• 제목/요약/키워드: Offline Trust

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멀티채널 쇼핑상황에서 신뢰, 불확실성, 거래비용 및 뉴로티시즘이 지속구매의도에 미치는 영향 (Influence of Trust, Uncertainty, Transaction Cost, and Individual's Neuroticism on Continuous Purchase Intentions in the Context of Multi-channels Shopping)

  • 전현규;이건창
    • 감성과학
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    • 제19권4호
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    • pp.41-54
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    • 2016
  • 온라인 상거래가 일상의 한 행위로 자리 잡은 요즈음 오프라인 채널과 온라인 채널 간의 간극이 점점 좁혀지고 있다. 즉, 종전에는 오프라인 상에서의 소비자 구매행위와 온라인상에서의 소비자 구매행위가 판이하게 달랐으나 온라인상에서의 다양한 상거래가 보편화되면서 이제는 온라인상에서의 구매행위에 대한 연구가 활발하게 이뤄지고 있다. 그러나, 아직도 오프라인상에서의 신뢰가 온라인 구매행위에 미치는 영향에 관한 연구가 피상적인 수준에 머물러왔다. 이에 본 연구에서는 기존 연구의 한계를 극복하기 위하여 개인이 느끼는 뉴로티시즘 성향이 온라인상에서 사용자가 느끼는 불확실성, 거래비용, 그리고 만족 및 지속구매의도에 미치는 조절효과를 체계적으로 분석하고자 한다. 406부의 유효한 설문지를 토대로 분석한 결과, 사용자가 느끼는 거래비용은 온라인쇼핑 지속구매의도에 부의 효과를 미치고 있지만, 만족에는 통계적으로 유의한 영향을 미치지 않는 것으로 나타났다. 또한, 사용자가 가지고 있는 뉴로티시즘 성향은 온라인쇼핑 지속구매의도와 그 영향 요인들 간의 모든 관계에서 유의한 조절효과를 보이고 있는 것으로 나타났다.

Time Lost forever: Relational bonds of watch manufacturers with retailers in India

  • AMAWATE, Vibhas
    • 유통과학연구
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    • 제19권5호
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    • pp.23-34
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    • 2021
  • Purpose: This study identifies the critical elements of relationship management required to be studied in distribution sciences to create a relational bond of watch manufacturers with their retailers in India. The offline watch retail market is undergoing a rapid transformation due to technology intervention in the product portfolio and the advent of online retailing. The study identifies the interrelationships amongst the constructs of interdependence, trust, affective commitment, and information exchange to form long-lasting relational bonds in the watch industry. Research design, data and methodology: We used a path analysis to investigate the relationship between interdependence, trust, affective commitment, and information exchange. Data has been collected from 143 watch retailers using judgmental sampling method. Results: The data analysis suggested the establishment of measurement and structural model. The absolute and relative goodness of fit models in the causal analysis are 0.628 and 0.959 suggesting a sufficient fit index. Based on the analysis of direct and indirect effects, the results indicate that trust fully mediates the effect of interdependence and information exchange of retailers with the manufacturer. Conclusions: Trust plays an important role in driving commitment and information exchange between watch manufacturers and retailers. Interdependence in the manufacturer-channel relationships would lead to affective commitment only when trust exists in the relationship. [AMAWATE, Vibhas.] in Web of Science and Scopus).

온라인 패션 유통업체의 오프라인 채널 확장에 대한 소비자 평가와 채널 통합 수준 (Understanding Offline Channel Expansion for Online Fashion Retailers and Channel Integration)

  • 박신영;이유리;최윤정
    • 한국의류학회지
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    • 제42권6호
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    • pp.909-923
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    • 2018
  • Online retailers' offline channel expansion is rapidly growing as an important consumer incentive strategy, despite the enormous initial costs of establishing a store. This study focuses on the offline channel operation of online shopping malls, and examines the effects and influencing factors of the channel expansion strategy from a consumer perspective. In-depth interviews were conducted with ten customers in their 20s and 30s who had visited online retailers' stores or purchased products. Major issues were extracted based on the framework of a channel effect mechanism proposed by Cao and Li (2015). Subsequently, it was found that existing online retailers could enhance brand image and perception by expanding their channels to offline stores. It was also emphasized that the consumer trust on the quality of the product in offline stores is a key variable, and it has a significant influence on consumer's continuous purchase and revisit intention. This study showed that borderless channel integration was the most important task when expanding channels of online retailers. So it will be necessary to strive for an omni-channel strategy so that channel integration can be strategically executed and consumers can interact regardless of channels.

