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Electronic Commerce Research and Applications
Volume 4, Issue 2, Summer 2005, Pages 159-173
 
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doi:10.1016/j.elerap.2004.10.006    How to Cite or Link Using DOI (Opens New Window)
Copyright © 2004 Elsevier B.V. All rights reserved.

Diffusion and success factors of mobile marketing

Arno Scharla, Corresponding Author Contact Information, E-mail The Corresponding Author, Astrid Dickingerb, 1, E-mail The Corresponding Author and Jamie Murphya, 2, E-mail The Corresponding Author

aUWA Business School, University of Western Australia, 35 Stirling Highway, Crawley, WA 6009, Australia bInstitute for Tourism and Leisure Studies, Vienna University of Economics and Business Administration, Augasse 2-6, A-1090, Vienna

Received 6 December 2003; 
revised 1 May 2004; 
accepted 11 October 2004. 
Available online 30 October 2004.

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Abstract

Mobile marketing offers direct communication with consumers, anytime and anyplace. This paper reviews mobile marketing and then investigates the most successful form of mobile communication, short message services (SMS), via a quantitative content analysis of the Fortune Global 500 Web sites and qualitative interviews with European experts. The content analysis explores the diffusion of SMS technology and sheds light on mobile marketing campaigns of large multinational organizations. Combining a literature review with results from the qualitative survey leads to a conceptual model of successful SMS advertising. The paper closes with future research avenues for this emerging marke ting tool.

Keywords: Mobile data services; Short Message Services (SMS); Mobile commerce; Online marketing; Success factors; Fortune Global 500; Web content analysis

Article Outline

1. Introduction
2. Corporate Web sites reflecting mobile marketing trends
2.1. Quantitative research methodology
2.1.1. Language detection
2.1.2. Frequency distribution by region
2.1.3. Frequency distribution by industry
2.1.4. Correspondence analysis
3. A conceptual model of SMS advertising
3.1. Qualitative research methodology
3.2. Model characteristics
3.3. Message success factors
3.3.1. Content
3.3.2. Personalization
3.3.3. Consumer control, permission and privacy
3.4. Media success factors
3.4.1. Device technology
3.4.2. Transmission process
3.4.3. Product fit
3.4.4. Media cost
3.5. Consumer behavior
3.5.1. Viral marketing effects
3.5.2. Common applications
4. Conclusion
References






 
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