Information Systems Review (경영정보학연구)

The Korea Society of Management Information Systems (한국경영정보학회)
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The Effect of Message Completeness and Leakage Cues on the Credibility of Mobile Promotion Messages

기업의 스마트폰 메시지에 대한 고객 신뢰도에 관한 연구: 메시지 정교화 모델을 중심으로

  • Received : 2018.01.16
  • Accepted : 2018.03.15
  • Published : 2018.03.31
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Abstract

Individuals often receive smishing campaigns (mobile phishing messages), which they treat as spam. Thus, firms should understand how their customers distinguish their promotion messages from smishing. However, only a few studies examined this important issue. The present study employs the elaboration likelihood model to develop research hypotheses on the relationship between message cue and message credibility. The message cue in this study is classified as content cue, which is found in the content of promotion messages, and as leakage cue, which is found in peripheral information in the message. Leakage cue includes orthography (inclusion of special characters)and an abbreviated link sent by a faithless sender. We also propose that contextualization has a moderating effect on the relationship between content cue and credibility. We conducted a survey experiment to examine the effect of message cues on message credibility in the context of respondents receiving discount coupons through mobile messages. The result of data analysis based on 166 responses suggests that leakage cue had a negative effect on message credibility. A message with defective content cue has a marginally negative effect on message credibility. In particular, defective content cue in a high-contextual message has a strong negative impact on message credibility. This effect was not observed in low-contextual messages. Moreover, message credibility is significantly low regardless of the degree of contextualization if there is a leakage cue in the message. Our findings suggest that mobile promotion messages should be customized for message receivers and should have no leakage cues.

지금까지 스마트폰 문자 메시지와 관련한 연구는 보안 및 프라이버시 우려 측면에서 제한적으로 이루어져 왔다. 그러나 기업들이 소비자를 대상으로 프로모션 메시지를 전달할 때 어떤 메시지가 효과적인지 규명하는 시도는 많지 않았다. 본 연구는 스마트폰의 메시지 신뢰도를 저하하는 신호를 정교화 가능성 모델에 적용하여 분석하였다. 메시지의 신호는 내용 상의 신호와 수신자가 세심한 검토 없이 의사결정을 하도록 하는 누설 신호(맞춤법 및 특수문자, 축약 링크, 신뢰할 수 없는 발신자 등)로 나눌 수 있다. 이 중 내용 상의 신호에 조절효과를 주는 요소는 맥락화로 메시지가 자신과 상관있다고 느끼는 정도(관여도)이다. 메시지의 신호가 스마트폰 사용자의 메시지 신뢰도에 주는 영향을 검증하기 위해 모바일에서 쿠폰발행 메시지를 받는 시나리오를 바탕으로 166명 대상의 서베이 실험을 진행하였다. 분석 결과, 누설 신호는 유의한 수준으로 신뢰도에 부정적 영향을 주었고, 내용 상의 결함은 근소한 수준에서 부정적 영향을 주었다. 주목할 점은 고맥락화 메시지에 내용 상의 결함이 있으면 유의한 수준으로 신뢰도에 부정적 영향을 주었으나, 저맥락화된 메시지의 경우에는 신뢰도에 영향을 주지 않았으며, 메시지에 누설 신호가 있으면 맥락화 정도와 상관없이 신뢰도가 저하되었다는 것이다. 이는 기업들이 모바일을 통한 프로모션을 진행할 때 관여도가 높은 상품을 골라 고객 맞춤형으로 문자 메시지를 작성하고, 메시지에는 내용 상의 결함이 없도록 하는 것이 중요하다는 시사점을 제공한다.

Keywords

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