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958
Consumer acceptance of electronic commerce: Integrating trust and risk with the technology acceptance model
- International Journal of Electronic Commerce
, 2003
"... ABSTRACT: This paper aims to predict consumer acceptance of e-commerce by proposing a set of key drivers for engaging consumers in on-line transactions. The primary constructs for capturing consumer acceptance of e-commerce are intention to transact and on-line transaction behavior. Following the th ..."
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Cited by 320 (8 self)
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ABSTRACT: This paper aims to predict consumer acceptance of e-commerce by proposing a set of key drivers for engaging consumers in on-line transactions. The primary constructs for capturing consumer acceptance of e-commerce are intention to transact and on-line transaction behavior. Following the theory of reasoned action (TRA) as applied to a technology-driven environment, technology acceptance model (TAM) variables (perceived usefulness and ease of use) are posited as key drivers of e-commerce acceptance. The practical utility of TAM stems from the fact that e-commerce is technology-driven. The proposed model integrates trust and perceived risk, which are incorporated given the implicit uncertainty of the e-commerce environment. The proposed integration of the hypothesized independent variables is justified by placing all the variables under the nomological TRA structure and proposing their interrelationships. The resulting research model is tested using data from two empirical studies. The first, exploratory study comprises three experiential scenarios with 103 students. The second, confirmatory study uses a sample of 155 on-line consumers. Both studies strongly support the e-commerce acceptance model by validating the proposed hypotheses. The paper discusses the implications for e-commerce theory, research, and practice, and makes several suggestions for future research.
Do Formal Contracts and Relational Governance Function as Substitutes or Complements
- Strategic Management Journal
, 2002
"... Relational exchange arrangements supported by trust are commonly viewed as substitutes for complex contracts in interorganizational exchanges. Many argue that formal contracts actually undermine trust and thereby encourage the opportunistic behavior they are designed to discourage. In this paper, we ..."
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Cited by 264 (5 self)
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Relational exchange arrangements supported by trust are commonly viewed as substitutes for complex contracts in interorganizational exchanges. Many argue that formal contracts actually undermine trust and thereby encourage the opportunistic behavior they are designed to discourage. In this paper, we develop and test an alternative perspective: that formal contracts and relational governance function as complements. Using data from a sample of information service exchanges, we find empirical support for this proposition of complementarity. Managers appear to couple their increasingly customized contracts with high levels of relational governance (and vice versa). Moreover, this interdependence underlies their ability to generate improvements in exchange performance. Our results concerning the determinants of these governance choices show their distinct origins, which further augments their complementarity in practice. Copyright © 2002 John Wiley & Sons, Ltd. Transaction cost economics (TCE) has emerged as a common framework for understanding how managers craft governance arrangements. The general proposition of this literature is that managers
Alliances in industrial purchasing: the determinants of joint action in buyer-supplier relationships, Journal of Marketing Research
- International Studies of Management & Organization
, 1990
"... Recent trends in industrial markets indicate that buyers and sellers are increas-ingly supplanting conventional "arm's length " arrangements with "alliances " involv-ing closer ties. The authors develop a theoretical model of industrial buyer-supplier ties that presents ioin ..."
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Cited by 258 (2 self)
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Recent trends in industrial markets indicate that buyers and sellers are increas-ingly supplanting conventional "arm's length " arrangements with "alliances " involv-ing closer ties. The authors develop a theoretical model of industrial buyer-supplier ties that presents ioint action as a key aspect of closeness. Whereas conventional ties emphasize a clearly defined division of labor, these newer relationships are distinguished by more tightly integrated roles based on undertaking activities jointly. Drawing primarily on a normative theory of transaction costs, the authors identify the conditions under which these relationships are useful. The utility of the rela-tionships derives from an ability to safeguard relationship-specific investments and to facilitate adaptation to uncertainty. Using data from a sample of industrial firms and their suppliers, the authors test these predictions. The results show good support for the model. Consequences for research and practice in marketing are drawn.
Building Effective Online Marketplaces with Institution-Based Trust
- Information Systems Research
"... Despite the inherent risk arising from separating buyers and sellers, networked online marketplaces are proliferating. We describe how online auction marketplaces take advantage of institutional structures to build buyer trust in auction sellers, mitigate risk, increase satisfaction, and promote tra ..."