인지된 위험의 유형이 소비자 신뢰 및 온라인 구매의도에 미치는 영향 (The Impact of Perceived Risks Upon Consumer Trust and Purchase Intentions)

  • 홍일유;김우성;임병하
    • Asia pacific journal of information systems
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    • 제21권4호
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    • pp.1-25
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    • 2011
  • Internet-based commerce has undergone an explosive growth over the past decade as consumers today find it more economical as well as more convenient to shop online. Nevertheless, the shift in the common mode of shopping from offline to online commerce has caused consumers to have worries over such issues as private information leakage, online fraud, discrepancy in product quality and grade, unsuccessful delivery, and so forth, Numerous studies have been undertaken to examine the role of perceived risk as a chief barrier to online purchases and to understand the theoretical relationships among perceived risk, trust and purchase intentions, However, most studies focus on empirically investigating the effects of trust on perceived risk, with little attention devoted to the effects of perceived risk on trust, While the influence trust has on perceived risk is worth studying, the influence in the opposite direction is equally important, enabling insights into the potential of perceived risk as a prohibitor of trust, According to Pavlou (2003), the primary source of the perceived risk is either the technological uncertainty of the Internet environment or the behavioral uncertainty of the transaction partner. Due to such types of uncertainty, an increase in the worries over the perceived risk may negatively affect trust, For example, if a consumer who sends sensitive transaction data over Internet is concerned that his or her private information may leak out because of the lack of security, trust may decrease (Olivero and Lunt, 2004), By the same token, if the consumer feels that the online merchant has the potential to profit by behaving in an opportunistic manner taking advantage of the remote, impersonal nature of online commerce, then it is unlikely that the merchant will be trusted, That is, the more the probable danger is likely to occur, the less trust and the greater need to control the transaction (Olivero and Lunt, 2004), In summary, a review of the related studies indicates that while some researchers looked at the influence of overall perceived risk on trust level, not much attention has been given to the effects of different types of perceived risk, In this context the present research aims at addressing the need to study how trust is affected by different types of perceived risk, We classified perceived risk into six different types based on the literature, and empirically analyzed the impact of each type of perceived risk upon consumer trust in an online merchant and further its impact upon purchase intentions. To meet our research objectives, we developed a conceptual model depicting the nomological structure of the relationships among our research variables, and also formulated a total of seven hypotheses. The model and hypotheses were tested using an empirical analysis based on a questionnaire survey of 206 college students. The reliability was evaluated via Cronbach's alphas, the minimum of which was found to be 0.73, and therefore the questionnaire items are all deemed reliable. In addition, the results of confirmatory factor analysis (CFA) designed to check the validity of the measurement model indicate that the convergent, discriminate, and nomological validities of the model are all acceptable. The structural equation modeling analysis to test the hypotheses yielded the following results. Of the first six hypotheses (H1-1 through H1-6) designed to examine the relationships between each risk type and trust, three hypotheses including H1-1 (performance risk ${\rightarrow}$ trust), H1-2 (psychological risk ${\rightarrow}$ trust) and H1-5 (online payment risk ${\rightarrow}$ trust) were supported with path coefficients of -0.30, -0.27 and -0.16 respectively. Finally, H2 (trust ${\rightarrow}$ purchase intentions) was supported with relatively high path coefficients of 0.73. Results of the empirical study offer the following findings and implications. First. it was found that it was performance risk, psychological risk and online payment risk that have a statistically significant influence upon consumer trust in an online merchant. It implies that a consumer may find an online merchant untrustworthy if either the product quality or the product grade does not match his or her expectations. For that reason, online merchants including digital storefronts and e-marketplaces are suggested to pursue a strategy focusing on identifying the target customers and offering products that they feel best meet performance and psychological needs of those customers. Thus, they should do their best to make it widely known that their products are of as good quality and grade as those purchased from offline department stores. In addition, it may be inferred that today's online consumers remain concerned about the security of the online commerce environment due to the repeated occurrences of hacking or private information leakage. Online merchants should take steps to remove potential vulnerabilities and provide online notices to emphasize that their website is secure. Second, consumer's overall trust was found to have a statistically significant influence on purchase intentions. This finding, which is consistent with the results of numerous prior studies, suggests that increased sales will become a reality only with enhanced consumer trust.

