Trust development and transfer in social commerce: prior experience as moderator

2015 ◽  
Vol 115 (7) ◽  
pp. 1182-1203 ◽  
Author(s):  
Si Shi ◽  
Wing S. Chow
Keyword(s):  
Transfer Process ◽  
Theoretical Foundation ◽  
Prior Experience ◽  
Survey Method ◽  
Research Model ◽  
Social Commerce ◽  
Content Type ◽  
Trust Development ◽  
Trust Transfer

Purpose – The purpose of this paper is to investigate the nature of social commerce trust, and how it impacts company trust and electronic word of mouth (eWOM) intention based on trust transfer theory. The authors also examine how customers’ prior transaction experience could impact their social commerce trust development and the trust transfer process. Design/methodology/approach – The proposed research model is empirically examined using a survey method consisting of 375 users of a social commerce web site (SCW). The statistical analysis applies a method based on variance using partial least squares. Findings – The results confirm positive impacts of social commerce trust on company trust, and their subsequent influences on consumers’ eWOM intention. Also, consumers’ prior experience is found to moderate the trust transfer process from information-based social commerce trust to company trust. Originality/value – The present study is one of the first few studies that attempts to explain trust development and transfer with SCWs with a theoretical foundation as well as examine the role of consumers’ prior experience during trust transfer. It provides practical guidance for the improvement of trust and eWOM in social commerce.

Impacts of user interactions on trust development in C2C social commerce

2019 ◽  
Vol 30 (1) ◽  
pp. 335-356 ◽  
Author(s):  
Wilson K.S. Leung ◽  
Si Shi ◽  
Wing S. Chow
Keyword(s):  
Structural Equation ◽  
Empirical Support ◽  
Equation Modeling ◽  
Survey Method ◽  
Social Commerce ◽  
Content Type ◽  
Trust Development ◽  
Shopping Experience ◽  
The Impact ◽  
Contextual Moderators

Purpose The purpose of this paper is to understand the effect of two types of reciprocity (restricted reciprocity and generalized reciprocity) on customers’ trust in social commerce (s-commerce) and trust performance (purchase intention and word-of-mouth intention). Furthermore, this study examines how individual and contextual moderators (personal shopping experience and community shared language) could impact the trust development process. Design/methodology/approach This study adopted a survey method and obtained data from 287 users in a customer-to-customer (C2C) s-commerce platform. Structural equation modeling was used to examine the research hypotheses. Findings The results demonstrate that two types of reciprocity positively affect trust in s-commerce. Customers’ trust performance is significantly affected by trust in s-commerce. Additionally, shopping experience in s-commerce is found to positively moderate the relationship between restricted reciprocity and trust in s-commerce. Research limitations/implications The findings help to understand the nature and role of reciprocity in influencing trust and trust-related behaviors in the context of C2C s-commerce. The research also helps to explore the individual and contextual moderators that impact the effect of reciprocity on trust development. Practical implications The results offer a comprehensive view of trust building strategies for s-commerce practitioners, including shoppers, vendors and managers of s-commerce platforms. Originality/value This study is among the first few research studies that offers a theory-based conceptualization of reciprocity in C2C s-commerce and provides empirical support for the impact of reciprocity on customers’ trust in C2C s-commerce. In addition, this study devises a broader view of reciprocity based on restricted and generalized exchange principle to represent the interaction of vendor–shopper and shopper–shopper, respectively.

The path of support-to-sales: mediating role of seller collaborative information exchange in social commerce

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Li Chen ◽  
Fengxia Zhu ◽  
Murali Mantrala
Keyword(s):  
Information Exchange ◽  
Instrumental Support ◽  
Trade Volume ◽  
Social Commerce ◽  
Content Type ◽  
Mediating Role ◽  
The Social ◽  
Source Data ◽  
Negative Effect

Purpose This paper aims to systematically investigate the direct and indirect effects of four types of support – peer instrumental support, peer emotional support, platform business support and platform communication support – on seller trade volume in social commerce. It also aims to uncover the path of support-to-sales of the seller from a platform perspective and provides a more complete picture of the social commerce phenomenon. Design/methodology/approach This paper uses multi-source data including primary survey data and secondary data on trade volume to test the hypotheses. PROCESS mediation model is used to analyze the multi-source data set. Findings This study finds that the positive effects of peer instrumental support, platform business support and platform communication support on seller trade volume are fully mediated by seller collaborative information exchange. Also, peer emotional support has a significant negative effect on seller trade volume and collaborative information exchange can serve as a buffer to mitigate the negative effect. Research limitations/implications The authors provide new insights into what types of support are or are not conducive to improving transaction volume of individual sellers and highlight the mediating role of seller information exchange in this value generation process in social commerce. These findings advance current knowledge of how seller interactions increase value in social commerce. The chosen research setting may limit the generalizability of the findings of this study. Practical implications This paper offers valuable implications for social commerce platforms on how to better serve their sellers to achieve high growth. Specifically, the findings suggest that platforms should encourage instrumental support and information exchange among peer sellers. In addition, platforms should expand seller support from a single-focus on sellers’ business to a dual-focus on both sellers’ business and socialization in social commerce. Originality/value This paper fulfills an identified need to study how sellers can better derive value from the social interactions and how social commerce platforms can effectively influence transactions, support sales and serve as a selling platform.

