hypothesised path model by using data collected from 829 respondents.

Findings

The findings show that attitude was found to fully mediate the relationship between beliefs and behavioural responses towards permission-based DEM. Gender moderates the relationship between beliefs and attitudes and responses to permission-based DEM. Notably, female respondents were found to react more actively when exposed to permission-based DEM.

Research limitations/implications

Further qualitative research is needed to learn more about how and why individuals develop behavioural intentions in certain ways towards opt-in DEM. In addition, neuropsychology approaches such as eye-tracking are endorsed for future research to gain more insights and conquer biases associated with self-reporting procedures in countries where such technologies are deemed as legal and ethical to be used with human subjects.

Practical implications

Advertisers promoting products and services in the Middle Eastern Arab context should take further steps to enhance the quality of information (including cultural sensitiveness) and the perceived entertainment value that could be delivered to consumers through permission-based DEM, especially for female internet users. Additionally, this study highly recommends the double opt-in approach to permission-based DEM.

Originality/value

To the best of the authors’ knowledge, this is the first attempt to address the gender role as a moderator of the path depicting the effectiveness of permission-based DEM approach in the Middle East (Arab counties) from beliefs to behavioural responses via attitudes.

Details

Journal of Research in Interactive Marketing, vol. 13 no. 2
Type: Research Article
ISSN: 2040-7122

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Article
Publication date: 21 February 2020

Vinita Bhatia

This paper aims to investigate the motivating and dissuading factors, which develop consumers’ attitude towards permission based marketing.

Abstract

Purpose

This paper aims to investigate the motivating and dissuading factors, which develop consumers’ attitude towards permission based marketing.

Design/methodology/approach

A conceptual model is proposed and validated by following the various studies on mobile and email marketing. A survey of 325 respondents was conducted in the Mumbai city, out of which 271 survey questionnaires were deemed fit for analysis, representing 83.38 per cent response rate. The researcher has used structural equation modelling to test the causal relationships among the constructs.

Findings

The results of the study indicate that increase in personal relevant messages, perceived monetary incentives and perceived entertainment increases consumers’ attitude towards permission based marketing, whereas increase in perceived registration effort decreases consumers’ attitude towards permission based marketing. Furthermore, contrary to the existing literature, perceived consumer empowerment, perceived intrusiveness and perceived privacy issues have no significant relationship with the attitude towards permission marketing. The findings are based on a particular region in India, so it may be different from previous studies.

Research limitations/implications

The study uses a self-reported measure to collect the data through email, and a printed copy of the questionnaire was circulated. Also, the method of sample selection was not random. These two aspects could limit the generalizability of the results.

Practical implications

The research can assist the companies going for promotions through mobile and internet. It provides important findings, which can help them to formulate better promotional strategies.

Originality/value

Fewer research studies have been done to examine the motivating and dissuading factors developing consumers’ attitude towards permission based marketing, therefore, the present research is conducted. After intensely reviewing the available literature, the factors were carefully chosen.

Details

Journal of Research in Interactive Marketing, vol. 14 no. 1
Type: Research Article
ISSN: 2040-7122

Keywords

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Article
Publication date: 31 August 2012

Phumisak Smutkupt, Donyaprueth Krairit and Do Ba Khang

The purpose of this paper is to investigate the impact of SMS (Short Message Service) advertising on consumer perceptions of Au Bon Pain's brand equity in Thailand.

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7744

Abstract

Purpose

The purpose of this paper is to investigate the impact of SMS (Short Message Service) advertising on consumer perceptions of Au Bon Pain's brand equity in Thailand.

Design/methodology/approach

The experimental study was based on a 4×2 between‐subjects design, with four levels of message types (personalization, interactivity, general, and no message control) and two levels of permission (with and without permission). Structural equation modeling was utilized to test the hypotheses.

Findings

SMS marketing is found to have a significant positive impact on brand awareness and perceived quality. Personalized, interactive, and general messages are effective for building brand awareness, and general and personalized messages positively influence perceived quality. With the right choice of message, explicit permission enhances the effects of SMS marketing on brand association.

Research limitations/implications

The experiment was conducted over a period of one month, with three SMS ads sent to each subject. Future research could extend the trial period and increase the number and variation of ads to confirm validity of the results.

Practical implications

As text message ads have a strong impact on brand awareness, marketers should focus on using text messages as reminders or updates rather than for complete marketing campaigns. They should also focus on offering permission‐based customers personalized information.

