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Article
Publication date: 8 August 2016

Gurjeet Kaur Sahi, Harjit Singh Sekhon and Tahira Khanam Quareshi

India’s retail sector is going through a significant transitional period with the internet as a new distribution channel becoming more common. Given the barriers to adoption, the…

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Abstract

Purpose

India’s retail sector is going through a significant transitional period with the internet as a new distribution channel becoming more common. Given the barriers to adoption, the purpose of this paper is to understand the role played by trusting beliefs when engaging with an online retailer. In the Indian market, online vending is expected to increase at a rate of 35 per cent per annum, and by understanding trusting beliefs retailers will be able to develop their market share by developing appropriate and/or innovative strategies.

Design/methodology/approach

The work is based on a sample of more than 200 internet customers in India. In understanding the data and the relationships that emerged from the modelling, the authors used a range of tools to analyse the data, including CFA and structural equation modelling. The authors also used descriptive statistics to provide a holistic overview of response profiles.

Findings

The study reveals that trusting beliefs are negatively influenced by an uncertainty avoidance culture and positively influenced by a firm’s image and a customer’s price awareness. Moreover, purchase intentions (PIs) are significantly enhanced by trusting beliefs in an online environment. Hence, it leads us to conclude that PIs can be augmented by facilitating and ensuring good quality service by placing special emphasis on timeliness, accuracy and conditions of the order, security and privacy paradigms, aftersales services, etc.

Research limitations/implications

As can be seen, the internet is an emergent tool for retailers in India. By understanding trusting beliefs, retailers will be able to better understand customers’ behaviour and thus design management strategies accordingly. Although this is likely to take more than a decade, as internet retailing becomes embedded it may have a detrimental effect on the historical channel to market, thus altering the country’s retail landscape which is currently dominated by small retailers.

Practical implications

The work’s findings are insightful for those seeking to maximize the opportunities presented by the internet as a channel to market. The works shows how the channel is influenced and thus how it can be managed. In making the contribution the authors provide guidance in terms of operational activity to engage with potential customers.

Originality/value

This paper examines trusting beliefs when using the internet as a channel to market and in doing so it makes a new contribution because it establishes links with culture and other factors. For the research venue the authors use a developing market and therefore the findings are applicable to markets with similar characteristics.

Details

International Journal of Retail & Distribution Management, vol. 44 no. 8
Type: Research Article
ISSN: 0959-0552

Keywords

Article
Publication date: 31 December 2007

Michael H. Dickey, D. Harrison McKnight and Joey F. George

This study aims to examine how two types of trust affect five key franchisee attitudes/behaviors within a setting where franchisees have strong contractual ties to the franchisor…

2376

Abstract

Purpose

This study aims to examine how two types of trust affect five key franchisee attitudes/behaviors within a setting where franchisees have strong contractual ties to the franchisor. The five attitudes/behaviors are: identification and satisfaction with the franchisor, compliance and non‐compliance with franchisor directives, and perceived relationship quality. These attitudes/behaviors were chosen because research has found each to affect franchise performance.

Design/methodology/approach

The model in the paper features two trusting beliefs that influence attitudes/behaviors. The study gathers US franchisee questionnaire data then analyzes the model using partial least squares techniques.

Findings

Trusting belief‐competence was found to reduce non‐compliance with the franchisor, and also increase identification with the franchisor. Both trusting belief‐competence and trusting belief‐honesty were found to enhance satisfaction with the franchisor and perceived relationship quality. Neither of these two trusting beliefs was found to influence compliance with franchisor directives. Perceived mutual commitment appears to strongly influence both trusting beliefs, whereas length of time as a franchisee does not.

Research limitations/implications

The findings support relational contracting theory, showing that even within a contract, trust exerts a significant influence on vital franchisee attitudes. Other research shows these attitudes/behaviors influence franchise performance, though the present study does not measure performance.