A strategy tripod perspective on merger effectiveness in the higher education industry: the mediating role of future foresight

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Zahraa Sameer Sajwani ◽  
Joe Hazzam ◽  
Abdelmounaim Lahrech ◽  
Muna Alnuaimi
Keyword(s):  
Higher Education ◽  
Structural Equation ◽  
Government Support ◽  
Equation Modeling ◽  
Survey Method ◽  
Content Type ◽  
Mediating Role ◽  
Education Industry ◽  
Higher Education Industry

PurposeThe purpose of the study is to investigate the role of the strategy tripod premises, mediated by future foresight and its effect on merger effectiveness in the higher education industry.Design/methodology/approachA quantitative survey method was implemented, with the data provided by senior managers of 14 universities that went through a merger from the years 2013–2016. The proposed model was tested using partial least squares (PLS) of structural equation modeling (SEM).FindingsThe results indicate that government support, competitive intensity and knowledge creation capability relate positivity to merger effectiveness, and these relationships are mediated by future foresight competence.Originality/valueThe study provides a better understanding of merger effectiveness in the higher education industry by identifying the role of future foresight competence in the application of strategy tripod and its contribution on merger effectiveness. Results indicate that future foresight competence contributes to the merger effectiveness and enables the effective implementation of the strategy tripod dimensions in higher education mergers.

An exploratory study of health scientists’ data reuse behaviors

2017 ◽  
Vol 69 (4) ◽  
pp. 389-407 ◽  
Author(s):  
Soohyung Joo ◽  
Sujin Kim ◽  
Youngseek Kim
Keyword(s):  
Organizational Support ◽  
Exploratory Study ◽  
Scientific Data ◽  
Perceived Usefulness ◽  
Data Reuse ◽  
Health Science ◽  
Equation Modeling ◽  
Survey Method ◽  
Research Model ◽  
Content Type

Purpose The purpose of this paper is to examine how health scientists’ attitudinal, social, and resource factors affect their data reuse behaviors. Design/methodology/approach A survey method was utilized to investigate to what extent attitudinal, social, and resource factors influence health scientists’ data reuse behaviors. The health scientists’ data reuse research model was validated by using partial least squares (PLS) based structural equation modeling technique with a total of 161 health scientists in the USA. Findings The analysis results showed that health scientists’ data reuse intentions are driven by attitude toward data reuse, community norm of data reuse, disciplinary research climate, and organizational support factors. This research also found that both perceived usefulness of data reuse and perceived concern involved in data reuse have significant influences on health scientists’ attitude toward data reuse. Research limitations/implications This research evaluated its newly proposed research model based on the theory of planned behavior using a sample from the community of scientists’ scholar database. This research showed an overall picture of how attitudinal, social, and resource factors influence health scientists’ data reuse behaviors. This research is limited due to its sample size and low response rate, so this study is considered as an exploratory study rather than a confirmatory study. Practical implications This research suggested for health science research communities, academic institutions, and libraries that diverse strategies need to be utilized to promote health scientists’ data reuse behaviors. Originality/value This research is one of initial studies in scientific data reuse which provided a holistic map about health scientists’ data sharing behaviors. The findings of this study provide the groundwork for strategies to facilitate data reuse practice in health science areas.

Exploring consumers' response to text-based chatbots in e-commerce: the moderating role of task complexity and chatbot disclosure

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Xusen Cheng ◽  
Ying Bao ◽  
Alex Zarifis ◽  
Wankun Gong ◽  
Jian Mou
Keyword(s):  
Task Complexity ◽  
Deep Understanding ◽  
Ordinary Least Squares ◽  
Survey Method ◽  
Least Squares Regression ◽  
Moderating Effects ◽  
Content Type ◽  
Identity Disclosure ◽  
The Relationship

