Professional Documents
Culture Documents
1, 2017
Ching-Wen Lin
Department of Business Administration,
CTBC Financial Management College,
No. 600, Section 3, Taijiang Blvd, Annan District,
Tainan 709, Taiwan
Email: lincw@ctbc.edu.tw
Email: cw.ilovetoto@gmail.com
Yen-Chung Hsu
Department of Applied Economics and Management,
National Ilan University,
No. 1, Section 1, Shen-Lung Road,
I-Lan, Ilan 260, Taiwan
Email: YenChung0928@gmail.com
Ching-Yi Lin*
Graduate Institute of International Business Administration,
Chinese Culture University,
55, Hwa-Kang Road, Yang-Ming-Shan,
Taipei 11114, Taiwan
Email: cigaw2000@gmail.com
*Corresponding author
Abstract: In recent years, due to the rapid development of mobile devices and
mobile internet usage, users can access wireless networks to browse
information anytime, anywhere. The advertising industry can perform
marketing through mobile advertising, and diversity can effectively improve
the attractiveness of such advertising. According to the research findings,
perceived usefulness, irritation, and credibility were major factors affecting the
reuse intention of mobile advertising. Moreover, users should be encouraged to
trust mobile advertising and also believe that getting mobile advertising is
useful. Coupled with the advantage brought by its low cost, mobile advertising
will be a major marketing method. It was expected that the findings could be a
reference for the mobile advertising industry in the design of mobile
advertising.
Reference to this paper should be made as follows: Lin, C-W., Hsu, Y-C. and
Lin, C-Y. (2017) ‘User perception, intention, and attitude on mobile
advertising’, Int. J. Mobile Communications, Vol. 15, No. 1, pp.104–117.
1 Introduction
Vallina-Rodriguez et al. (2012) pointed out that mobile phones and tablets can be
considered as the first incarnation of the post-PC era. Chen and Hsieh (2012) proposed
that over the years, newspapers, magazines, TV, and radio have provided one-way media.
Due to the widespread application of the internet, advertising has entered into an
interactive communication mode. Accordingly, mobile phones have become an
advertising and marketing medium that provides a new platform for mobile advertising.
Studies on mobile advertising have been increasing, which suggest that mobile
advertising is becoming increasingly investigated. Bart, Stephen and Sarvary (2014)
indicated that mobile advertising is one of the fastest-growing advertising formats. In
2013, global spending on mobile advertising was approximately $16.7 billion, and it is
expected to exceed $62.8 billion by 2017. The most prevalent type of mobile advertising
is mobile display advertising, which takes the form of banners on mobile web pages and
in mobile applications. Gavilan, Avello and Abril (2014) pointed out that the future of
communication and advertising is mobile. Kim and Lee (2015) stated that the mobile
ecosystem becomes more complex, advertisement marketers are focusing on targeted
marketing to users to maximise the impact of advertising. Mobile advertising businesses
should differ in terms of content and delivery patterns, as to what users want, as well as
how they react to different smart devices and platforms.
Liu et al. (2012) indicated that mobile marketing provides an innovative channel for
transmitting advertising messages to users through mobile devices. Li and Du (2012)
proposed that mobile advertising has grown to become a technology, which allows an
advertiser to promote products or services to targeted users efficiently and effectively.
Mishra and Bisht (2013) stated that telecommunication infrastructure growth, especially
106 C-W. Lin et al.
mobile phone penetration, has created an opportunity for the provision of financial
inclusion. Lin, Lin and Lin (2013) argued that mobile transaction services provide
convenience for individuals. Mobile advertising is interactive, and two-way interaction
between the user and the mobile advertising provider can be realised through mobile
advertising. Users can take the initiative to find the information they need and interact
with the advertising content, and mobile advertising providers can communicate
multimedia information to the users through a network. Such advertising is relatively low
cost and can cover a wide area compared to traditional advertising. Although mobile
advertising is in the development stage, the potential market is huge. Therefore, it is
expected that, in the future, mobile advertising will become a major profit model.
