How do morning and friendly ads influence mobile advertising? A mediation perspective using appraisal theory

Abstract

ABSTRACT Mobile advertising accounted for 137 billion dollars or 55% of 2021 U.S. total digital advertising expenditures. Delivery time and tone of language in advertisements (ads) are two little explored characteristics in mobile advertising. This paper examines how morning delivery and the use of a friendly language tone in ads are related to customer purchase intention. Based on survey data from the U.S. population, morning ads with a friendly tone are less irritating and positively influence customer attitude toward mobile learning from the ads, which result in increasing consumer purchase intention. In other words, morning and friendly-toned ads have a positive indirect impact on purchase intention. This research contributes to the body of literature on mobile marketing by providing empirical evidence on the value of delivery time and language tone of mobile communication because such delivery avoids irritating users and increases purchase intention. The developed research model is supported by the appraisal theory of emotions.