스키마 관점에서 살펴본 인터넷 쇼핑몰 선택에 대한 소비자행동의 이해: Bricks & Clicks와 Pure-Player 인터넷 쇼핑몰 비교를 중심으로 (Empirical Analysis of Consumer Behavior on the Internet Shopping Mall Choice from the Schema Perspective: Comparison Between Bricks & Clicks and Pure-Player Shopping Mall)

  • 정남호;이건창
    • Asia pacific journal of information systems
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    • 제17권4호
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    • pp.165-186
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    • 2007
  • With the advent of a wide variety of Internet shopping malls, consumers can choose a best appealing shopping mall from among the Bricks-and-Clicks and Pure-Player malls. Pure-Players launched their operation grandiosely with the early stage of Internet use in 1995. However, after the burst of Dot-com company bubbles in 1997, Pure-Players introduce various types of business models to meet potential needs of consumers. While Pure-Players suffer skeptical views from market analysts as well as consumers, traditional offline companies learned important lessons from Dot-com companies collapse phenomena, and expanded their business channels into online in the name of Bricks-and-Clicks. Nowadays, Bricks-and-Clicks successfully establish in the market as one of reliable business partners among consumers. Therefore, it is no surprise that recent competitions between Bricks-and Clicks and Pure-Players become fiercer than ever to attract potential customers to their websites. In this situation, consumers can choose a shopping mall to their best satisfaction. Consumers can enjoy both offline and online options for shopping because Bricks-and Clicks provide both offline and online channels to consumers, which is compared with Pure-Players offering only online channel. Offline channel is unique in providing consumers with chances to touch and feel target products and services. Meanwhile, online channel is considered very viable and convenient shopping options for consumers. In this respect, it is easily assumed that consumers will show different online shopping behavior when they have to choose either Bricks-and-Clicks mall or Pure-Player mall for the sake of shopping. Remaining research issue in this case is how much consumers' schema would influence online shopping behavior between Bricks-and-Clicks and Pure-Players. Basically, schema is a framework for synthetic information recognition that individual consumers have and is very characteristic in that it focuses not on fragmentary facts but on the combination of various causes affecting results. Consumers' schema is closely represented by trust, structural assurance, and perceived relative advantage towards a specific type of shopping mall. In literature, there exist a lot of studies comparing Bricks-and-Clicks and Pure-Players. However, there is no study to pursue the analysis of consumer behaviors comparing Bricks-and Clicks and Pure-Players from the schema perspective. Therefore, this study aims to investigate this research gap. Empirical analysis is adopted by garnering valid questionnaires from 514 Internet shopping mall users. 237 were mainly using Bricks-and-Clicks for shopping, while 277 were found to visit Pure-Players for shopping. PLS was applied to analyze the survey data to verify the proposed research hypotheses. Findings from the empirical test results are as follows. First, consumers perceive more trust and relative advantage in Pure-Players, comparing with Bricks-and-Clicks. This result is against widely-accepted perception that Bricks-and-Clicks would be perceived by consumers as more trustworthy and relatively advantageous because they have offline reputation and stores. Therefore, it becomes more obvious that Internet is becoming daily necessaries, and consumers increasingly feel very comfortable in using the Internet for their own personal purposes. Second, consumers have firm faith in transaction safety, regardless Bricks-and-Clicks and Pure-Players. This seems due to the fact that most of shopping malls showing dubious transaction safety have no place in the market. In a nutshell, empirical results tell us that Pure-Players will grow very much in the future, to the extent that consumers perceive no difference in comparison with Bricks-and-Clicks. Besides, consumers' schema accumulated through trust and perceived relative advantage plays crucial role in determining consumer behavior.

O2O 플랫폼 내 서비스 품질 신호가 온라인 음식 배달 서비스 성공에 미치는 영향 (The Impact of Service Quality Signals on the Success of Online Food Delivery Services on O2O Platforms)

