Consumer perceived value preferences for mobile marketing in China: A mixed method approach

Lijuan HUANG, Jian MOU*, Eric W.K. SEE-TO, Jongki KIM

*Corresponding author for this work

Research output: Journal PublicationsJournal Article (refereed)

4 Citations (Scopus)

Abstract

This study aimed to identify a new framework for consumer perceived value (CPV) and evaluate the dynamics of relative importance of different dimensions of CPV in the context of mobile marketing. Laddering interviews were conducted to capture the essence of CPVs, and then text-mining techniques were applied to extract key consumer values from the interviews. Six dimensions of CPV, namely, design, emotional, functional, monetary, guarantee, and social, were identified. The construct validity of these six dimensions was demonstrated through a rigorous sorting process. A best–worst scaling (BWS) survey was then implemented based on these six value dimensions to investigate consumers’ preference for each dimension in three critical decision-making phases of mobile marketing campaigns. Statistical analysis of the BWS data showed that significant dynamic differences exist among these six value dimensions in each phase. Gender difference and consumer heterogeneity were also presented. Theoretical and managerial implications were discussed.

Original languageEnglish
Pages (from-to)70-86
Number of pages17
JournalJournal of Retailing and Consumer Services
Volume48
Early online date21 Feb 2019
DOIs
Publication statusPublished - 1 May 2019

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Keywords

  • Consumer perceived value
  • Mixed method
  • Mobile marketing
  • Value dimensions
  • WeChat official account

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