Coupons going wireless: Determinants of consumer intentions to redeem mobile coupons
Article first published online: 6 OCT 2008
© 2008 Wiley Periodicals, Inc. and Direct Marketing Educational Foundation, Inc.
Journal of Interactive Marketing
Volume 22, Issue 3, pages 23–39, Summer 2008
How to Cite
Dickinger, A. and Kleijnen, M. (2008), Coupons going wireless: Determinants of consumer intentions to redeem mobile coupons. J. Interactive Mark., 22: 23–39. doi: 10.1002/dir.20115
- Issue published online: 6 OCT 2008
- Article first published online: 6 OCT 2008
Firms are increasingly using the mobile media for communication and promotion and Short Message Service (SMS), in particular. This study investigates consumers' intentions to redeem mobile (m-) coupons. Results from a survey of 370 mobile phone users in Austria indicate that consumers' attitude toward and perceived control of m-coupons affect their intention to redeem such coupons. The effort involved in redeeming m-coupons strongly affects consumers' attitudes toward m-coupons, and fear of mobile spam influences consumers' per-ceived control with regard to commercial SMS. Value seekers are more sensitive to the effort involved in redeeming m-coupons and to mobile spam than are other consumers. The results suggest that firms should not overwhelm consumers with m-coupons, consider the usability of m-coupons in deciding the right offer, and educate their consumers about how to use the m-coupons.