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

Hyunjoo Im and Young Ha

Journal of Retailing and Consumer Services, 2013, vol. 20, issue 5, 495-503

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.

Keywords: Mobile coupons; Perceived risk; Permission-based marketing; Technology adoption (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:joreco:v:20:y:2013:i:5:p:495-503

DOI: 10.1016/j.jretconser.2013.05.002

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