Skip to main content
SpringerLink
Log in

A Trust Perspective to Study the Intentions of Consumers to the Group Buying

  • Conference paper
E-Life: Web-Enabled Convergence of Commerce, Work, and Social Life (WEB 2011)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 108))

Included in the following conference series:

Abstract

With the rapid development of Internet and electronic commerce, more and more innovative online business models have been proposed. Internet group buying, one of the most interesting model, has attracted much attentions. Due to the properties of Internet and group behavior, trust on the Internet and among the group are both important factors that would affect the success of Internet group buying. In this research, we constructed a research model based on trust theory and conducted an experiment to investigate the impacts of trust on Internet group buying. Under different trust scenarios in our experiment, the subjects are invited to participate in a group buying activity. The results show that, the consumers have different intention to attend a group buying activity in different trust scenarios. It also means that different trust perspectives have different impacts on the consumers, and trust is a critical factor for Internet group buying.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 39.99
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 54.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  1. Anand, K.S., Aron, R.: Group Buying on the Web: A Comparison of Price-Discovery Mechanisms. Management Science 49, 1546–1552 (2003)

    Article  Google Scholar 

  2. Anderson, J.C., Gerbing, D.W.: Structural Equation Modeling in Practice: A Review and Recommended Two-step Approach. Psychological Bulletin 103, 411–423 (1988)

    Article  Google Scholar 

  3. Butler, J.K.: Toward Understanding and Measuring Conditions of Trust: Evolution of a Conditions of Trust Inventory. Journal of Management 17, 643–663 (1991)

    Article  Google Scholar 

  4. Chen, D.N., Jeng, B., Lee, W.P., Chuang, C.H.: An Agent-Based Model for Consumer-to-Business Electronic Commerce. Expert Systems with Applications 34, 469–481 (2007)

    Article  Google Scholar 

  5. Chopra, K., Wallace, W.A.: Trust in electronic environments. In: Proceedings of the 36th Hawaii International Conference on Systems Sciences, Hawaii (2003)

    Google Scholar 

  6. Crosby, L.A., Evans, K.R., Cowles, D.: Relationship Quality in Services Selling:An Interpersonal Influence Perspective. Journal of Marketing 54, 68–81 (1990)

    Article  Google Scholar 

  7. Doney, P.M., Cannon, J.P.: An Examination of the Nature of Trust in Buyer-Seller Relationships. Journal of Marketing 61, 35–51 (1997)

    Article  Google Scholar 

  8. Eastlick, M.A.: Consumer Intention to Adopt Interactive Teleshopping. Marketing Science Institute, MA (1996)

    Google Scholar 

  9. Ganesan, S.: Determinants of long-term orientation in buyer - seller relationships. Journal of Marketing 58, 1–19 (1994)

    Article  Google Scholar 

  10. Gefen, D., Karahanna, E., Straub, D.W.: Trust and TAM in online shopping: an integrated model. MIS Quarterly 27, 51–90 (2003)

    Google Scholar 

  11. Grewal, D., Krishnan, R., Baker, J., Borin, N.: The Effect of Store Name, Brand Name and Price Discounts on Consumers’ Evaluations and Purchase Intentions. Journal of Retailing 74, 331–352 (1998)

    Article  Google Scholar 

  12. Jarvenpaa, S.L., Tractinsky, N., Vitale, M.: Consumer Trust in an Internet Store. Information Technology and Management 1, 45–71 (2000)

    Article  Google Scholar 

  13. Kauffman, R.J., Lai, H., Lin, H.C.: Consumer Adoption of Group-buying Auctions: An Experimental Study. Information Technology and Management 11, 191–211 (2010)

    Article  Google Scholar 

  14. Kauffman, R.J., Wang, B.: Bid Together, Buy Together: On the Efficacy of Group buying Business Models in Internet-Based Selling. In: Proceedings of 5th Annual University of Minnesota Electronic Commerce Conference (2001)

    Google Scholar 

  15. Kumar, N., Scheer, L.K., Steenkamp, J.E.M.: The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research 32, 54–65 (1995)

    Article  Google Scholar 

  16. Lai, H.: Challenging Negotiations to an Electronic Shopping Broker of Virtual Consumer Coalition on The Internet. In: Proceedings of International Conference of the Decision sciences Institute, Athens (1999)

    Google Scholar 

  17. Larzelere, R.E., Huston, T.L.: The Dyadic Trust Scale: Toward Understanding Interpersonal Trust in Close Relationship. Journal of Marriage and the Family 42, 595–604 (1980)

    Article  Google Scholar 

  18. Lee, M.K.O., Turban, E.: A Trust Model for Consumer Internet Shopping. International Journal of Electronic Commerce 6, 75–91 (2001)

