IDEAS home Printed from https://ideas.repec.org/a/eee/ininma/v34y2014i3p395-405.html
   My bibliography  Save this article

The effects of trust assurances on consumers’ initial online trust: A two-stage decision-making process perspective

Author

Listed:
  • Li, Hao
  • Jiang, Jinhu
  • Wu, Mingjie

Abstract

This research examines the effects of type and displaying phase of trust assurances on consumers’ initial trust in an online retailer. We propose a two-stage formation process of initial online trust. The main effects of trust assurances on initial trust and the interaction between type and displaying phase of trust assurances are explored. We conducted a laboratory experiment to test our hypotheses. The results demonstrate that there exist positive effects of displaying trust assurances on initial trust. In particular, general trust assurances perform better when displayed in the information-searching stage, while specific trust assurances lead to higher initial trust when displayed in the choice stage. In the context of providing trust assurances, consumers’ knowledge of trust assurances exerts a direct and positive effect on initial trust. High knowledge level of trust assurances helps to generate the advantage of displaying assurances in the right stage. These findings have several important implications for research and practice.

Suggested Citation

  • Li, Hao & Jiang, Jinhu & Wu, Mingjie, 2014. "The effects of trust assurances on consumers’ initial online trust: A two-stage decision-making process perspective," International Journal of Information Management, Elsevier, vol. 34(3), pages 395-405.
    • Handle: RePEc:eee:ininma:v:34:y:2014:i:3:p:395-405
    DOI: 10.1016/j.ijinfomgt.2014.02.004
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0268401214000152
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.ijinfomgt.2014.02.004?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Kim, Sanghyun & Park, Hyunsun, 2013. "Effects of various characteristics of social commerce (s-commerce) on consumers’ trust and trust performance," International Journal of Information Management, Elsevier, vol. 33(2), pages 318-332.
    2. Dongmin Kim & Izak Benbasat, 2006. "The Effects of Trust-Assuring Arguments on Consumer Trust in Internet Stores: Application of Toulmin's Model of Argumentation," Information Systems Research, INFORMS, vol. 17(3), pages 286-300, September.
    3. Gefen, David, 2000. "E-commerce: the role of familiarity and trust," Omega, Elsevier, vol. 28(6), pages 725-737, December.
    4. Lynch, John G, Jr & Marmorstein, Howard & Weigold, Michael F, 1988. "Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 169-184, September.
    5. Paul Benjamin Lowry & Anthony Vance & Greg Moody & Bryan Beckman & Aaron Read, 2008. "Explaining and Predicting the Impact of Branding Alliances and Web Site Quality on Initial Consumer Trust of E-Commerce Web Sites," Post-Print halshs-00684347, HAL.
    6. Ben Q. Liu & Dale L. Goodhue, 2012. "Two Worlds of Trust for Potential E-Commerce Users: Humans as Cognitive Misers," Information Systems Research, INFORMS, vol. 23(4), pages 1246-1262, December.
    7. Teo, Thompson S.H. & Liu, Jing, 2007. "Consumer trust in e-commerce in the United States, Singapore and China," Omega, Elsevier, vol. 35(1), pages 22-38, February.
    8. Bahmanziari, Tammy & Odom, Marcus D. & Ugrin, Joseph C., 2009. "An experimental evaluation of the effects of internal and external e-Assurance on initial trust formation in B2C e-commerce," International Journal of Accounting Information Systems, Elsevier, vol. 10(3), pages 152-170.
    9. Gefen, David & Straub, Detmar W., 2004. "Consumer trust in B2C e-Commerce and the importance of social presence: experiments in e-Products and e-Services," Omega, Elsevier, vol. 32(6), pages 407-424, December.
    10. John Hulland, 1999. "Use of partial least squares (PLS) in strategic management research: a review of four recent studies," Strategic Management Journal, Wiley Blackwell, vol. 20(2), pages 195-204, February.
    11. Paul A. Pavlou & Angelika Dimoka, 2006. "The Nature and Role of Feedback Text Comments in Online Marketplaces: Implications for Trust Building, Price Premiums, and Seller Differentiation," Information Systems Research, INFORMS, vol. 17(4), pages 392-414, December.
    12. Malhotra, Naresh K, 1984. "Reflections on the Information Overload Paradigm in Consumer Decision Making [Perspectives on Information Overload]," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 10(4), pages 436-440, March.
    13. repec:dau:papers:123456789/12465 is not listed on IDEAS
    14. Hong, Ilyoo B. & Cho, Hwihyung, 2011. "The impact of consumer trust on attitudinal loyalty and purchase intentions in B2C e-marketplaces: Intermediary trust vs. seller trust," International Journal of Information Management, Elsevier, vol. 31(5), pages 469-479.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Christen, Tatjana & Hess, Manuel & Grichnik, Dietmar & Wincent, Joakim, 2022. "Value-based pricing in digital platforms: A machine learning approach to signaling beyond core product attributes in cross-platform settings," Journal of Business Research, Elsevier, vol. 152(C), pages 82-92.
