Multivariate data analysis with readings (2nd ed.)
Multivariate data analysis with readings (2nd ed.)
Net worth: shaping markets when customers make the rules
Net worth: shaping markets when customers make the rules
Building consumer trust online
Communications of the ACM
Transference as a means of building trust in World Wide Web sites
ICIS '99 Proceedings of the 20th international conference on Information Systems
Consumer trust in an Internet store
Information Technology and Management
Trust Transfer on the World Wide Web
Organization Science
Research Report: Empirical Test of an EDI Adoption Model
Information Systems Research
Applying the Technology Acceptance Model and Flow Theory to Online Consumer Behavior
Information Systems Research
Developing and Validating Trust Measures for e-Commerce: An Integrative Typology
Information Systems Research
Communications of the ACM - Human-computer etiquette
Psychological antecedents of institution-based consumer trust in e-retailing
Information and Management
Testing a causal model of end-user application effectiveness
Journal of Management Information Systems
Journal of Management Information Systems
Journal of Management Information Systems
Journal of Management Information Systems
Journal of Management Information Systems
Effects of Trust Mechanisms on Supply-Chain Performance: A Multi-Agent Simulation Study
International Journal of Electronic Commerce
A Trust Model for Consumer Internet Shopping
International Journal of Electronic Commerce
International Journal of Electronic Commerce
International Journal of Electronic Commerce
Trust and TAM in online shopping: an integrated model
MIS Quarterly
Trust transference in brick and click retailers: An investigation of the before-online-visit phase
Information and Management
The impact of personality type on purchasing decisions in virtual stores
Information Technology and Management
Examining Trust in Information Technology Artifacts: The Effects of System Quality and Culture
Journal of Management Information Systems
Journal of Management Information Systems
Dynamics of Trust Revision: Using Health Infomediaries
Journal of Management Information Systems
To trust or to distrust, that is the question: investigating the trust-distrust paradox
Communications of the ACM - Security in the Browser
International Journal of Electronic Commerce
Journal of Management Information Systems
Contrast and Assimilation Effects on Consumers' Trust in Internet Companies
International Journal of Electronic Commerce
Trust-Assuring Arguments in B2C E-commerce: Impact of Content, Source, and Price on Trust
Journal of Management Information Systems
Computers in Human Behavior
Consumer perceptions on web advertisements and motivation factors to purchase in the online shopping
Computers in Human Behavior
A model of customers' initial trust in unknown online retailers: an empirical study
International Journal of Business Information Systems
Consumer trust and distrust: An issue of website design
International Journal of Human-Computer Studies
Trust in a specific technology: An investigation of its components and measures
ACM Transactions on Management Information Systems (TMIS)
The Signaling Role of IT Features in Influencing Trust and Participation in Online Communities
International Journal of Electronic Commerce
Can visible cues in search results indicate vendors' reliability?
Decision Support Systems
Information Systems and e-Business Management
Consumers rule: How consumer reviews influence perceived trustworthiness of online stores
Electronic Commerce Research and Applications
Advisory services in the virtual world: an empowerment perspective
Electronic Commerce Research
Understanding users' initial trust in mobile banking: An elaboration likelihood perspective
Computers in Human Behavior
Argument form and spokesperson type: The recommendation strategy of virtual salespersons
International Journal of Information Management: The Journal for Information Professionals
Information Systems and e-Business Management
Computers in Human Behavior
The Ironic Effect of Source Identificationon the Perceived Credibility of Online Product Reviewers
Journal of Computer-Mediated Communication
Decoupling, re-engaging: managing trust relationships in implementation projects
Information Systems Journal
Journal of Global Information Management
Computers in Human Behavior
International Journal of Information Management: The Journal for Information Professionals
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This research investigates the effectiveness of various trust-building strategies to influence actual buying behavior in online shopping environments, particularly for first-time visitors to an Internet store that does not have an established reputation. Drawing from the literature on trust, we developed a model of how trust-building strategies could affect trust and the consequences of trust. We investigated two trust-building strategies: portal association (based on reputation categorization and trust transference) and satisfied customer endorsements (based on unit grouping, reputation categorization, and trust transference). A series of two studies was conducted at a large public university in Hong Kong. The first study employed a laboratory experiment to test the model in an online bookstore environment, using a real task that involves actual book purchases. Of the two strategies investigated, satisfied customer endorsement by similar peers, but not portal association, was found to increase consumers' trusting beliefs about the store. This, in turn, positively influenced consumers' attitudes toward the store and their willingness to buy from the store, which ultimately led to actual buying behaviors. To gather further insights on the two Web strategies investigated, a second study was conducted using a questionnaire survey approach. Overall, the findings corroborated those in the first study. Specifically, it shows that endorsements by similar (local, nonforeign) peers, but not by dissimilar (foreign) peers, were effective means of developing trust among first-time visitors to online stores.