  • 송민기;이승훈;이건웅
    • 경영정보학연구
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    • 제24권3호
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    • pp.43-68
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    • 2022
  • 최근 온라인 음식배달 수요가 증가하면서 O2O(Online to Offline) 플랫폼 기반 음식배달 비즈니스 성공요인에 대한 연구의 중요성이 커지고 있다. 본 연구는 정보 비대칭성 관점에서 음식배달 플랫폼 내 음식점의 핵심 서비스 속성 중 하나인 위생성 정보의 노출이 음식 판매에 미치는 영향을 분석한다. 국내 최대 음식배달 플랫폼에 등록된 1,146개 음식점을 대상으로 위생성(위생인증), 상호작용성(리뷰 응답률), 신뢰성(프랜차이즈), 인기도(찜수) 요인이 비즈니스 성공(음식 판매)에 미치는 영향을 알아보고자, 선형회귀분석을 실시하였다. 연구 결과, 위생성, 신뢰성, 인기도 속성이 성공에 긍정적인 영향을 미치는 것으로 나타났다. 특히 위생성이 높은 음식점의 경우, 상호작용성과 신뢰성이 음식판매에 미치는 정(+)의 영향이 더 커지는 것을 확인하였다. 본 연구는 위생성을 중심으로 O2O 플랫폼 내 비즈니스 성공요인을 분석하고, 음식점 관리자를 위한 새로운 경영전략을 제시하였다는 점에서 실무적 가치가 있다. 학술적으로는 서비스 품질 신호가 음식배달 플랫폼에서 성공에 미치는 영향을 실증적으로 규명하였다는 점에서 연구의 의의가 있다.

오프라인 화장품 구매경로에서 판매원의 판매설득전술이 고객의 심리적의무감과 판매원 신뢰, 재구매의도에 미치는 영향: 지각된 서비스 품질을 조절효과로 (Effects of Seller's Influence Tactics on Customer's Psychological Obligation, Trust, and Repurchase Intention in Offline Cosmetics Selling Channel: Moderating Effect of Perceived Service Quality)

  • 강병준;이호택
    • 벤처창업연구
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    • 제17권5호
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    • pp.205-221
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    • 2022
  • 본 연구에서는 오프라인 화장품 구매경로에서 판매원의 판매설득전술이 고객의 심리적의무감, 판매원에 대한 신뢰와 재구매의도에 미치는 영향을 파악하고자 하였으며, 고객에게 지각된 서비스품질의 조절효과를 살펴보고자 한다. 이를 위해 오프라인 화장품 구매경로를 통해 제품을 구매한 적이 있는 298명의 고객을 대상으로 설문조사를 진행하여 구조방정식 모형을 통해 분석을 실시하였다. 연구의 결과로 첫째, 판매원의 설득전술 중, 감성자극 전술(H1a), 고객환심사기 전술(H1d), 개인적 호소 전술(H1e)은 고객의 심리적의 무감에 영향을 미치는 것으로 나타났으며, 감성자극 전술(H2a), 제안설득 전술(H2b), 정보제공 전술(H2c), 고객환심 전술(H2d)이 판매원에 대한 신뢰에 영향을 미치는 것으로 나타났다. 둘째, 심리적의무감은 고객의 재구매의도에 정(+)의 영향을 미치지 않는 것으로 나타났으며, 고객의 판매원에 대한 신뢰는 재구매의도에 정(+)의 영향을 미치는 것으로 나타났다. 셋째, 지각된 서비스품질은 심리적의무감과 재구매의도, 판매원에 대한 신뢰와 재구매의도 사이에서 모두 유의한 조절효과를 나타냈다. 판매설득전술에 대한 기존 선행연구들에서는 제한적으로 하위 변수를 특정하여 설득전술을 살펴본 연구가 다수였으며, 재구매의도와 같은 마케팅적 요소를 확인한 연구 역시 미비하였다. 따라서 본 연구를 토대로 확인된 실증적 연구의 결과는 향후의 진행될 연구에 판매원의 설득전술에 대한 기준이나 방향성에 도움을 줄 수 있을 것으로 예상된다. 아울러, 본 연구에서는 오프라인 화장품 매장을 관리 및 운영하는 소상공인들을 대상으로 종업원 교육 및 관리에 도움을 제공할 수 있는 시사점과, 고객에게 지각되는 서비스품질을 높이기 위해 전략적으로 수립해야하는 판매 전략에 대한 시사점을 기술하였다.

프랜차이즈 기업가 열정이 기업신뢰, 일체감, 그리고 충성도에 미치는 영향 (The Effect of Franchise Entrepreneurial Passion on Corporate Trust, Identification, and Loyalty)

