An Empirical Study on the Drivers of Mobile VOD Contents Purchases

모바일 VOD 콘텐츠 구매 요인에 관한 실증 연구

The mobile market has introduced unprecedented shopping opportunities to customers and is expected to grow rapidly over time. However, little is known about how customers make purchase decisions in the mobile market. The purpose of this study is to investigate the drivers of mobile VOD purchases and to deliver valuable insights to mobile business operators. We focus on the purchase of VOD contents that have to be purchased and consumed using mobile devices and examine how individual-level purchase decisions are determined by three factors: perceived usefulness, usage behavior, and privacy concern. We obtained the panel data from a leading market research company that contains the mobile logs and survey results. Our main results suggest the followings. First, the perceived usefulness affects customers' mobile VOD contents purchases positively whereas the usage behavior exerts no influence on mobile contents purchases. Moreover, the privacy concern lowers the positive effect of perceived usefulness on mobile content purchases; however, it enhances the effect of the usage behavior on mobile contents purchases. These empirical findings indicate that mobile business operators should pay more attention to potential differences in perception and behavior using mobile devices and keep in mind that the privacy concern plays an additional key role in driving mobile contents purchases.