Scandinavian Working Papers in Economics

Working Papers,
Hanken School of Economics

No 518: Consumer Responsiveness to Mobile Marketing

Kristina Heinonen () and Tore Strandvik ()
Additional contact information
Kristina Heinonen: Swedish School of Economics and Business Administration, Postal: Arkadiankatu 22, P.O.B. 479; FIN 00101 Helsinki, Finland
Tore Strandvik: Swedish School of Economics and Business Administration, Postal: Arkadiankatu 22, P.O.B. 479; FIN 00101 Helsinki, Finland

Abstract: Digital marketing media, such as Internet and mobile phones, are considered to be powerful opportunities to reach consumers by allowing interactivity and personalization of the content and context of the message. This paper explores consumers’ responsiveness to mobile marketing communication. We propose that consumer responsiveness is a function of the perceived relevance of the marketing message and the acceptance of the medium of receiving the message. Two empirical studies conducted in Finland showed that compared to traditional direct mail and commercial email, the responsiveness to mobile marketing was considerably lower. However, some consumers welcome mobile marketing communication.

Keywords: Consumer responsiveness; mobile marketing communication; relevance; media acceptance

21 pages, September 14, 2006

Price: 10€

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