DIGITAL MARKETING ADOPTION AMONG STARTUPS IN INDIA: AN EXPLORATORY STUDY USING S-O-R FRAMEWORK
DIGITAL MARKETING ADOPTION AMONG STARTUPS IN INDIA: AN EXPLORATORY STUDY USING S-O-R FRAMEWORK

Summary/Abstract: India is right now going through an exciting phase of the entrepreneurial drive where first-generation entrepreneurs are creating startups that are solving issues and challenges faced by customers and creating wealth for themselves. India right now has the third largest number of startups in the World right after USA and China. In a parallel development, we have also seen the meteoric rise of digital marketing which offers to run targeted marketing campaigns that deliver outcomes at optimum costs. Many startups are using digital marketing tools and technologies for business promotions, while many others are refraining from using digital marketing. This research paper explores digital marketing adoption by startups using the SOR theory. We have used constructs like hedonic values, utilitarian values and environmental stimuli that act either as facilitators or inhibitors to encourage or discourage digital marketing adoption by startups. Our major findings are that environmental stimuli act as a strong facilitator in encouraging the adoption of digital marketing by startups while utilitarian values act as a strong inhibitor in dissuading the adoption of digital marketing. The findings are significant as they will help the policymakers, regulators, incubators, accelerators, venture capitalists and startup promotion councils to understand how startup companies...

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