Consumer's decision to shop online: The moderating role of positive informational social influence

Lee, Matthew; Shi, Na; Cheung, Christy M. K.; Lim, Kai H.; Sia, Choon Ling

doi:10.1016/j.im.2010.08.005

Cited by 244 publications

(185 citation statements)

References 19 publications

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“…From the coefficient of determination, it can be seen that 41.98% variance of purchase intention can be explained by the trust. This result is inline with the results of (Kim et al, 2008;Zhang et al, 2010;Lee et al, 2011;Hidayanto et al, 2012).…”

Section: Jcssupporting

confidence: 90%

The Impact of Cognitive Trust and E-Wom on Purchase Intention in C2c E-Commerce Site

Alfina¹,

Ero²,

Hidayanto³

et al. 2014

Journal of Computer Science

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In the last few years, the number of Internet users in Indonesia was growing rapidly as many people started to use e-commerce sites. Utilization of C2C e-commerce in particular has a risk that may reduce people interest in online shopping. Of the many factors that may influence online shopping intention, trust becomes the key. This study built a model to explain the purchase intention in the C2C e-commerce environment. In the model, buyer's trust to the seller is a major factor that influences the purchase intention. Cognitive trust and adoption of e-WOM information is used as a factor that explains how trust is formed. We tested the model by distributing online questionnaires in Kaskus forum, the largest online shopping community in Indonesia. Total 114 valid questionnaire responses were used for analysis. The analysis was conducted using PLS and Smart PLS 2.0 as the tools. Our results showed that trust have a positive and significant effect to the purchase intention. Later it was found that two cognitive trust variables, the perception of ability and integrity of the seller, along with the adoption of e-WOM information have a positive and significant impact on the trust to the seller.

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Section: Jcssupporting

confidence: 90%

The Impact of Cognitive Trust and E-Wom on Purchase Intention in C2c E-Commerce Site

Alfina¹,

Ero²,

Hidayanto³

et al. 2014

Journal of Computer Science

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“…The web now enables collaboration through SNS among consumers, such as online discussion forums, blogs, social networks sites etc. Such applications are also significantly changing the relationship between consumers and e-retailers (Lee et al, 2011). For-example, by creating its official page on some social networks sites like Facebook, Twitter; the company can provide an opportunity to get closer to their offers through interactions between consumers (Thabet and Zghal, 2013).…”

Section: Social Networking Services In B2c E-commercementioning

confidence: 99%

“…Social influence can build consumer trust in online shopping more effective in the collectivistic culture than in the individualistic culture (Lee et al, 2011). For-example, people in collectivist's culture such as Pakistan are more likely to perceived reputation from friends and family recommendations, whereas individualist cultures such as Australians are more likely to take independent decisions.…”

Section: H6: the Relationship Between Images And Affect-based Trust Imentioning

confidence: 99%

Individual level culture influence on online consumer iTrust aspects towards purchase intention across cultures: A S-O-R model

Sohaib

Kang

2015

IJEB

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Building trust and understanding its relationship with online purchasing decisions is important to business-to-consumer (B2C) e-commerce firms seeking to extend their consumers reach globally. Based on the StimulusOrganism-Response (S-O-R) model, this paper examines the moderating role of culture on the relationship between B2C web design (web accessibility, visual appearance and social networking services (SNS)) and interpersonal trust (iTrust), cognitive and affect-based trust that trigger online purchasing intentions. Motivation of this study includes, testing and comparing individual consumer level cultural (individualism and uncertainty avoidance) values as moderators in our research model across two different societies (Australia and Pakistan). The data of the survey were analysed using structural equation modelling-partial least square (SEM-PLS) approach. The results highlight the need to consider cultural differences when identifying the mix of web design strategies to employ in B2C e-commerce websites, not only at the country level but also in one culturally diverse country such as Australia.Keywords: B2C; business-to-consumer; e-commerce; e-business; culture; cognitive-based trust; affect-based trust; purchase intention; iTrust; interpersonal trust; reflective and formative construct; Australia; Pakistan.Reference to this paper should be made as follows: Sohaib, O. and Kang, K. (2015) 'Individual level culture influence on online consumer iTrust aspects towards purchase intention across cultures: A S-O-R model', Int. J. Electronic Business, Vol. 12, No. 2, Biographical notes: Osama Sohaib is perusing PhD (2012PhD ( -2015 in Information Systems and a causal academic at Faculty of Engineering and Information Technology, University of Technology, Sydney. His research interest includes trust, usability and cultural issues in e-commerce, innovation, knowledge management and design thinking.Kyeong Kang, PhD is a Lecturer in Faculty of Engineering and Information Technology, University of Technology, Sydney. Her current research interest includes, impact of the cognition, collaboration and cultural issues in e-services. Her research publications include papers in prestigious journals and conferences.

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“…Customer loyalty and trust are also increased by social influence. This occurs when satisfied customers refer the e-service-social influence is highly valued as shopping online is perceived as risky [17]. Social influence reduces the cost of maintaining customer loyalty, and an increase in customer loyalty usually leads to an increase in customer e-service adoption.…”

Section: Trust Loyalty and Social Influencementioning

confidence: 99%

The factors that influence customer e-services adoption

Persad¹,

Padayachee²

2015

SACJ

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The aim of this paper is to provide an overview of the investigation into customer e-service adoption. The investigation includes a qualitative survey and observation of participants using e-services. E-services are used to attract customers and persuade them to transact online and the customer’s perception of an e-service contributes greatly to e-service adoption or rejection. This paper describes the factors that influence customer perception towards e-services. Relationships between the identified factors were also considered in order to build a conceptual framework. Grounded theory was used for its flexibility, repetitive comparisons of data, and emergence of concepts and theories.

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Consumer's decision to shop online: The moderating role of positive informational social influence

Cited by 244 publications

References 19 publications

The Impact of Cognitive Trust and E-Wom on Purchase Intention in C2c E-Commerce Site

The Impact of Cognitive Trust and E-Wom on Purchase Intention in C2c E-Commerce Site

Individual level culture influence on online consumer iTrust aspects towards purchase intention across cultures: A S-O-R model

The factors that influence customer e-services adoption

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