Investigating initial trust toward e‐tailers from the elaboration likelihood model perspective

Yang, Shu; Hung, Wan Chiao; Sung, Kai; Farn, Cheng-Kiang

doi:10.1002/mar.20120

Cited by 167 publications

(101 citation statements)

References 32 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…According to Andrews, Durvasula, and Akhter (1990), the "involvement direction" refers to the target of the involvement, such as an advertisement (i.e., Laczniak, Muehling, & Grossbart, 1989;Wright, 1973;Zaichkowsky, 1985Zaichkowsky, , 1994 or a product (i.e., Bloch, 1984;Lastovicka & Gardner, 1989;Zaichkowsky, 1985Zaichkowsky, , 1994. Researchers have also examined responses to an advertisement or product in online environments (Cho, 1999;Cho & Leckenby, 1999;Hershberger, 2003;McMillan, Hwang, & Lee, 2003;Yang et al, 2006). The main contribution of this research lies in the empirical study of a specific involvement target that to date has hardly been explored: involvement with online shopping.…”

Section: Introductionmentioning

confidence: 97%

Does involvement matter in online shopping satisfaction and trust?

Gutiérrez

Camarero

José

2011

Psychology & Marketing

View full text Add to dashboard Cite

Consumer involvement in online shopping can play a moderating role when explaining Web site effect on satisfaction and trust. This study proposes a set of hypotheses based on the Elaboration Likelihood Model (ELM) of persuasion, a conceptual model that explains the formation of individual attitudes that are prompted by central and peripheral cues. The model proposes the use of central signals when the buyer is highly involved and peripheral signals when the buyer is less involved. Nevertheless, the results of this study would suggest that these relationships are not so clearly defined in the case of online buying, which implies that certain assumptions associated with the ELM need to be revised to take the particularities of the online context into account.

show abstract

Section: Introductionmentioning

confidence: 97%

Does involvement matter in online shopping satisfaction and trust?

Gutiérrez

Camarero

José

2011

Psychology & Marketing

View full text Add to dashboard Cite

show abstract

“…The distinction between intuitive and deliberate assessment of information by consumers has important implications for many aspects of consumers' decision making, such as advertising effectiveness (Scholten 1996), trust (Yang et al 2006), and image formation (Poiesz 1989). This research focuses on the image formation of consumers regarding the production method and especially on the outcome of intuitive assessments of the production method.…”

Section: Introductionmentioning

confidence: 99%

Consumers’ images regarding genomics as a tomato breeding technology: “maybe it can provide a more tasty tomato”

Heuvel

Renes

Gremmen³

et al. 2007

Euphytica

View full text Add to dashboard Cite

Methods of production are becoming more important to consumers in their decisions about whether or not to buy or consume a certain product. This decision making process is influenced, among other things, by the images consumers have with regard to the product and its method of production. In this research, consumer images regarding plant breeding technologies were ascertained by means of focus group discussions. Thirty-five respondents, divided into four homogenous groups, were given descriptions of three plant breeding techniques and challenged to provide and discuss their images of these technologies. The discussions resulted in images about genetic modification, genomics, and conventional breeding. It was interesting to see that elaboration of the descriptions changed the consumers' images, especially regarding the positioning of genomics in relation to the other two technologies.Whereas initially consumers' images placed genomics close to genetic modification, further discussion and clarification resulted in a re-positioning of genomics closer to conventional breeding.

show abstract

“…Yang et al (2006) find that people who are less involved with the product develop trust in the seller through the peripheral route in which social cues are more important. In general, buyers are information-searching-orientated or environment-orientated, depending on personality and context factors (Chen and Lee, 2008).…”

Section: Variations In the Impact Of Social Cuesmentioning

confidence: 89%

The behavioural response of the professional buyer on social cues from the vendor and how to measure it

Zeeland¹,

Henseler²

2018

JBIM

View full text Add to dashboard Cite

Purpose Vendors’ social cues – physical or behavioural hints – have an impact on the professional buyer. However, little is known about that impact. The purpose of this paper is to place knowledge about the impact of social cues that other disciplines acquired in the context of business-to-business (B2B) marketing to contribute constructively to the research agenda. Design/methodology/approach By integrating findings on the processing of social cues and the behavioural response from the disciplines of neuroscience, biology and psychology (specifically the behavioural inhibition system [BIS]/behavioural activation system [BAS]-theory), this paper aims to provide an interdisciplinary perspective on the automatic evaluation of vendors by professional buyers. Findings Social cues are likely to be of substantial value in the (first) encounter between buyer and seller. Positively evaluated social cues create an approach-motivated behavioural intention, whereas negatively evaluated ones create avoidance. This process is probably predominantly mediated by trust and moderated by personality and contextual factors. Research limitations/implications This paper stimulates research about the impact of social cues in a B2B context. While such knowledge would add practical value, this paper also explores possibilities for managers to use neuroscientific techniques to assess and train sales agents. Originality/value The impact of social cues is hardly covered in the B2B marketing literature, but they have an important impact on B2B decision-making. The conceptual framework combines the BIS/BAS theory (approach/avoidance) with the SOR-model (stimulus-organism-response), which is unique to the B2B marketing field.

show abstract

Investigating initial trust toward e‐tailers from the elaboration likelihood model perspective

Cited by 167 publications

References 32 publications

Does involvement matter in online shopping satisfaction and trust?

Does involvement matter in online shopping satisfaction and trust?

Consumers’ images regarding genomics as a tomato breeding technology: “maybe it can provide a more tasty tomato”

The behavioural response of the professional buyer on social cues from the vendor and how to measure it

Contact Info

Product

Resources

About