Practical implications

The results suggest franchisee trust is key to the ongoing franchise relationship. Hence, franchisors should try to build franchisee trust. They can do so by enhancing mutual commitment and by supplying well‐conceived new products and marketing campaigns.

Originality/value

This study clearly shows the value of franchisee trust and suggests several ways to build it.

Details

International Journal of Organizational Analysis, vol. 15 no. 3
Type: Research Article
ISSN: 1934-8835

Keywords

Article
Publication date: 22 February 2011

Sertan Kabadayi and Dawn Lerman

The purpose of this paper is to investigate the moderating effect of trusting beliefs about a store on country‐of‐origin (COO) effects. The paper suggests that three trusting

6248

Abstract

Purpose

The purpose of this paper is to investigate the moderating effect of trusting beliefs about a store on country‐of‐origin (COO) effects. The paper suggests that three trusting beliefs (ability beliefs, benevolence beliefs and integrity beliefs) about a retail store moderate negative effects of COO on product evaluation and purchase intention. However, under high manufacturer risk conditions, only benevolence beliefs moderate the negative COO effects.

Design/methodology/approach

The toy industry is chosen as the study context. The first three hypotheses are tested with survey data collected from 224 participants. The last hypothesis is tested with data collected from 338 participants. Hierarchical moderated regression was used in the testing of the hypotheses.

Findings

The results show that while only benevolence and integrity beliefs about a store weaken the negative effect of COO on product evaluations, all three trusting beliefs lessen the negative impact of COO on consumers' purchase intentions. However, when manufacturer risk is high, only benevolence beliefs have a significant moderating effect.

Practical implications

The findings show that manufacturers can reverse the negative cycle, or at least minimize their losses, if they choose those retailers that consumers have high trusting beliefs about as their channel members. Similarly, if they can signal that they are benevolent and honest stores, retailers can balance their customers' negative evaluations of products made in certain countries with negative image.

Research limitations/implications

Given the recent product recalls and concerns, the toy industry presents an ideal case to study the effect of trusting beliefs on COO effects. Nonetheless, the focus on a single industry does limit the generalizability of the findings. The authors recommend that future researchers examine these relationships in studies focusing on other product categories.

Originality/value

To the best of authors' knowledge, this is the first study that investigates the impact of individuals' trusting beliefs about a store on COO effects.

Details

International Marketing Review, vol. 28 no. 1
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 7 August 2018

Alex Koohang, Joanna Paliszkiewicz and Jerzy Goluchowski

The purpose of this paper is to build a research model that examines social media privacy concerns (SMPC) in relation to users’ trusting beliefs and risk beliefs.

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Abstract

Purpose

The purpose of this paper is to build a research model that examines social media privacy concerns (SMPC) in relation to users’ trusting beliefs and risk beliefs.

Design/methodology/approach

An instrument with eight constructs (SMPC: collection, SMPC: secondary usage, SMPC: errors, SMPC: improper access, SMPC: control, SMPC: awareness, trusting beliefs and risk beliefs) was developed and administered to subjects from a mid-sized university in the USA. Collected data were analyzed using partial least square structural equation modeling.

Findings

The results showed that three of the six SMPC (i.e. secondary usage, improper access and awareness) were negatively and significantly associated with users’ trusting beliefs. In addition, three of the six SMPC (i.e. collection, errors and improper access) were positively and significantly associated with users’ risk beliefs.

Practical implications

Practical implications were aimed at the social media sites to design simple and straightforward privacy policy statements that are easy to understand; to safeguard users’ online privacy behaviors; and to develop mechanisms to protect personal information.

Originality/value

This study enhances the literature by contributing to a generalized knowledge of SMPC of users as they relate to their trusting beliefs and risk beliefs.

