The effects of product involvement and impulse buying on purchase intentions in mobile text advertising

Dimitris A. Drossos, Flora Kokkinaki, George M. Giaglis, Konstantinos G. Fouskas

    Research output: Contribution to journalArticlepeer-review

    Abstract

    While research in mobile advertising is abundant, limited attention has been paid to date to how consumers respond to mobile advertisements for different product categories and in which way impulsivity affects intentions to purchase. In this paper, we study the dimensionality of the product involvement construct and its effects on consumers' purchase intentions via a simulated field experiment (N = 736). We show that the cognitive dimension of product involvement and impulsiveness significantly affect purchase intentions. We also present that the relationship between product involvement and purchase intention is moderated by the consumers' impulse buying personality traits. These findings progress the current state-of-the-art in mobile advertising research, while also having significant practical consequences for the design of effective mobile SMS advertising campaigns.

    Original languageEnglish
    Pages (from-to)423-430
    Number of pages8
    JournalElectronic Commerce Research and Applications
    Volume13
    Issue number6
    DOIs
    Publication statusPublished - 1 Nov 2014

    Keywords

    • FCB grid
    • Impulse buying
    • Mobile advertising
    • Product involvement
    • SMS

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