E-business differentiation through value-based trust

Authors:
Joseph A. Cazier;Benjamin B. M. Shao;Robert D. St. Louis
Affiliations:
Department of Computer Information Systems, Walker College of Business, Appalachian State University, Boone, NC;Department of Information Systems, W.P. Carey School of Business, Arizona State University, Tempe, AZ;Department of Information Systems, W.P. Carey School of Business, Arizona State University, Tempe, AZ
Venue:
Information and Management
Year:
2006

Citing 12
Cited 4

Exploring the factors associated with Web site success in the context of electronic commerce

Information and Management
A literature review and classification of electronic commerce research

Information and Management
Consumer trust in an Internet store

Information Technology and Management
Developing and Validating Trust Measures for e-Commerce: An Integrative Typology

Information Systems Research
Addressing E-business privacy concerns: the roles of trust and value compatibility

Proceedings of the 2003 ACM symposium on Applied computing
Frictionless Commerce? A Comparison of Internet and Conventional Retailers

Management Science
The development of initial trust in an online company by new customers

Information and Management
Trust, the Internet, and the digital divide

IBM Systems Journal
Evidential reasoning for web trust assurance services

Journal of Management Information Systems - Special section: Exploring the outlands of the MIS discipline
Facilitating Interorganizational Learning with Information Technology

Journal of Management Information Systems
Individual Trust in Online Firms: Scale Development and Initial Test

Journal of Management Information Systems
Evidence of the effect of trust building technology in electronic markets: price premiums and buyer behavior

MIS Quarterly

Branding 2.0-Using Web 2.0 Principles to build an Open Source Brand

Electronic Markets
The Moderating Effect of Transaction Experience on the Decision Calculus in On-Line Repurchase

International Journal of Electronic Commerce
Research on online consumer building trust and sharing information through value congruence

International Journal of Networking and Virtual Organisations
Fraud on Taobao: an application of routine activity theory

International Journal of Business Information Systems

Quantified Score

Hi-index	0.00

Visualization

Abstract

For e-business, location is irrelevant and competition is intense. To succeed in this environment, organizations must find new ways to differentiate themselves from their competition. One way to achieve e-business differentiation is to foster trust by building a perception of value congruence and avoiding a perception of value conflict. We explore how value congruence contributes to and how value conflict decreases trust in e-businesses. An experiment was conducted to examine the respective impacts of value congruence and value conflict on trust in an e-commerce setting. Our results show that, for e-businesses, value congruence has an enabling effect on trust while value conflict reduces trust. Such effects are strong enough to suggest that value congruence can be employed as an effective way for e-businesses to differentiate themselves while creating and sustaining competitive advantage. Managerial implications are drawn from our results.