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Cited by 187 (9 self)
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Despite the inherent risk arising from separating buyers and sellers, networked online marketplaces are proliferating. We describe how online auction marketplaces take advantage of institutional structures to build buyer trust in auction sellers, mitigate risk, increase satisfaction, and promote transaction intentions. It is hypothesized, based on institutional trust (Zucker 1986), that buyer trust in auction sellers can be increased, beyond past experience with sellers, through structural assurances, such as buyer-driven certification, auction house escrows, and credit card guarantees. We examined buyer transaction intentions, mediated by trusting beliefs, risk reduction, and satisfaction. The model is tested with 274 buyers in Amazon’s online auction marketplace. The results support the hypotheses, highlighting the importance of institution-based trust in online networks. Implications are discussed. Keywords: Institution-based trust, online auctions, institutional structures, certification, escrows, third-party guarantees
Strategic orientation of the firm and new product performance
- Journal of Marketing Research
, 1997
"... thoughts and findings may be communicated to interested readers. The paper should be considered preliminary in nature and may require revision. ..."
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Cited by 170 (1 self)
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thoughts and findings may be communicated to interested readers. The paper should be considered preliminary in nature and may require revision.
Managing An Organizational Learning System By Aligning Stocks And Flows
, 2002
"... This paper considers the relationship between the stocks and flows of learning across levels in an overall organizational learning system. A survey instrument based on the Strategic Learning Assessment Map (SLAM) was administered to 15 individuals representing senior-, middle- and non-management lev ..."
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Cited by 153 (30 self)
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This paper considers the relationship between the stocks and flows of learning across levels in an overall organizational learning system. A survey instrument based on the Strategic Learning Assessment Map (SLAM) was administered to 15 individuals representing senior-, middle- and non-management levels from each of 32 organizations, resulting in a total sample of 480 respondents. This research supports the premise that there is a positive relationship between the stocks of learning at all levels and business poibrmance. Furthermore, the proposition that the misalignment of stocks and flows in an overall organizational learning system is negatively associated with business per, finance is also supported.
The Role of Organizational Memory in New Product Performance and Creativity
- JOURNAL OF MARKETING RESEARCH
, 1997
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Organizational market information processes: Cultural antecedents and new product outcomes
- JOURNAL OF MARKETING RESEARCH
, 1995
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Evidence of the effect of trust building technology in electronic markets: Price premiums and buyer behavior
- MIS Quarterly
, 2002
"... Price Premiums and Buyer Behavior Despite the wide use of reputational mechanisms such as eBay’s Feedback Forum to promote trust, empirical evidence has shown conflicting results on whether online feedback mechanisms really induce trust and lead to higher auction prices. This study examines the exte ..."
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Cited by 133 (2 self)
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Price Premiums and Buyer Behavior Despite the wide use of reputational mechanisms such as eBay’s Feedback Forum to promote trust, empirical evidence has shown conflicting results on whether online feedback mechanisms really induce trust and lead to higher auction prices. This study examines the extent to which trust can be induced by proper feedback mechanisms in electronic markets, and how some risk factors play a role in trust formation. Drawing from economic, sociological, and marketing theories and using data from both an online experiment and an online auction market, we demonstrate that appropriate feedback mechanisms can induce calculus-based credibility trust without repeated interactions between two transacting parties. Trust can mitigate information asymmetry by reducing transaction-specific risks, therefore generating price premiums for reputable sellers. In addition, the research also examines the role that trust plays in mitigating the risks in transactions that involve very expensive products or experience products.
Experiential knowledge and cost in the internationalization process
- Journal of International Business Studies
, 1997
"... Abstract. Using a behavioral approach, this study identifies and delineates components of experiential knowledge in the internationalization process. Three hypotheses are developed and tested. They center around the lack of knowledge in the areas of foreign business, foreign institutions and firm in ..."
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Cited by 125 (1 self)
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Abstract. Using a behavioral approach, this study identifies and delineates components of experiential knowledge in the internationalization process. Three hypotheses are developed and tested. They center around the lack of knowledge in the areas of foreign business, foreign institutions and firm internationalization, as well as the effect that this lack of knowledge has on managers ' perceived cost in the internationalization process. With the help of a LISREL-based structural model, the three hypotheses are tested on a sample of 362 service firms. The analysis shows that lack of internationalization knowledge has a strong impact on the lack of both business and institutional knowledge which, in turn, influence the perceived cost of internationalization. But there is no direct effect of lack of internationalization knowledge on perceived cost of internationalization.