  • 박흥진;한상호;김은정
    • 한국프랜차이즈경영연구
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    • 제8권3호
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    • pp.17-27
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    • 2017
  • Purpose - In align with the increasing competition in both online and offline franchise markets caused by the increasing impact of social networking service, entrepreneurial passion(EP) of the franchise owners has crucial impact on the stakeholders. This study proposed the customer among stakeholders has the critical influence firm's success and examined the structural relationship between entrepreneurial passion(EP) and trust, identification, and loyalty from the customer's perspective. Research design, data, and methodology - This study examines the structural relationship between entrepreneurial passion(EP), trust, identification, and loyalty from the customer's perspective. More specifically, the EP were measured using three sub-dimensions such as EP-inventing(Perceived passion for inventing), EP-founding(Perceived passion for foundting), and EP-developing(Perceived passion for developing). In order to verify the research purposes, research model and hypotheses were developed. All constructs were measured with multiple items developed and tested in the previous studies. Each item was measured on a 7 point Likert-scale anchored by '1 = strongly disagree, 7 = strongly agree'. The data were collected from 449 franchise consumers through online survey and were analyzed using SPSS 21.0 and Smart PLS 3.0. statistical program. Result - The results of this study are as follows. First, EP-inventing and EP-developing have significant impacts on corporate trust. Second, EP-founding does not have significant impact on corporate trust. Third, EP-inventing and EP-founding have significant impacts on consumer identification. Fourth, EP-developing does not have impact on identification directly, but does indirectly through corporate trust as a mediator. Fifth, corporate trust and identification have significant impacts on loyalty. Conclusions - This indicates that the foodservice franchise CEOs should continuously develop new menus and service to fulfill customer needs. EP-inventing of the food franchise CEOs may enhance customer trust for higher quality of product or service, and EP-developing can also be a driving force for customer trust as it embeds belief in customers that the franchise is sustainably developing. Also, food franchise CEOs should first clarify the support process for the existing brands before developing new ones. Customers tend to lead the trend by using brands that satisfy new trends in the foodservice franchise market, and it could have identification with the trend-setting franchise. Customers do not accept if a company is different from their personal image or norms. So the franchise CEOs must create identification with customers by building corporate trust. Corporate trust influences consumer behavior and emotion, thus the franchises need to secure trust by improving product or service continuously.

온라인과 오프라인이 융합된 성공적 산업클러스터의 프레임워크 (A Framework for Success of Industrial Clusters: The Fusion of Online and Offline Businesses)

  • 이준섭;장형욱
    • 한국산업정보학회논문지
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    • 제11권3호
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    • pp.96-107
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    • 2006
  • 본 연구에서는 중소기업 위주의 산업클러스터에 속한 오프라인기업들이 전자상거래를 도입함에 따라서 획득할 수 있는 효익을 분석한다. 현재 우리나라에서 새로운 산업진흥책으로 채택되고 있는 산업클러스터에 있어서 온라인과 오프라인이 융합되었을 경우 얻을 수 있는 효익을 분석하고 그 효익을 기반으로 경영성과의 향상을 도모할 수 있는 방향을 모색함으로써 산업클러스터의 성공적 프레임워크를 제시하고자 한다. 국내 항만물류클러스터에 속한 73개 오프라인기업들을 대상으로 한 분석에서 정보의 공유비용절감, 가치추가 서비스, 고객관계, 신뢰증진, 마케팅 효을성 등 여섯 가지 효익요인이 추출되었으며 이들 요인을 독립변수로 하여 재무성과, 고객성과, 내부프로세스 성과, 학습 및 성장성과 등 네 가지 경영성과 항목 각각에 대해 회귀분석을 행하였다. 그 결과 각각의 효익변수들이 네 가지 경영성과 항목 중 한 개 또는 그 이상의 항목에 유의한 영향을 미치는 것으로 나타났다.

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Investigating Utility, Attitude, Intention, and Satisfaction of Skill-Sharing Economy

  • La, Soo-Jung;Cho, Yooncheong
    • 산경연구논집
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    • 제10권1호
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    • pp.39-49
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    • 2019
  • Purpose - Previous studies examined effects of sharing economy in the fields such as accommodation and automobile sector, while there are lack of researches in the field of skill-sharing economy. By classifying skill-sharing into general and special skill-sharing, this study explored effects of variables such as transaction utility, social utility, sustainability utility, emotional utility, economic utility, and trust utility, on attitudes, intention, satisfaction, and loyalty of demand (i.e., customers) and supply (i.e., providers) sides, potential, and actual customers. Research design, data, and methodology - Data were collected via both online and offline surveys. This study applied factor analysis and multiple regression analysis for findings. Results - Results show that utilities for general suppliers' skill-sharing are significant than other cases. Among utilities, this study found that trust utility shows significant for the cases of special customers', general suppliers' and special suppliers' potential skill-sharing. The results implies that trust is crucial in the transaction of the sharing economy. Conclusions - Enhanced managerial systems help resolve issues on the sharing economy. This study provides implications what are positive effects of skill-sharing economy and recommends proper establishment of the sharing economy.