However, current users tend to passively receive mobile advertising content.
Therefore, how to develop personalised mobile advertising based on the needs of the
users is a major challenge to mobile advertising designers. For the mobile advertising
industry, how to attract users to use mobile advertising services and improve the future
revenues of the mobile advertising industry will be a great challenge in the future. Mobile
advertising designers, through their analysis of the users’ browsing records, provide
relevant mobile advertising to meet the needs of the users. This study integrated
advertising evaluation proposed by Ducoffe (1995), the modified advertising evaluation
proposed by Ducoffe (1996), the perceived usefulness (PU) and perceived ease of use
(PE) of the technology acceptance model (TAM), and the perceived risk (PR), as the
main dimension to explore the user intention of mobile advertising. The findings of this
study were expected to help mobile advertising designers learn user demand on
advertising information, so that mobile advertisers would be able to communicate the
right information at the right time and in the right way. Mobile advertising providers
would also be able to design mobile advertising that could be trusted by users and
improve the effectiveness of mobile advertising. This study can increase users’ loyalty in
mobile advertising, mobile advertising industry should prioritise user-friendly mobile
advertising and provide mobile advertising services valued by mobile advertising users.
2 Theoretical background
inexperienced users do. Rau et al. (2011) pointed out that the effectiveness of SMS
advertising transmissions will be affected by different times of sending. Advertising
messages that are sent in the afternoon and evening will result in higher purchase
intentions. Repeated exposure to an ad can improve user purchase intention, but it will
cause resentment as well. Rau et al. (2014) indicated that it is better to send fewer than
three mobile advertisements each day. Low time pressure contributes to better mobile
advertisement effectiveness than high time pressure. Xu, Oh and Teo (2009) suggested
that mobile communication and positioning technologies are innovations in the
advertising industry. Multimedia location-based SMS services significantly affect
the intention to use. Although mobile advertising is currently in the development stage,
the potential market is huge. Therefore, this study explored mobile advertising to
learn the impact of mobile advertising on user purchase intention.
3 Research hypotheses
entertainment, irritation, and credibility can directly affect attitude. Informativeness has
a positive impact on attitude, entertainment has a positive impact on attitude, irritation
has a negative impact on attitude, and credibility has a positive impact on attitude.
Parreño et al. (2013) indicated that entertainment, irritation, and usefulness are key
drivers of teenagers’ attitude towards mobile advertising. According to Tsang, Ho and
Liang (2004) and Xu (2006), this study proposes the following hypotheses:
H1: In mobile advertising, informativeness has a positive impact on attitude.
H2: In mobile advertising, entertainment has a positive impact on attitude.
H3: In mobile advertising, irritation has a negative impact on attitude.
H4: In mobile advertising, credibility has a positive impact on attitude.
4 Research method
This study distributed questionnaires to collect data and used structural equation
modelling (SEM) to analyse the impact of mobile advertising on user purchase intention.
This study adopted a questionnaire survey to understand the impact of mobile advertising
on user purchase intention, as the basis for the mobile advertising industry to use in the
promotion and design of mobile advertising and as a reference for the future development
of mobile advertising.
SEM is an important statistical method used to analyse social and behavioural sciences
by combining factorial analysis and path analysis. SEM does not belong to the
exploratory techniques but rather to confirmatory techniques. Therefore, the relationship
between latent variables should be supported by the research literature. Qureshi and Kang
(2015) proposed SEM is a multivariate, statistical technique and largely employed for
studying relationships between latent variables and observed variables.
Users with recent experience using mobile advertising services were investigated using a
survey questionnaire. From April to June 2013, a total of 450 questionnaires were
distributed and 389 were recovered, indicating a recovery rate of 86.44%. After
eliminating 30 invalid questionnaires, there were 359 valid questionnaires, and the valid
questionnaire rate was 92.28%.
study, the absolute goodness of fit values and the added goodness of fit values were all in
compliance with the recommendations, indicating a good fit of the overall pattern and the
collected data.