Details

Industrial Management & Data Systems, vol. 118 no. 6
Type: Research Article
ISSN: 0263-5577

Keywords

Article
Publication date: 26 October 2018

Claire Whang and Hyunjoo Im

The advance of technology creates new possibilities for enhancing shopper experience. The purpose of this paper is to gain understanding of a recent innovation found in retail…

1005

Abstract

Purpose

The advance of technology creates new possibilities for enhancing shopper experience. The purpose of this paper is to gain understanding of a recent innovation found in retail environment, a recommender system (RS). Specifically, this study investigated how the retailer’s claims of RS affect consumers’ perception of personalization, and further, trusting beliefs and intentions. Additionally, the effect of sponsored recommendation (SR) on consumers’ perceived trust was explored.

Design/methodology/approach

A 2 (RS claim: personalized/non-personalized)×2 (SR: present/absent)×2 (involvement: high/low) between subject factorial design was employed. An online experiment was conducted. A total of 273 response collected through Amazon MTurk were used for the analysis.

Findings

The findings showed retailer’s claims for RS were enough to increase the perception of personalization. The increased perceived personalization of the RS increased trusting beliefs and trusting intention. For SR, mixed results were found. Disclosing SR increased trusting intentions under the low-involvement condition, but the opposite effect was found under high-involvement condition.

Practical implications

The findings highlight the importance of retailers’ articulating what RS does. This can impact trusting beliefs and trusting intention. Additionally, the findings indicate SRs should be presented in accordance to the decision-making stage. The presence of SRs during the searching stage may positively impact consumer’s perception, but their presence during purchase stage may have a negative impact.

Originality/value

This study is among the first to examine the effect of different retailer’s claims on how the recommendations are generated on shopper’s perception. Also, this is one of few studies to investigate how SRs in RSs impact a shopper’s perception. This research provides insights into how an RS found in retail environment influence shopping experience.

Details

International Journal of Retail & Distribution Management, vol. 46 no. 10
Type: Research Article
ISSN: 0959-0552

Keywords

Article
Publication date: 17 December 2020

Xinyu Wei, Heng Xie, Xianghui Peng and Victor Prybutok

The purpose of this research is to investigate how the consumer’s trusting mechanism influences their behavioral adoption intention in the context of genetic testing.

Abstract

Purpose

The purpose of this research is to investigate how the consumer’s trusting mechanism influences their behavioral adoption intention in the context of genetic testing.

Design/methodology/approach

Based on the technology acceptance theory and trust formation theory, the research posits and develops a comprehensive trust model by integrating trust-related factors that correlate to the consumer’s trusting beliefs and trusting intention. Survey data with 525 respondents allow to test and validate the model.

Findings

The tested model shows that technology institutional trust base, end-user’s cognitive trust base and social influence are significant determinants of trusting beliefs. The findings also reveal that mediation effects of performance expectancy and perceived risks exist in the relationship between trusting beliefs and trusting intention.

Originality/value

The foreseeable positive impact and rapid market growth of emerging healthcare technologies necessitate the strong need to study user acceptance. However, there is a lack of research on how consumers trust and their adoption intention of such innovations. Prior empirical evidence from different contexts and perspectives also show contradictory findings. This research extends the existing technology acceptance literature to a healthcare context, provides an improved generalized understanding of the consumer’s trusting mechanism in emerging biotechnology and discusses practical insights for regulatory authorities, healthcare institutes and medical professionals.

Details

Industrial Management & Data Systems, vol. 121 no. 2
Type: Research Article
ISSN: 0263-5577

Keywords

Open Access
Article
Publication date: 20 December 2023

Gulrukhsor Urinbaeva, Dilfuzakhon Khasanova and Christopher John Clugston

Corporate social responsibility (CSR) activities of companies have been reported to generate favorable consumer attitudes towards the business, which in turn, encourages positive…

Abstract

Purpose

Corporate social responsibility (CSR) activities of companies have been reported to generate favorable consumer attitudes towards the business, which in turn, encourages positive consumer behavior. But the application of this conclusion in the mobile commerce domain remains limited. Drawing on social exchange theory, the authors examined the mediating role of trusting beliefs and satisfaction in the relationship between CSR and purchase intention in mobile commerce.

