What drives consumer acceptance of permission marketing? A meta-analytic investigation
摘要
This study integrates three theories, namely, technology acceptance model, privacy calculus theory, and theory of planned behavior into a meta-analytic framework to synthesize permission marketing literature and to give generalizable findings on how various factors such as perceived ease of use, perceived usefulness, perceived benefits, perceived risks, perceived behavioral control, and subjective norm drive consumers’ acceptance of permission marketing. 56 research papers were considered for this study, which constituted a collective sample size of 17,920 respondents across 22 countries. MASEM technique and moderation analysis were performed using AMOS-27 to test the proposed hypotheses. Results indicate that perceived ease of use, perceived usefulness, perceived benefits, perceived behavioral control, and subjective norms facilitate consumers’ participation in a permission marketing campaign, whereas perceived risk inhibits it. Moderation analysis indicates that four methodological (gender dominance, country of study, sample size, and sample type) and two contextual (medium/channel of permission marketing, and type of business setting) moderators contribute to the inconsistent findings in the permission marketing domain. Being the first meta-analysis, this study contributes to the permission marketing domain by demonstrating generalizable findings regarding the nature and strength of the association between the variables investigated in this domain and revealing the rationale behind the inconsistent findings reported across studies. In terms of practical contributions, this study suggests insightful practical implications for marketers/retailers in designing effective permission marketing campaigns to attract more subscriptions.