Consumer responses to sms advertising: Antecedents and consequences

Dimitris Drossos, George Giaglis, Pavlos Vlachos, Efpraxia Zamani, George Lekakos

    Research output: Contribution to journalArticlepeer-review


    Mobile phone advertisements, in the form of text messages (SMS, or short message service), have been recognized as an important form of product promotion. The purpose of this paper is to investigate factors that influence the effectiveness of SMS advertising by using a hierarchy of effects approach. We employ a simulated experiment with 736 respondents to examine how consumers react to SMS advertisements and identify factors that influence their attitude toward the ad, their attitude toward the brand, and their purchase intention. Perceived ad credibility, attitude toward mobile advertising, message appeal, argument quality, incentive, product involvement, and interactivity were found to be antecedents of the attitude toward the ad. Moreover, there is a clear link between attitude and behavioral intention. The study is among the first to provide an experimental-based assessment and a unified model linking consumer attitudes toward mobile text ads with brand attitudes and purchase intentions.

    Original languageEnglish
    Pages (from-to)105-136
    Number of pages32
    JournalInternational Journal of Electronic Commerce
    Issue number1
    Publication statusPublished - 1 Oct 2013


    • Advertising effectiveness
    • attitude
    • mobile advertising
    • purchase intention
    • SMS


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