Originality/value

This is among the first mobile marketing experiments in a real‐life setting. Real text‐based promotions from an existing brand (Au Bon Pain) were tested on consumers. This approach creates a natural ad‐processing situation for participants, thus increasing the internal validity of the experiment.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 24 no. 4
Type: Research Article
ISSN: 1355-5855

Keywords

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Article
Publication date: 1 June 2006

Janet Durgin and Joseph S. Sherif

This paper aims to advance research that accurately portrays the alarming rate at which spam is infiltrating and eroding the security of the internet.

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969

Abstract

Purpose

This paper aims to advance research that accurately portrays the alarming rate at which spam is infiltrating and eroding the security of the internet.

Design/methodology/approach

The paper discusses the political, legal and ethical controversy surrounding the spam dilemma as well as the high costs of spam to telecommunications bandwidth, QoS and e‐commerce effectiveness.

Findings

Spam problem is a technological epidemic that multiplies exponentially each day. A dynamic digital jam is in prospect.

Practical implications

Presents viable options for a quick resolve, and unveils the changing strategies that integrity‐driven marketers are facing in lieu of the raging battle.

Originality/value

Tackles one of the most pressing issues in the business world today.

Details

Kybernetes, vol. 35 no. 5
Type: Research Article
ISSN: 0368-492X

Keywords

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Article
Publication date: 3 April 2009

Chanaka Jayawardhena, Andreas Kuckertz, Heikki Karjaluoto and Teemu Kautonen

This paper's aim is to develop a conceptual model to examine the influence of four antecedent factors (personal trust, institutional trust, perceived control and

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6281

Abstract

Purpose

This paper's aim is to develop a conceptual model to examine the influence of four antecedent factors (personal trust, institutional trust, perceived control and experience) on consumers' willingness to participate in permission‐based mobile marketing. The model is to be tested empirically across three European countries and gender.

Design/methodology/approach

Data are collected from surveys of consumers in Finland, Germany and the UK. The partial least squares (PLS) approach is utilised to test the model fit.

Findings

The main factor affecting the consumers' decision to participate in mobile marketing is institutional trust, which is a significant factor in all three countries and across gender. The influence of other antecedent factors are less pronounced. On the whole, it is found that the more experienced consumers become with mobile marketing, the less influence perceived control will have on permission. There are notable variations across gender, with perceived control being an important determinant of permission for men, while it is not so for women.

Research implications/limitations

The results indicate the relative importance of four antecedents in the likelihood of consumers giving their permission to companies to send mobile marketing messages.

Practical implications

As institutional trust is the most important determinant of permission based mobile marketing, mobile marketers should focus on building a strong and positive media presence and image, and thereby influence consumers' likelihood of giving permission to mobile‐based marketing.

Originality/value

This is the first international empirical investigation of the different antecedents of permission‐based mobile marketing.

Details

European Journal of Marketing, vol. 43 no. 3/4
Type: Research Article
ISSN: 0309-0566

Keywords

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Article
Publication date: 9 November 2007

Teemu Kautonen, Heikki Karjaluoto, Chanaka Jayawardhena and Andreas Kuckertz

The purpose of this paper is to provide a three‐country comparison of personal and institutionally based trust as factors affecting consumers' willingness to participate…

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2263

Abstract

Purpose

The purpose of this paper is to provide a three‐country comparison of personal and institutionally based trust as factors affecting consumers' willingness to participate in permission‐based mobile marketing.

Design/methodology/approach

A conceptual model of different dimensions of personal and institutionally based trust and their effect on the consumer's willingness to provide personal information and the permission to use it is tested with data from surveys of young consumers in Finland, Germany and the UK. The data were analysed by structural equation modelling (LISREL8.7).

Findings

The main factor affecting the consumers' decision to participate in mobile marketing is the company's media presence, which is a significant factor in all three countries.

Research limitations/implications

While the results of this study establish the sources of trust that play a role in permission‐based mobile marketing, the study of trust in the context of mobile marketing would greatly benefit from research that addresses the process of how trust emerges and develops over time. As a company's presence in the media weighs more than the customer's own experiences or control, mobile marketers should focus on building a strong and positive media presence and image in order to gain consumers' permission for mobile marketing.

