Psychological elements explaining the consumer's adoption and use of a website recommendation system: A theoretical framework proposal

The purpose of this paper is to understand, with an emphasis on the psychological perspective of the research problem, the consumer's adoption and use of a certain web site recommendation system as well as the main psychological outcomes involved. The approach takes the form of theoretical modelling. Findings: A conceptual model is proposed and discussed. A total of 20 research propositions are theoretically analyzed and justified. Research limitations/implications: The theoretical discussion developed here is not empirically validated. This represents an opportunity for future research. Practical implications: The ideas extracted from the discussion of the conceptual model should be a help for recommendation systems designers and web site managers, so that they may be more aware, when working with such systems, of the psychological process consumers undergo when interacting with them. In this regard, numerous practical reflections and suggestions are presented

Critical review of the e-loyalty literature: a purchase-centred framework

Over the last few years, the concept of online loyalty has been examined extensively in the literature, and it remains a topic of constant inquiry for both academics and marketing managers. The tremendous development of the Internet for both marketing and e-commerce settings, in conjunction with the growing desire of consumers to purchase online, has promoted two main outcomes: (a) increasing numbers of Business-to-Customer companies running businesses online and (b) the development of a variety of different e-loyalty research models. However, current research lacks a systematic review of the literature that provides a general conceptual framework on e-loyalty, which would help managers to understand their customers better, to take advantage of industry-related factors, and to improve their service quality. The present study is an attempt to critically synthesize results from multiple empirical studies on e-loyalty. Our findings illustrate that 62 instruments for measuring e-loyalty are currently in use, influenced predominantly by Zeithaml et al. (J Marketing. 1996;60(2):31-46) and Oliver (1997; Satisfaction: a behavioral perspective on the consumer. New York: McGraw Hill). Additionally, we propose a new general conceptual framework, which leads to antecedents dividing e-loyalty on the basis of the action of purchase into pre-purchase, during-purchase and after-purchase factors. To conclude, a number of managerial implementations are suggested in order to help marketing managers increase their customers’ e-loyalty by making crucial changes in each purchase stage

Online social lending: Borrower-generated content

This article explores online social lending, an innovative venture that represents a reintermediation in financial services. Borrowers and lenders now have access to online financial information services such as Motley Fool, http://www.fool.com/ , and the opportunity to communicate directly with each other online, sharing user-generated content, in the spirit of Web 2.0. In this environment, new possibilities emerge. Drawing on the literature of community banks, finance, and online banking, we conducted a structurational analysis of ZOPA(2007) a newly founded venture in online social lending whereby borrower/lender interactions take place within an open and transparent environment using discussion boards and blogs. ZOPA offers a service as an intermediary but one that differs from the intermediating role played by a traditional bank. We analyzed the possible attractions and risks of ZOPA’s service to customers, from the perspective of social lending and social networking, using public data from ZOPA’s website. Our intention is to understand the nature of this reintermediation and explain the development of this process through Giddens’ propositions

Prioritising Research Agenda For E-Commerce In Malaysia

The recent advent of World Wide Web has changed the traditional marketing paradigm in a dramatic way. Under a computer-mediated marketing framework the operations are no longer controlled by boundaries and time constraints. The new paradigm provides firms the whole wired world as potential market to capture. This is the underlying rationale for the Malaysian e-commerce policy or marketing in a "computer-mediated-environment" in Malaysia. Although, the concept of e-commerce is relatively new in this country, but, it was widely accepted marketing medium among the developed nations. Whether Malaysia is able to reap the benefits of e-commerce largely depends on various factors ranging from the infrastructures, the skill base, the critical mass of internet users, legal policy and so on. Understanding the nature of the relationship and the significance of these factors require a good amount of research in the industry perspectives. This paper attempts to provide some guidelines about the research priorities in marketing of Malaysian produce and products under a computer-mediated-environment; taking into account the local and peculiarities of the firms and consumers' behaviour. In this respect the current paper draws literatures about e-commerce experiences of other countries for the purpose of benchmarking. The preliminary conclusion drawn from these literatures suggest that e-marketing outcomes are major reduction in transaction costs and an increase in productivity; which in turn radically change the traditional market structure, behaviour and performance framework. While it is envisaged that the private sector will take the lead role in the development of e-marketing in Malaysia, the government has a bigger role in ensuring its sustainability. The major research issues in economics and marketing are: the competitiveness of the related industries to allow higher investment in bandwidth and high-technology, integration of physical and online marketing, the economics of network management, characteristics and perception of the community on e-commerce, market and commercial governance, the current and future skill of the community, monitoring the changes in marketing functions and intermediary roles and providing macro indicators to measure the market

Customer Relations Management in Information Systems Research

Customer Relations Management (CRM) involves attracting and keeping “Economically Valuable” customers while repelling and eliminating “Economically Invaluable” ones. CRM involves changing relationships and improving return-on-investment from customer relationships (ROI-CR.) We are experiencing a shift from a transaction-based economy to a relationship-based one (Keen 1999.) Two important business relationship types exist: those between enterprises and customers; and those between and among enterprises (Kalakota 1996.) This paper addresses the former. However, a there is a significant amount of research into traditional “Market Channels” (See (Bowersox 1990; Ganesan 1994; Syed Saad 1996; Cannon 1999; Geyskens 1999) for examples) as well as into eCommerce (EC) Market Channels (See (Kim 1999; Menon 1999; Son 1999)) Recent and upcoming scholarship and professional activities illustrate the importance the IS Research Community places on CRM. This paper presents a framework for IS CRM Research Topics, a discussion of IS CRM scholarly and professional research directions and activities