A total of eight hypotheses were tested using the SEM results. The results indicated
that, except for the first and the fifth hypotheses, the hypotheses were all confirmed. The
latent variables’ SEM results are summarised in Table 4, and the final model chart was
integrated as shown in Figure 1.
Hypothesised Path
Hypotheses Relationship direction coefficient t-Value p-Value R2 Results
H1 IN→AT Positive 0.05 0.73 – 0.92 Not
significant
H2 EN→AT Positive 0.22 3.14 ** Supported
H3 IR→AT Negative −0.28 −5.48 *** Supported
H4 CR→AT Positive 0.23 4.97 *** Supported
H5 PR→AT Negative 0.07 1.84 – Not
significant
H6 PU→AT Positive 0.30 5.54 *** Supported
H7 PE→AT Positive 0.11 2.69 ** Supported
H8 AT→PI Positive 0.94 16.57 *** 0.88 Supported
*p < 0.05, **p < 0.01, ***p < 0.001
Source: Neyman and Pearson, 1933
The mobile phone penetration rate has gradually increased, and mobile phones have
become an integral part of people’s lives. The advertising industry is focusing on mobile
phones as a medium for commercial purposes to produce new advertising platforms.
Because of the relatively low cost of mobile advertising, it is advantageous as compared
to other forms of advertising. Moreover, due to the development of smartphones and their
increased screen sizes, mobile advertising is no longer confined to the small screens of
the past. Alternatively, mobile devices can act like a computer to present multimedia
animation, thereby making mobile advertising more attractive. As the development of
mobile advertising is not yet perfect, sometimes it fails to attract the users’ attention.
Identifying the main factors that affect the reuse of mobile advertising will not only
contribute to the promotion of mobile advertising and design but also provide a reference
for the future development of mobile advertising.
This study concluded five factors, including irritation, credibility, PU, entertainment,
and PE, which affected user perceptions of mobile advertising, attitude, and purchase
intention. Irritation, credibility, and PU were the most important and influential factors.
First, the mobile advertising industry should particularly note whether users are
disinterested in the mobile advertising. There are many reasons why users may lose
interest, including mobile advertising that is too frequent or that is sent at the wrong time.
Mobile advertising industry must collect useful information to design mobile
advertisement for users at the right time and in the right way. Second, user’s trust in
mobile advertising is also an important factor. Therefore, users should be prevented from
getting viruses when reading mobile advertising. If the content of the mobile advertising
is authentic, users will trust the mobile advertising even more. Third, it should make the
user feel that receiving mobile advertising is useful. Mobile advertising can attract users
for consumption, and mobile advertising coupons can be used directly in the transaction
to purchase goods. Mobile advertising could also make it easier for users to carry out
transactions. Although the degree of influence entertainment and PE was low, it should
be noted. Users should feel that receiving mobile advertising is a pleasant experience.
The design of mobile advertising should focus on user willingness to receive mobile
advertising. Additionally, mobile advertising should be perceived as being easy to use.
The research findings could be a reference to the mobile advertising industry for
design advertising content and delivery patterns. It can help mobile advertising industry
construct mobile advertising platforms that can be trusted and that are required by the
users. By clearly understanding the user requirements of mobile advertising, mobile
advertising industry may notify the directions and focus of improvement for mobile
advertising platforms. If the mobile advertising industry can design mobile advertising
according to the earlier suggestions, it is believed that user purchase intention can be
enhanced. The low-cost advantage and attractiveness of mobile advertising will allow it
to become a mainstream marketing practice.
The survey questionnaire of this study was designed using SEM. The questionnaire was
simple and the questions were easy to answer; therefore, this study invited users for the
questionnaire survey. It was recommended that questionnaires for invited experts with
Perception, intention, and attitude 115
more than 8 years of working experience in the mobile advertising industry and in
academia for the questionnaire survey be designed in follow-up studies, in order to make
the study complete.
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