The Effects of Trust-assuring Arguments on Consumer Trust in Internet Stores

The difficulty Internet stores face in developing consumer trust is an ongoing impediment to the proliferation of Internet shopping. In order to develop consumer trust, many e-commerce strategies and Website features have been proposed in the IS discipline. Trust-assuring arguments are one proposed feature and refer to a statement or statements offering support for a claim made by an Internet store to address trust related issues. Although trust-assuring arguments are often found in Internet stores, to date little research has examined the effects of the arguments in building consumer trust. To fill the gap, this paper examines the effects of trust- assuring arguments on consumer trust in Internet stores

ICIS Panel Summary: Should Institutional Trust Matter in Information Systems Research?

This paper summarizes and expands the panel on Should Institutional Trust Matter in Information Systems Research? that was presented during the ICIS 2005 Conference in Las Vegas. The panel was co-chaired by Paul A. Pavlou of the University of California and by David Gefen of Drexel University. The panelists were Izak Benbasat of the University of British Columbia, Harrison McKnight of Michigan State University, Katherine Stewart of the University of Maryland, and Detmar W. Straub of Georgia State University. There were about 150 people attending the panel and taking part in the lively discussion that pursued. Due to the interest the panel aroused, this paper expands on the topics discussed and presents them in a much broader perspective in a set of appendices

Does Pain Result in Gain? Assessing Cloud Service Certifications\u27 Effectiveness

Cloud service certifications (CSCs) gain increasing attention in practice as a measure against the prevailing uncertainties of cloud computing, but demand efforts for passing audit requirements. However, research findings on certifications\u27 effectiveness are inconclusive. This research-in-progress paper develops a research model to evaluate CSCs\u27 effects on two certification outcomes suggested by trust theory and signaling theory - trust and price premiums - while also accounting for trust in certification authority, reputation, personal relevance of using cloud services and self-provided assurance statements. Compared to extant research on certifications, which primarily focuses on privacy and security in e-commerce, CSCs address a novel product category and provide assurances beyond privacy and security, such as availability and interoperability. Furthermore, by investigating price premiums, we focus on a widely neglected certification outcome. Thus, we expect our model to contribute to a deeper understanding of the contextual conditions under which certifications are effective signals and trust-assurances

The Effect of Product Presentation and Website Trust Features on the Perception of Counterfeit Deception

The Internet has provided a new advantage for counterfeiters - the opportunity to sell goods without prior consumer inspection. Leveraging this opportunity, deceitful purveyors of imitation goods use product presentation and website trust features to sell counterfeit goods as genuine. Based on trust and deception theories we propose that there are two categories of counterfeit deception mechanisms online: product level information and seller level information. Counterfeiters conceal the signals that identify the product as a fake using product presentation, and present themselves as legitimate business entities using website trust features. We find that advanced product presentation has a positive influence on consumers’ perception of the authenticity of products. The results of this study are informative and might be effective in further exploration of deception mechanisms in online counterfeit markets

Website Signal Perceptions and Seller Quality Identification

This study extends the understanding of signaling in online shopping environments by evaluating website signal perceptionsof online buyers. Drawing from signaling theory, this study proposes and empirically tests a model for conceptualizing theinfluence of website signal perceptions on perceived trust, perceived deception and purchase intentions. Experimental resultssupport the assertions of the model and indicate that the online buyers’ perceptions and purchase intentions are mainlyinfluenced by website content and website physical presence, whereas human presence and website policy credibility are lesssignificant. In addition, there is evidence that signal perceptions change depending on the quality of online sellers. Whendealing with low-quality online sellers, online buyers are concerned with physical and human presence. When evaluatinghigh-quality sellers, online buyers are concerned with website amateurism

Trust in Electronic Markets, A Review and Synthesis of Theories

Electronic markets have grown substantially, and they are considered as a significant form of retail. Despite this growth, the lack of physical transactions between different parties as well as concerns about the privacy of users and the security of transactions has led to a decline in users’ trust in these platforms. This deficiency has motivated many researchers to study the concept of trust in the e-commerce environment. In this paper, we have created a comprehensive and up-to-date framework that synthesises the findings of the previous studies. To achieve this aim, we use a systematic literature review method. We searched 17 top-ranked information systems journals and conferences and reviewed the resultant pool of 127 papers. Beyond investigating the antecedents and consequences of trust in e-commerce, we reviewed the theoretical basis used in the literature. The study concludes with implications of the literature for practice and a critical agenda for future research

Setting Fair Prices – Fundamental Principle Of Sustainable Marketing

In commercial area, the price has a major importance, being frequently considered among the main criteria used in buying decision process. Price fairness derives from equity theory and it is focused on assuring in a transaction a reasonable report between the customer’s sacrifice and the value offered by the seller. In three marketing experiments we have evaluated customers’ fairness perceptions of differential prices, this tactic being frequently used by sellers. One important finding was that the motive for setting differential prices is important in fairness evaluation. Price differences based on social motives are perceived fairer than those motivated by company’s interest. The differential prices on customer category are perceived fairer than zone prices. In all three marketing experiments it was demonstrated that price fairness has a significant influence on value perception and on buying intentions. Fair prices setting is one of the principles sustainable marketing is based on, reflecting a long term orientation for a company. By following this decisional direction, the commercial firm increases the value offered to its customers and it becomes more socially responsible.sustainable development, sustainable marketing, fair price, price fairness, differential prices, distributive fairness, procedural fairness