    2. Chenyu Gu & Yu Zhang & Linhao Zeng, 2024. "Exploring the mechanism of sustained consumer trust in AI chatbots after service failures: a perspective based on attribution and CASA theories," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-12, December.
    3. Zhitan Feng & Abdullah Al Mamun & Mohammad Masukujjaman & Qing Yang, 2023. "Modeling the significance of advertising values on online impulse buying behavior," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-17, December.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Alisa Frik & Luigi Mittone, 2016. "Factors Influencing the Perceived Websites' Privacy Trustworthiness and Users' Purchase Intentions," CEEL Working Papers 1609, Cognitive and Experimental Economics Laboratory, Department of Economics, University of Trento, Italia.
    2. Rajković, Borislav & Đurić, Ivan & Zarić, Vlade & Glauben, Thomas, 2021. "Gaining trust in the digital age: The potential of social media for increasing the competitiveness of small and medium enterprises," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 13(4).
    3. Hallikainen, Heli & Laukkanen, Tommi, 2018. "National culture and consumer trust in e-commerce," International Journal of Information Management, Elsevier, vol. 38(1), pages 97-106.
    4. Marzieh Soleimani, 2022. "Buyers' trust and mistrust in e-commerce platforms: a synthesizing literature review," Information Systems and e-Business Management, Springer, vol. 20(1), pages 57-78, March.
    5. Choi, Miju & Law, Rob & Heo, Cindy Yoonjoung, 2016. "Shopping destinations and trust – Tourist attitudes: Scale development and validation," Tourism Management, Elsevier, vol. 54(C), pages 490-501.
    6. Gefen, David & Reychav, Iris, 2014. "Why trustworthiness in an IT vendor is important even after the vendor left: IT is accepting the message and not just the messenger that is important," Omega, Elsevier, vol. 44(C), pages 111-125.
    7. Sullivan, Yulia W. & Kim, Dan J., 2018. "Assessing the effects of consumers’ product evaluations and trust on repurchase intention in e-commerce environments," International Journal of Information Management, Elsevier, vol. 39(C), pages 199-219.
    8. Zhangxi Lin & Andrew B. Whinston & Shaokun Fan, 2015. "Harnessing Internet finance with innovative cyber credit management," Financial Innovation, Springer;Southwestern University of Finance and Economics, vol. 1(1), pages 1-24, December.
    9. Dawei Liu & Xiaohong Guo, 2017. "Exploring gender differences in acceptance of mobile computing devices among college students," Information Systems and e-Business Management, Springer, vol. 15(1), pages 197-223, February.
    10. Shirazi, Farid & Hajli, Nick & Sims, Julian & Lemke, Fred, 2022. "The role of social factors in purchase journey in the social commerce era," Technological Forecasting and Social Change, Elsevier, vol. 183(C).
    11. Xusen Cheng & Fei Guo & Jin Chen & Kejiang Li & Yihui Zhang & Peng Gao, 2019. "Exploring the Trust Influencing Mechanism of Robo-Advisor Service: A Mixed Method Approach," Sustainability, MDPI, vol. 11(18), pages 1-20, September.
    12. Mattison Thompson, Frauke & Tuzovic, Sven & Braun, Corina, 2019. "Trustmarks: Strategies for exploiting their full potential in e-commerce," Business Horizons, Elsevier, vol. 62(2), pages 237-247.
    13. Verhagen, T., 2008. "Investigating the impact of C2C electronic marketplace quality on trust," Serie Research Memoranda 0008, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
    14. Wang, Xu & Baesens, Bart & Zhu, Zhen, 2019. "On the optimal marketing aggressiveness level of C2C sellers in social media: Evidence from china," Omega, Elsevier, vol. 85(C), pages 83-93.
    15. Md. Emam Hossain & Subarna Biswas, 2024. "Technology acceptance model for understanding consumer’s behavioral intention to use artificial intelligence based online shopping platforms in Bangladesh," SN Business & Economics, Springer, vol. 4(12), pages 1-61, December.
    16. Paul Benjamin Lowry & Ryan M. Schuetzler & Justin Scott Giboney & Thomas A. Gregory, 2015. "Is Trust Always Better than Distrust? The Potential Value of Distrust in Newer Virtual Teams Engaged in Short-Term Decision-Making," Group Decision and Negotiation, Springer, vol. 24(4), pages 723-752, July.
    17. Cheng, Xusen & Gu, Yu & Shen, Jia, 2019. "An integrated view of particularized trust in social commerce: An empirical investigation," International Journal of Information Management, Elsevier, vol. 45(C), pages 1-12.
    18. Zhang, Kem Z.K. & Cheung, Christy M.K. & Lee, Matthew K.O., 2014. "Examining the moderating effect of inconsistent reviews and its gender differences on consumers’ online shopping decision," International Journal of Information Management, Elsevier, vol. 34(2), pages 89-98.
    19. Han, Min Chung, 2023. "Checkout button and online consumer impulse-buying behavior in social commerce: A trust transfer perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    20. Joseph A. Cazier & Benjamin B. M. Shao & Robert D. St. Louis, 2007. "Sharing information and building trust through value congruence," Information Systems Frontiers, Springer, vol. 9(5), pages 515-529, November.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:ininma:v:34:y:2014:i:3:p:395-405. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/international-journal-of-information-management .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.