Document Type

Article - On Campus Only

Publication Date



This study examines factors influencing consumers' acceptance of mobile marketing across three influential markets, namely U.S., China, and Europe. The authors develop an integrative conceptual model on consumers' attitudes and behaviors toward mobile marketing. The authors incorporate three individual-level characteristics, namely personal attachment, innovativeness, and risk avoidance and investigate how permission-based acceptance influences the relationship between consumers' attitude and mobile marketing activity. Focusing on Generation Y consumers, the model is empirically tested with data from U.S., China, and Europe. The findings illustrate several cross-market differences and similarities regarding the relationships between individual-level characteristics, attitude, and mobile marketing activity. Research and managerial implications of these findings are discussed.

Recommended Citation

Tao (Tony) Gao, Andrew J. Rohm, Fareena Sultan, Margherita Pagani. "Consumers un-tethered: A three-market empirical study of consumers' mobile marketing acceptance," Journal of Business Research. Volume 66, Issue 12, 2013, Pages 2536-2544.