Design/methodology/approach

Using nonprobability convenience sampling, the authors administered a cross-sectional survey with 314 students from Keimyung University in Korea. Initially, SPSS-Amos was utilized to run confirmatory factor analysis. The proposed hypotheses were tested using structural equation modeling.

Findings

This study showed that two components of trusting beliefs, namely benevolence and competence, had a positive effect on the association between CSR and the purchase intention on mobile shopping applications. This relationship was partially mediated by trusting beliefs. Further findings demonstrated that the impact of CSR on purchase intention was also partially mediated by satisfaction.

Originality/value

The authors' contribution includes extending the social exchange theory to the mobile commerce setting by establishing mechanisms that explain the ways CSR influences purchase intention in the mobile commerce framework. The authors integrated trusting beliefs and satisfaction in the CRS chain link with purchase intention. Additionally, the authors examined the individual effects of three trusting beliefs components. Based on the results, the authors proposed suggestions for the mobile shopping application business on the methods they can implement to boost the outcomes of their CSR activities.

研究目的

:過去的研究結果、均顯示公司的企業社會責任行為會產生對公司良好的消費者態度,而這消費者態度,則進而促進積極的消費行為; 唯這結論的應用、在移動商務的領域內仍是有限的。我們利用社會交換理論、探討了信任的信念和滿意在移動商務裡的企業社會責任與購買意圖之間的關係上的中介角色。

研究設計/方法/理念

:透過使用非機率便利抽樣的研究法,我們對來自南韓啟明大學314名學生進行了一個橫向調查研究。最初,我們使用結構方程模型 (SPSS-AMOS) 來進行驗證性因素分析。又用結構方程模型 (SEM) 來為提出的假設進行測試。

研究結果

:研究結果顯示,信任的信念的兩個組成部分,即仁愛和能力,均於移動購物應用上對企業社會責任與購買意圖之間的關聯有積極正面的影響。這關聯部分上為信任的信念所調節。研究結果更表明了企業社會責任對購買意圖的影響、亦是部分上為滿意所調節的。

研究的原創性/價值

:本研究的貢獻、包括藉著建立一個可解釋企業社會責任、如何在移動商務的框架裡影響購買意圖的機制,去把社會交換理論擴展至移動商務的環境。我們在企業社會責任與購買意圖一連串的關聯裡、融入了信任的信念和滿意。而且,我們探討了三個信任的信念的組成部分各自所帶來的影響。我們根據研究的結果,為移動購物應用之商業機構,建議有效的方法,去增強其企業社會責任行為的效果。

Article
Publication date: 29 March 2011

Mary Ann Eastlick and Sherry Lotz

Via an initial trust‐building model, the purpose of this paper is to examine consumers' initial trust in an unfamiliar online retailer, considering cognitive perceptions of the…

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Abstract

Purpose

Via an initial trust‐building model, the purpose of this paper is to examine consumers' initial trust in an unfamiliar online retailer, considering cognitive perceptions of the retailer and institutional beliefs about the online environment.

Design/methodology/approach

A random sample of 2,000 US households, resulting in 477 usable responses, was surveyed by assigning subjects to one of the two shopping scenarios portraying an online insurance retailer with a weak or strong reputation.

Findings

Structural equation modelling revealed that second‐hand cognitive and first‐hand institutional information have comparable and contrasting effects on purchase intent through formation of initial trust.

Research limitations/implications

Results imply that consumers form initial trust using a combination of cognitive perceptions about the online retailer and consumers' institutional beliefs regarding the online environment. Ways in which researchers and online retailers can shape initial trust formation via these antecedents are suggested.

Originality/value

The influence of an institutional belief, situational normality of the online environment, on initial trust has not been previously investigated by simultaneously assessing relative influences of institutional beliefs and cognitive perceptions of the online retailer.

