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Indian Journal of Marketing

ISSN: 0973-8703 Frequency: Monthly Peer Review: Double-blind Published since: 1968 Language: English
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New Delhi, India
Indexed in: Scopus Q3 UGC-CARE Group II ABDC: C Google Scholar J-Gate NAAS NISCAIR Crossref

Original Article

Subscription Original Article

Shop More and Earn More : The Never-Ending Game of Mobile Commerce

Kanishka Gupta1Jyoti Chauhan2Dolly Gaur3Harpuneet Singh Kohli4

1 Assistant Professor , Vivekananda School of Business Studies, Vivekananda Institute of Professional Studies – Technical Campus, Outer Ring Rd, AU Block, Ranikhet, Pitampura, New Delhi - 110 034, Delhi

2 Assistant Professor, Faculty of Commerce and Management, SGT University, Budhera, Gurugram-Badli Road, Gurugram - 122 505, Haryana

3 Assistant Professor, Symbiosis Centre for Management Studies, Noida, Symbiosis International (Deemed University), Plot No. 47 & 48, Block A, Sector 62, Noida - 201 301, Uttar Pradesh

4 Assistant Professor, Amity College of Commerce and Finance, Amity University Uttar Pradesh, Sector-125, Noida - 201 303, Uttar Pradesh

Volume 55
Issue 9
Pages 62–80
Year 2025
Received: Sept. 15, 2024 Accepted: May 11, 2025 Published: Sept. 15, 2025
Abstract

Purpose: The study aimed to understand m-commerce platform adoption and usage. Moreover, considering the increasing trend of integrating game-like elements into non-gaming contexts, this research explored the moderating impact of gamification features in enhancing the relationship between behavioral intention and actual usage. Design/Methodology/Approach : Using SEM regression, the study examined the impact of various factors proposed by the Unified Theory of Acceptance and Use of Technology (UTAUT) on behavioral intentions and actual usage of m-commerce. Gamification features were considered as moderating variables explaining the relationship between intentions and actual usage.

Findings: The findings suggested that performance and effort expectancy bring in stronger user intentions to adopt m-commerce platforms. Also, the gamification features integrated into these applications helped convert the intention into actual usage. Practical

Implications: The study has important implications for the service providers. The high influence of performance and effort expectancy on behavioral intention indicated that there was a need to clearly communicate how the user will benefit from and the convenience that they will have, using the platform. Managers can leverage data analytics to create personally relevant messages that underline what users will gain, be it time savings, enhanced enjoyment, or financial rewards. Originality/Values : There are limited studies in which researchers have attempted to understand the behavioral intentions of users regarding m-commerce with the help of the UTAUT components. Additionally, the role of gamifying features in explaining the distance between intentions and actual usage has not been studied well. Hence, the present work is one of the pioneering studies filling this gap of grave importance.

Keywords m-commerce Gen Z behavioral intention gamification UTAUT
How to Cite

Kanishka Gupta, Jyoti Chauhan, Dolly Gaur, Harpuneet Singh Kohli (2025). Shop More and Earn More : The Never-Ending Game of Mobile Commerce. Indian Journal of Marketing, 55(9), 62–80. https://doi.org/10.17010/ijom/2025/v55/i9/175452

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