Practical implications

As a company's reputation conveyed by the media weighs more than the customer's own experiences, mobile marketers should focus on building a strong and positive media presence and image, and thereby gain consumers' trust.

Originality/value

The paper is the first international empirical investigation of the different antecedents of trust in the context of mobile marketing.

Details

Journal of Systems and Information Technology, vol. 9 no. 2
Type: Research Article
ISSN: 1328-7265

Keywords

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Article
Publication date: 1 January 2006

Evangelos Moustakas, C. Ranganathan and Penny Duquenoy

The purpose of this paper is to provide a conceptual overview of the process of unsolicited commercial e‐mail (UCE), propose a typology of UCE, and delineate key…

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4306

Abstract

Purpose

The purpose of this paper is to provide a conceptual overview of the process of unsolicited commercial e‐mail (UCE), propose a typology of UCE, and delineate key stakeholders of UCE, their roles and potential responses through a stakeholder analysis.

Design/methodology/approach

Based on the extant literature, this paper provides a conceptualization of the UCE process, delineating specific types of UCE. It uses stakeholder analysis to identify key members in the UCE process and the potential roles to be played by them in combating UCE.

Findings

This paper proposes a four‐way typology of the UCE process, identifies key stakeholders, and also mechanisms for tackling UCE.

Research limitations/applications

Given the limited empirical research on this topic, this paper is exploratory in nature, integrating concepts from marketing and e‐commerce research streams. It will provide a solid conceptual foundation for future empirical research on UCE.

Practical implications

This paper will be a useful resource for customers, Internet merchants, policy makers, direct marketing associations, agencies and consumer awareness groups that are working on Internet security, privacy and anti‐spam issues.

Originality/value

This paper addresses an important and timely issue, filling an important gap in current research on e‐mail marketing. It provides conceptual foundations on UCE, and deploys stakeholder analysis to suggest useful guidelines for practice.

Details

Internet Research, vol. 16 no. 1
Type: Research Article
ISSN: 1066-2243

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Article
Publication date: 8 June 2015

Hyunjoo Im and Young Ha

This study aims to investigate determinants of permission-granting intention of consumers based on transaction utility theory. The study also was designed to investigate…

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1398

Abstract

Purpose

This study aims to investigate determinants of permission-granting intention of consumers based on transaction utility theory. The study also was designed to investigate the role of two individual characteristics, coupon proneness and fear of spamming as well as gender difference. Mobile coupons have quickly become an important marketing tactic. However, our understanding of mobile coupon usage is limited because previous studies of coupon usage do not examine key characteristics of new technology-based coupons. Therefore, research in this specific context is necessary.

Design/methodology/approach

An online survey was used and US adult consumers (N = 658) were recruited to empirically test the model. The data were analyzed using structural equation modeling.

Findings

Results provided support for the proposed model. The data confirmed the evaluation process of a potential transaction using mobile coupons hypothesized based on transaction utility theory. Gender differences were tested using multi-group analysis. There was a significant difference between females and males. Overall, negative factors, fear of spamming and perceived risk, played a more important role in the model for females than males.

Originality/value

The study provided theoretical support for transaction utility theory in the context of mobile coupon usage decision. Also, the study advances understanding of unique issues of mobile coupon marketing by addressing permission-granting intention and gender difference in the process of evaluation.

Details

Journal of Research in Interactive Marketing, vol. 9 no. 2
Type: Research Article
ISSN: 2040-7122

Keywords

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Article
Publication date: 1 December 2004

Marko Merisavo and Mika Raulas

The study examines the effects of e‐mail marketing on brand loyalty and also reveals the kinds of e‐mail content valued by consumers. Data were gathered from 890…

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16374

Abstract

The study examines the effects of e‐mail marketing on brand loyalty and also reveals the kinds of e‐mail content valued by consumers. Data were gathered from 890 consumers, who were users of a multinational cosmetics brand and had received regular permission‐based e‐mail messages from the marketer. Results reveal that regular e‐mail marketing has positive effects on brand loyalty. E‐mail‐activated consumers visited retail stores. Consumers exposed to e‐mail marketing recommended the brand to their friends. Loyal customers appreciated regular communication and various other information content from the brand more than mere offers. These results encourage marketers to keep in frequent contact with customers via e‐mail with the aim of enhancing brand loyalty.

Details

Journal of Product & Brand Management, vol. 13 no. 7
Type: Research Article
ISSN: 1061-0421

Keywords

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