PurposeArtificial intelligence (AI)-based chatbots have brought unprecedented business potential. This study aims to explore consumers' trust and response to a text-based chatbot in e-commerce, involving the moderating effects of task complexity and chatbot identity disclosure.Design/methodology/approachA survey method with 299 useable responses was conducted in this research. This study adopted the ordinary least squares regression to test the hypotheses.FindingsFirst, the consumers' perception of both the empathy and friendliness of the chatbot positively impacts their trust in it. Second, task complexity negatively moderates the relationship between friendliness and consumers' trust. Third, disclosure of the text-based chatbot negatively moderates the relationship between empathy and consumers' trust, while it positively moderates the relationship between friendliness and consumers' trust. Fourth, consumers' trust in the chatbot increases their reliance on the chatbot and decreases their resistance to the chatbot in future interactions.Research limitations/implicationsAdopting the stimulus–organism–response (SOR) framework, this study provides important insights on consumers' perception and response to the text-based chatbot. The findings of this research also make suggestions that can increase consumers' positive responses to text-based chatbots.Originality/valueExtant studies have investigated the effects of automated bots' attributes on consumers' perceptions. However, the boundary conditions of these effects are largely ignored. This research is one of the first attempts to provide a deep understanding of consumers' responses to a chatbot.

The effect of information privacy concern on users' social shopping intention

2020 ◽  
Vol 44 (5) ◽  
pp. 1119-1133 ◽  
Author(s):  
Tao Zhou
Keyword(s):  
Structural Equation ◽  
Information Privacy ◽  
Shopping Behavior ◽  
Equation Modeling ◽  
Research Model ◽  
Privacy Concern ◽  
Social Commerce ◽  
Complete Understanding ◽  
Content Type ◽  
Social Shopping

PurposeThe purpose of this research is to examine the effect of information privacy concern on users' social shopping intention.Design/methodology/approachBased on the 340 valid responses collected from a survey, structural equation modeling (SEM) was employed to examine the research model.FindingsThe results indicated that while disposition to privacy positively affects privacy concern, both reputation and laws negatively affect privacy concern, which in turn decreases social shopping intention. In addition, trust partially mediates the effect of privacy concern on social shopping intention.Research limitations/implicationsThe results imply that social commerce companies need to mitigate users' privacy concern in order to facilitate their shopping behavior.Originality/valueThis research disclosed that privacy concern receives a tripartite influence from users (disposition to privacy), platforms (reputation) and governments (laws). The results help us gain a complete understanding of information privacy concern mitigation in social shopping.

On the path towards open innovation: assessing the role of knowledge management capability and environmental dynamism in SMEs

2017 ◽  
Vol 21 (3) ◽  
pp. 553-570 ◽  
Author(s):  
Isabel Martinez-Conesa ◽  
Pedro Soto-Acosta ◽  
Elias George Carayannis
Keyword(s):  
Knowledge Management ◽  
Open Innovation ◽  
Equation Modeling ◽  
Research Model ◽  
Environmental Dynamism ◽  
Content Type ◽  
Integrative Research ◽  
The Impact ◽  
The Relationship

Purpose This study aims to shed light on the internal and external antecedents of open innovation (OI) in the context of small- and medium-sized enterprises (SMEs), with a special focus on the role of knowledge management (KM) capability. The paper develops and tests an integrative research model which assesses the effect of internal factors on KM capability; the impact of organizational and external factors, namely, KM capability and environmental dynamism, on OI; and whether environmental dynamism moderates the relationship between KM capability and OI. Design/methodology/approach Drawing on the knowledge-based view and the social exchange and the contingency theories, this paper develops an integrative research model which analyzes several relations between organizational antecedents of KM capability and its effect on OI by using covariance-based structural equation modeling on a data set of Spanish SMEs. Findings Results confirm that information technology-supported operations and commitment-based human resource practices have a positive and significant influence on KM capability. In contrast, results do not find support for the relationship between interdepartmental connectedness and KM capability, whereas both KM capability and environmental dynamism have a direct influence on OI. Originality/value This paper adds to existing research on OI, as it is the first study that addresses the critical role of KM capability for the implementation of OI.

The role of data-reuse experience in biological scientists’ data sharing: an empirical analysis

2020 ◽  
Vol 38 (1) ◽  
pp. 186-208
Author(s):  
Ayoung Yoon ◽  
Youngseek Kim
Keyword(s):  
Data Sharing ◽  
Perceived Risk ◽  
Structural Equation ◽  
Subjective Norms ◽  
Data Reuse ◽  
Survey Method ◽  
Research Model ◽  
Content Type ◽  
The Usa ◽  
The Relationship