Intermediaries as Value Moderators in Electronic Marketplaces

The growth of E-commerce had suddenly changed the ground-rules for conducting business, linking the consumer directly to the producer. The digitization of content also meant faster and easier transmission of information from one point to another in a network, thus reducing the need for an intermediary. It was assumed that intermediaries would disappear resulting in frictionless commerce. This paper reexamines such claims of disintermediation and whether intermediaries generate friction in transactions. Theoretically, it argues the contrary, suggesting that intermediation is a necessary evil in e-commerce transactions. In order to justify such claims, the paper assumes that e-commerce exhibits network externality and reviews intermediation in the light Transaction Cost Economics and Agency Theory

Research Framework, Strategies, And Applications Of Intelligent Agent Technologies (IATs) In Marketing

In this digital era, marketing theory and practice are being transformed by increasing complexity due to information availability, higher reach and interactions, and faster speeds of transactions. These have led to the adoption of intelligent agent technologies (IATs) by many companies. As IATs are relatively new and technologically complex, several definitions are evolving, and the theory in this area is not yet fully developed. There is a need to provide structure and guidance to marketers to further this emerging stream of research. As a first step, this paper proposes a marketing-centric definition and a systematic taxonomy and framework. The authors, using a grounded theory approach, conduct an extensive literature review and a qualitative study in which interviews with managers from 50 companies in 22 industries reveal the importance of understanding IAT applications and adopting them. Further, the authors propose an integrated conceptual framework with several propositions regarding IAT adoption. This research identifies the gaps in the literature and the need for adoption of IATs in the future of marketing given changing consumer behavior and product and industry characteristics

Understanding the consumption process through in-branch and e-mortgage service channels: A first-time buyer perspective

This article is (c) Emerald Group Publishing and permission has been granted for this version to appear here (////BURA web address here). Emerald does not grant permission for this article to be further copied/distributed or hosted elsewhere without the express permission from Emerald Group Publishing Limited.Purpose – The twin aims of this paper are to explore the differences in the consumption process between the traditional in-branch and web-based (e-mortgage) service channels and how the differences relate to any problems identified in the electronic service environment, with respect to information search and product evaluation. Design/methodology/approach – A process-oriented approach comparing the two service channels (in-branch vs e-mortgage) was conducted in two study phases. Data from the e-mortgage process were collected using protocol analysis with 12 first-time buyers (FTBs) applying on a website belonging either to a hybrid or to an internet-only bank. Results of the e-mortgage process were mapped on to stages of the in-branch process, which was captured by observation of six FTB mortgage interviews to determine the level of correspondence and emergent issues. Findings – Support for the FTB in the e-mortgage process was problematic and service provision was found to be product- rather than consumer-oriented. Practical implications – The study highlights the importance of design issues in the electronic service environment for creating confidence in the online advice and information available on home mortgages for FTBs. Originality/value – The paper promotes increased understanding by financial service providers of the characteristics that support the consultative selling process for complex products such as mortgages and inform multichannel retailing

The Effects Of Recommendation Conflict On User’S Adoption Intention Toward Virtual Salespersons: A Principal-Agent Perspective

Virtual salesperson (VS) has been increasingly implemented on many Websites to provide online users with valuable shopping advice, because it has been proved to alleviate users’ cognitive overload and increase their decision quality. Thus, it has widely caught researchers’ attention to investigate what factors can increase user’s intention to adopt. However, there is little research examining the impact of another information resource on VS adoption intention when recommendation information conflict occurs. This study draws on principle-agent perspective to investigate whether online customer reviews have potential to arouse users’ concern about information asymmetry and the fear of VS opportunism. The research result should be of interest to academic researchers, developers of VSs, providers of VSs, and Webstores

Research Framework, Strategies, And Applications Of Intelligent Agent Technologies (IATs) In Marketing

In this digital era, marketing theory and practice are being transformed by increasing complexity due to information availability, higher reach and interactions, and faster speeds of transactions. These have led to the adoption of intelligent agent technologies (IATs) by many companies. As IATs are relatively new and technologically complex, several definitions are evolving, and the theory in this area is not yet fully developed. There is a need to provide structure and guidance to marketers to further this emerging stream of research. As a first step, this paper proposes a marketing-centric definition and a systematic taxonomy and framework. The authors, using a grounded theory approach, conduct an extensive literature review and a qualitative study in which interviews with managers from 50 companies in 22 industries reveal the importance of understanding IAT applications and adopting them. Further, the authors propose an integrated conceptual framework with several propositions regarding IAT adoption. This research identifies the gaps in the literature and the need for adoption of IATs in the future of marketing given changing consumer behavior and product and industry characteristics