Building consumer trust online
Communications of the ACM
The elements of computer credibility
Proceedings of the SIGCHI conference on Human Factors in Computing Systems
Transference as a means of building trust in World Wide Web sites
ICIS '99 Proceedings of the 20th international conference on Information Systems
The role of trust and assurance services in electronic channels: an exploratory study
ICIS '99 Proceedings of the 20th international conference on Information Systems
The effect of multimedia on perceived equivocality and perceived usefulness of information systems
MIS Quarterly - Special issue on Intensive research in information systems: using qualitative, interpretive, and case methods to study information technology—third installment
Initial trust, perceived risk, and the adoption of internet banking
ICIS '00 Proceedings of the twenty first international conference on Information systems
What makes Web sites credible?: a report on a large quantitative study
Proceedings of the SIGCHI Conference on Human Factors in Computing Systems
Consumer trust in an Internet store
Information Technology and Management
Trust Transfer on the World Wide Web
Organization Science
Developing and Validating Trust Measures for e-Commerce: An Integrative Typology
Information Systems Research
The Measurement of Web-Customer Satisfaction: An Expectation and Disconfirmation Approach
Information Systems Research
Building users' trust in freeware providers and the effects of this trust on users' perceptions of usefulness, ease of use and intended use of freeware
Building Effective Online Marketplaces with Institution-Based Trust
Information Systems Research
Internet Users' Information Privacy Concerns (IUIPC): The Construct, the Scale, and a Causal Model
Information Systems Research
The Role of System Trust in Business-to-Consumer Transactions
Journal of Management Information Systems
Journal of Management Information Systems
What Trust Means in E-Commerce Customer Relationships: An Interdisciplinary Conceptual Typology
International Journal of Electronic Commerce
International Journal of Electronic Commerce
International Journal of Electronic Commerce
Individual Trust in Online Firms: Scale Development and Initial Test
Journal of Management Information Systems
Trust and TAM in online shopping: an integrated model
MIS Quarterly
Research Note: The Influence of Recommendations and Consumer Reviews on Evaluations of Websites
Information Systems Research
A Research Agenda for Trust in Online Environments
Journal of Management Information Systems
Designs for effective implementation of trust assurances in internet stores
Communications of the ACM
Colour appeal in website design within and across cultures: A multi-method evaluation
International Journal of Human-Computer Studies
Trust-Assuring Arguments in B2C E-commerce: Impact of Content, Source, and Price on Trust
Journal of Management Information Systems
Let's Shop Online Together: An Empirical Investigation of Collaborative Online Shopping Support
Information Systems Research
Counterfeit Products on the Internet: The Role of Seller-Level and Product-Level Information
International Journal of Electronic Commerce
Argument form and spokesperson type: The recommendation strategy of virtual salespersons
International Journal of Information Management: The Journal for Information Professionals
Which is more important in Internet shopping, perceived price or trust?
Electronic Commerce Research and Applications
International Journal of Networking and Virtual Organisations
Research opportunities for argumentation in social networks
Artificial Intelligence Review
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A trust-assuring argument refers to “a claim and its supporting statements used in an Internet store to address trust-related issues.” Although trust-assuring arguments often appear in Internet stores, little research has been conducted to understand their effects on consumer trust in an Internet store. The goals of this study are (1) to investigate whether or not the provision of trust-assuring arguments on the website of an Internet store increase consumer trust in that Internet store and (2) to identify the most effective form of trust-assuring arguments to provide guidelines for their implementation. Toulmin's (1958) model of argumentation is proposed as a basis to identify the elements of an argument and to strengthen the effects of trust-assuring arguments on consumer trust in an Internet store. Based on Toulmin's (1958) model of argumentation, three elements of arguments that commonly appear in daily communication; namely, claim, data, and backing, are identified. Data refers to the grounds for a claim, while backing is used for providing reasons for why the data should be accepted. By combining these three elements, three forms of trust-assuring arguments (claim only, claim plus data, and claim plus data and backing) are developed. The effects of these three forms of trust-assuring arguments on consumer trust in an Internet store are tested by comparing them to a no trust-assuring argument condition in a laboratory experiment with 112 participants. The results indicate (1) providing trust-assuring arguments that consist of claim plus data or claim plus data and backing increases consumers' trusting belief but displaying arguments that contain claim only does not and (2) trust-assuring arguments that include claim plus data and backing lead to the highest level of trusting belief among the three forms of arguments examined in this study. Based on the results, we argue that Toulmin's (1958) model of argumentation is an effective basis for website designers to develop convincing trust-assuring arguments and to improve existing trust-assuring arguments in Internet stores.