Purpose The purpose of this paper is to investigate how scientists’ prior data-reuse experience affects their data-sharing intention by updating diverse attitudinal, control and normative beliefs about data sharing. Design/methodology/approach This paper used a survey method and the research model was evaluated by applying structural equation modelling to 476 survey responses from biological scientists in the USA. Findings The results show that prior data-reuse experience significantly increases the perceived community and career benefits and subjective norms of data sharing and significantly decreases the perceived risk and effort involved in data sharing. The perceived community benefits and subjective norms of data sharing positively influence scientists’ data-sharing intention, whereas the perceived risk and effort negatively influence scientists’ data-sharing intention. Research limitations/implications Based on the theory of planned behaviour, the research model was developed by connecting scientists’ prior data-reuse experience and data-sharing intention mediated through diverse attitudinal, control and normative perceptions of data sharing. Practical implications This research suggests that to facilitate scientists’ data-sharing behaviours, data reuse needs to be encouraged. Data sharing and reuse are interconnected, so scientists’ data sharing can be better promoted by providing them with data-reuse experience. Originality/value This is one of the initial studies examining the relationship between data-reuse experience and data-sharing behaviour, and it considered the following mediating factors: perceived community benefit, career benefit, career risk, effort and subjective norm of data sharing. This research provides an advanced investigation of data-sharing behaviour in the relationship with data-reuse experience and suggests significant implications for fostering data-sharing behaviour.

Trust transfer and the effect of service quality on trust in the healthcare industry

2014 ◽  
Vol 24 (4) ◽  
pp. 399-416 ◽  
Author(s):  
Che-hui Lien ◽  
Jyh-Jeng Wu ◽  
Ying-Hueih Chen ◽  
Chang-Jhan Wang
Keyword(s):  
Service Quality ◽  
Switching Costs ◽  
Equation Modeling ◽  
Healthcare Industry ◽  
Outcome Quality ◽  
Research Model ◽  
Moderating Effects ◽  
Content Type ◽  
Trust Transfer ◽  
Image Congruence

Purpose – The purpose of this paper is to examine the effect of service quality (interaction, physical environment, and outcome quality) on trust, to investigate the trust transfer in the healthcare industry, to explore the moderating effects of image congruence and switching costs on the trust transfer, and to assess the effect of trust on patients’ willingness of recommendation. Design/methodology/approach – The research model was tested using data collected from 483 inpatients in 15 medium-to-large hospitals in Taiwan. Structure equation modeling with the latent interaction effect was employed to verify and validate the research model. Findings – The outcomes show that interaction quality and outcome quality positively influence patients’ trust in the original hospital. But the effect of environment quality on trust is not significant. Patients’ trust in the original hospital positively affects their trust in its allied hospitals. Furthermore, image congruence positively moderates the trust transfer. However, switching costs do not appear to moderate the trust transfer. The results also confirm that trust in the original hospital and its allied hospitals positively affect patients’ willingness to recommend allied hospitals. Research limitations/implications – Due to the chosen research approach, the 15 hospitals cannot represent all hospitals in Taiwan and the research outcomes may lack generalizability. Practical implications – The research results provide insight into how a hospital can improve and manage patients’ trust and the trust transfer. Originality/value – This study represents one of the few that empirically investigates trust and trust transfer in the healthcare industry and examines the moderating effects of image congruence and switching costs on the trust transfer.

The role of WOM and dynamic capability in B2B transactions

2014 ◽  
Vol 8 (2) ◽  
pp. 84-101 ◽  
Author(s):  
Hyekyoung Kim
Keyword(s):  
Relationship Quality ◽  
Dynamic Capability ◽  
Research Model ◽  
Content Type ◽  
Mediating Role ◽  
Positive Effects ◽  
Relationship Continuity ◽  
Business To Business ◽  
Informal Process

Purpose – The purpose of this paper is to verify the factors – word-of-mouth (WOM) information and dynamic capability – that affect industrial buyer-based relationship quality and to examine their effect on relationship continuity in business-to-business (B2B) transactions. The study also aims to examine the mediating role of relationship quality in linking WOM information and relationship continuity and in linking dynamic capability and relationship continuity. Design/methodology/approach – Two methods are used for this study: a literature review to develop a research model and an empirical study to test hypotheses. To achieve the empirical research, 267 cases were analyzed. Findings – This study verified that WOM information and dynamic capability have positive effects on industrial buyer-based relationship quality and relationship continuity in B2B transactions. In addition, relationship quality plays a partially mediating role in linking WOM information and relationship continuity and in linking dynamic capability and relationship continuity. Originality/value – WOM information plays an important role in consumers’ behavior in business-to-customer transactions and in B2B transactions; however, WOM in B2B transactions receives less attention, as it occurs by an informal process. This study suggests WOM information and dynamic capability as factors that affect industrial buyers’ perception of relationship quality and relationship continuity, and the research sought to examine the effects of relationship quality on the resulting actions, relationship continuity. This study could be useful for industrial suppliers to understand the industrial buyers’ perception on relationship quality and the results of relationship quality. Moreover, industrial suppliers could utilize the results of this study to build managerial goals to satisfy customers and to strengthen relationships with customers.

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