Issues and opinion on structural equation modeling
MIS Quarterly
Exploring the factors associated with Web site success in the context of electronic commerce
Information and Management
The Influence of Relational Demography and Guanxi: the Chinese Case
Organization Science
Communication and Trust in Global Virtual Teams
Organization Science
Research Report: Empirical Test of an EDI Adoption Model
Information Systems Research
Developing and Validating Trust Measures for e-Commerce: An Integrative Typology
Information Systems Research
An empirical study of the effects of interactivity on web user attitude
International Journal of Human-Computer Studies
Building Effective Online Marketplaces with Institution-Based Trust
Information Systems Research
Trustworthiness in B2C e-commerce: an examination of alternative models
ACM SIGMIS Database
International Journal of Electronic Commerce
Journal of Management Information Systems
Trust and TAM in online shopping: an integrated model
MIS Quarterly
MIS Quarterly
The Boundaries of Trust and Risk: The Quadratic Moderating Role of Institutional Structures
Information Systems Research
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The concept of guanxi (i.e., a close and pervasive interpersonal relationship) has received little attention in the literature on online marketplaces, perhaps due to their impersonal nature. However, we propose that computer-mediated communication (CMC) technologies can mimic traditional interactive face-to-face communications, thus enabling a form of guanxi in online marketplaces. Extending the literature on traditional guanxi, we herein introduce the concept of swift guanxi, conceptualized as the buyer's perception of a swiftly formed interpersonal relationship with a seller, which consists of mutual understanding, reciprocal favors, and relationship harmony. Integrating theories of CMC and guanxi, we develop a model that explains how a set of CMC tools (i.e., instant messaging, message box, feedback system) facilitate repeat transactions with sellers by building swift guanxi and trust through interactivity and presence (social presence and telepresence) with sellers. Longitudinal data from 338 buyers in TaoBao, China's leading online marketplace, support our structural model, showing that the buyers' effective use of CMC tools enable swift guanxi and trust by enhancing the buyers' perceptions of interactivity and presence. In turn, swift guanxi and trust predict buyers' repurchase intentions and their actual repurchases from sellers. We discuss the implications of swift guanxi in online marketplaces with the aid of CMC technologies.