Details

International Journal of Retail & Distribution Management, vol. 39 no. 4
Type: Research Article
ISSN: 0959-0552

Keywords

Article
Publication date: 26 June 2009

Richard Fisher and S. Zoe Chu

Prior research suggests that significant impediments to the growth in electronic commerce exist, particularly in relation to international exchanges. This paper aims to…

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Abstract

Purpose

Prior research suggests that significant impediments to the growth in electronic commerce exist, particularly in relation to international exchanges. This paper aims to investigate the respective roles of vendor location (domestic vs international) and web assurance seals in the development of initial trusting beliefs about a vendor's web site, and to determine whether these beliefs ultimately influence online purchase intentions.

Design/methodology/approach

A model is developed and tested using a controlled laboratory experiment in which 181 subjects are randomly allocated to one of six web site treatments corresponding to two possible locations of the web site vendor (domestic vs international) and three web assurance states (no Web seal vs TRUSTe seal vs WebTrust seal). Data are analysed using ANCOVA and multiple regression analysis.

Findings

As hypothesised, the results suggest that geographical location does appear to influence the formation of initial trusting beliefs (perceived trustworthiness) about a vendor's websites. In contrast, web assurance seals, in general, were found to have little influence on trusting beliefs; and accountants' seals, in particular, were found to be equally ineffective as those issued by other providers. Overall, trusting beliefs were seen to strongly influence online purchase intentions.

Research limitations/implications

Future research aimed at evaluating the relative effectiveness of various trust‐building mechanisms applicable to international vendors is warranted, as is research advancing the understanding of why assurance seals appear to be ineffective as trust‐building mechanisms. The implications of using students as surrogates for online consumers and other limitations inherent in experimental analyses ought to be considered in interpreting the study's findings.

Practical implications

The study's findings indicate that international vendors ought to consider implementing targeted trust‐building mechanisms to compensate for being at a competitive disadvantage to their domestic counterparts. Suggested strategies are discussed in the paper. In relation to assurance seals, results suggest that the accounting profession can no longer assume to successfully leverage off its reputation for trustworthiness and integrity in extending its claims to expertise into new markets.

Originality/value

No previous study has examined the role of vendor location in the development of initial trusting beliefs. In relation to web assurance, previous studies have produced conflicting results and employed a range of research models. This study attempts to address these concerns through the use of a comprehensive and integrated theoretical model.

Details

Managerial Auditing Journal, vol. 24 no. 6
Type: Research Article
ISSN: 0268-6902

Keywords

Article
Publication date: 31 July 2009

Charles H. Cho, Jillian R. Phillips, Amy M. Hageman and Dennis M. Patten

The purpose of this paper is to determine whether the presentation medium of corporate social and environmental web site disclosure has an impact on user trust in such disclosure…

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Abstract

Purpose

The purpose of this paper is to determine whether the presentation medium of corporate social and environmental web site disclosure has an impact on user trust in such disclosure, and to examine the effect of media richness on user perception about corporate social and environmental responsibility.

Design/methodology/approach

The paper's methodology is a three‐by‐two between‐subjects design experiment, manipulating presentation medium and industry type. Participants viewed social and environmental web site disclosures and completed and communicated their perceptions of trust and the experimental companies' corporate social responsibility.

Findings

The presentation medium richness of social and environmental web site disclosures is positively associated with: trusting intentions, but not trusting beliefs, of web site users; and user perception of corporate social and environmental responsibility.

Research limitations/implications

As with all controlled experiments, the research design focused on internal validity to maintain control over the task design, manipulation, and measurement of variables. While this required trade‐offs with external validity, the task was designed based on real‐world scenarios to maintain high levels of external validity within the experimental setting.

Practical implications

The paper provides evidence that corporations could use enhanced web‐based technology to potentially mislead users regarding their performance in the social domain.

Originality/value

The paper extends the visual disclosure literature by examining the richness of the image/visual media, and investigates whether user perceptions are impacted by the variations in its richness.

Details

Accounting, Auditing & Accountability Journal, vol. 22 no. 6
Type: Research Article
ISSN: 0951-3574

Keywords

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