    Google Scholar 

  19. Lewis, J.D., Weigert, A.: Trust as a Social Reality. Social Forces 63, 967–985 (1985)

    Google Scholar 

  20. Lindskold, S.: Trust Development, the GRIT Proposal and the Effects of Conciliatory Acts on Conflict and Cooperation. Psychological Bulletin 85, 772–793 (1978)

    Article  Google Scholar 

  21. Macintosh, G., Lockshin, L.S.: Retail relationships and store loyalty: A multi-level perspective. International Journal of Research in Marketing 12, 498–597 (1997)

    Google Scholar 

  22. Matsuo, T., Ito, T., Shintani, T.: A Buyers Integration Support System in Group Buying. In: Proceedings of IEEE International Conference on e-Commerce Technology (2004)

    Google Scholar 

  23. Mayer, R.C., Davis, J.H., Schoorman, F.D.: An Integrative Model of Organizational Trust. Academy of Management Review 20, 18–31 (1995)

    Google Scholar 

  24. McAllister, D.J.: Affect and Cognition-Based Trust as Foundations for Interpersonal Cooperation in Organizations. Academy of Management Journal 38, 24–59 (1995)

    Article  Google Scholar 

  25. Muir, B.M.: Trust in automation part I: Theoretical issues in the study of trust and human intervention in automated systems. Ergonomics 37, 1905–1922 (1994)

    Article  Google Scholar 

  26. Paul, D.L., McDaniel, R.R.J.: A field study of the effect of interpersonal trust on virtual collaborative relationship performance. MIS Quarterly 28, 183–227 (2004)

    Google Scholar 

  27. Raghubir, P., Corfman, K.: When Do Promotion Affect Pretial Brand Evaluations? Journal of Consumer Research 36, 211–222 (1999)

    Google Scholar 

  28. Rempel, J.K., Holmes, J.G., Zanna, M.P.: Trust in Close Relationships. Journal of Personality and Social Psychology 49, 95–112 (1985)

    Article  Google Scholar 

  29. Sheth, J.N., Newman, B.I., Gross, B.L.: Why We Buy: A Theory of Consumption Values. Journal of Business Research 22, 159–170 (1991)

    Article  Google Scholar 

  30. Shim, S., Drake, M.F.: Consumer intention to utilize electronic shopping. Journal of Direct Marketing 4, 22–33 (1990)

    Article  Google Scholar 

  31. Tan, S.J.: Strategies for Reducing Consumers’ Risk Aversion in Internet Shopping. The Journal of Consumer Marketing 16, 163–180 (1999)

    Article  Google Scholar 

  32. Urban, G.L., Sultan, F., Qualls, W.J.: Placing Trust at the Center of Your Internet Strategy. Sloan Management Review 42, 39–48 (2000)

    Google Scholar 

  33. Zeithaml, V.A.: Consumer perceptions of price: A means-end model and synthesis of evidence. Journal of Marketing 52, 2–21 (1988)

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. National Pingtung University of Science and Technology, No. 1, Shuefu Rd.,Neipu, Pingtung, 912, Taiwan

    Deng-Neng Chen & Yi-Shan Yang

  2. Providence University, No. 200 Chung-Chi Rd., Salu Dist., Taichung City, 43301, Taiwan

    Yi-Cheng Ku

Authors
  1. Deng-Neng Chen
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Yi-Shan Yang
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Yi-Cheng Ku
    View author publications

    You can also search for this author in PubMed Google Scholar

Editor information

Editors and Affiliations

  1. The University of Illinois, Urbana-Champaign, IL, USA

    Michael J. Shaw

  2. The University of Maryland, Baltimore County, MD, USA

    Dongsong Zhang

  3. HKSAR, City University of Hong Kong, China

    Wei T. Yue

Rights and permissions

Reprints and permissions

Copyright information

© 2012 Springer-Verlag Berlin Heidelberg

About this paper

Cite this paper

Chen, DN., Yang, YS., Ku, YC. (2012). A Trust Perspective to Study the Intentions of Consumers to the Group Buying. In: Shaw, M.J., Zhang, D., Yue, W.T. (eds) E-Life: Web-Enabled Convergence of Commerce, Work, and Social Life. WEB 2011. Lecture Notes in Business Information Processing, vol 108. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-29873-8_15

Download citation

  • DOI: https://doi.org/10.1007/978-3-642-29873-8_15

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-642-29872-1

  • Online ISBN: 978-3-642-29873-8

  • eBook Packages: Computer ScienceComputer Science (R0)

Publish with us

Policies and ethics

Search

Navigation