• Title/Summary/Keyword: Relational Trust

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Effects of Perceived Relational Benefits in Live Commerce on Consumer Trust and Purchase Intention (라이브커머스의 지각된 관계혜택이 소비자 신뢰 및 구매의도에 미치는 영향)

  • Park, Shinyoung;Shin, Su-yun
    • Journal of the Korean Society of Clothing and Textiles
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    • v.45 no.3
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    • pp.464-476
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    • 2021
  • This study empirically investigated the relationship benefits perceived by consumers from a live commerce channel and verified effects on trust in seller/product relationship and purchase intention to establish a strategy for a live commerce channel. An online survey was conducted among 204 women residing in Korea who had watched a video on fashion products shown by the NAVER Shopping channel. The perceived relational benefits from the live commerce channel were extracted into four groups: psychological, social, economic, and customerization benefits. Psychological benefits were found to have a positive effect on trust in seller but not trust in product. Social benefits and customization benefits had a positive effect on both trust in seller and product, but economic benefits had no effect. Trust in seller and in product had positive effects on purchase intention. Understanding consumer response in relation to perceived relationship benefits in live commerce can contribute strengthen consumer behavior research on live commerce channels. These results can guide fashion companies as they develop live commerce marketing strategies.

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

  • AMAWATE, Vibhas
    • Journal of Distribution Science
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    • v.19 no.5
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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).

A Trust Model in a Distributor-Supplier e-Partnership: The Mediating Role of Perceived Risk

  • Kim, Jin-Baek
    • Asia pacific journal of information systems
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    • v.20 no.4
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    • pp.1-23
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    • 2010
  • Some researches insist that, to participate in an e-partnership, a distributor needs a given level of trust to reduce the perceived risk of an e-partnership to his/her own threshold. However, other researches insist that if a distributor has only a given level of trust in his/her suppliers, irrelevant of the perceived risk level, he/she participates in the e-partnership. Thus, from the perspective of a distributor, this study built a trust model in which these two viewpoints were reflected. And then this study examined whether or not perceived risk mediates an influence of trust to e-partnership. The proposed trust model was tested with 265 questionnaires about a distributor-supplier e-partnership in food wholesale markets. The analysis results Indicated that perceived risk partially had a mediating effect between trust and e-partnership Intention. That is, of the two risk types, only perceived performance risk mediated an influence from competence trust to e-partnership intention. Relational risk did not play a mediating role between goodwill trust and e-partnership intention. This result Implies two managerial meanings. First, a distributor Intends to engage In e-partnership with his/her supplier, irrelevant of relational risk's level if goodwill trust level surpasses his/her own threshold. Thus, suppliers should concentrate more effort in developing goodwill trust than in reducing relational risk. To develop goodwill trust, they should endeavor to establish mutual interests and individual trust with their distributor, and to utilize institutional trust bases. Second, a distributor requires a certain competence In his/her suppliers to sufficiently reduce performance risk caused bye-partnership. Thus, to develop competence trust in e-partnership, suppliers should improve on any lack of competence and build a good reputation.

The Influence of the Nature of Trust on Commitment and Relational Citizenship Behavior in BtoB Exchanges Relationships (BtoB 관계에서 신뢰의 내용 및 대상 차원이 관계몰입 및 시민행동에 미치는 영향)

  • 최지호;김재욱;이성근;한계숙
    • Journal of Distribution Research
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    • v.9 no.3
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    • pp.97-118
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    • 2004
  • The primary purpose of this research is to develop and test a model that explains the process of how multidimensional trust in a supplier firm and salesperson through relational commitment influence buyer's relational citizenship behavior. The proposed framework uses a multidimensional conceptualization for the trustworthiness construct such as benevolence and credibility and incorporates two distinct facets of consumer trust, namely, organization trust, and salesperson trust. The authors test the proposed model using data from MD in buying finns.. The tests show the differential effect of trust dimensions on relational commitment and citizenship behavior. The authors discuss the implications of the findings for trust-commitment theory and practice.

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The Impact of Customer Partnership on CRM Success and New CRM Success: The Role of Relational Systems and Trust (고객파트너십이 CRM성과에 미치는 영향에 관한 연구 - 관계시스템과 신뢰의 역할 -)

  • 이현수;이유진;서영호
    • Journal of Korean Society for Quality Management
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    • v.32 no.1
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    • pp.21-39
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    • 2004
  • In recent studies, there has been much interest in the relationship between customer partnership and its effect on CRM success. Yet, there is little empirical work on it. This study empirically examines the relationship between customer partnership and CRM success in Korean companies. The findings indicate that the success of the relational systems(information technology and education/reward) is significantly related to trust to customer and customer partnership. The study also provides empirical evidence that trust and customer partnership is positively related to the new CRM success and the traditional CRM success.

A Study on the Consultant's Pro-social Service Behavior on Relational Embeddedness, Relationship Trust, Relationship Satisfaction and Long-term Relationship Orientation (컨설턴트의 친사회적 서비스가 관계적 배태성, 관계신뢰, 관계만족, 장기관계지향성에 미치는 영향에 관한 연구)

  • Shin, Dong-Ju;Hong, Jung-Wan;You, Yen-Yoo
    • Journal of Digital Convergence
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    • v.13 no.3
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    • pp.95-106
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    • 2015
  • This study aimed to study the relational embeddedness theory which has been actively studied in the fields of marketing and psychology to the consulting industry. This study also aimed to find out if various efforts and pro-social service behavior of the consultant, a service provider in the consulting industry may have a positive effect on customer relationships. The results of the study can be summarized as follows: The pro-social service behavior of the consultant was verified to have a positive effect on relationship trust, relationship satisfaction with customers and relational embeddedness was found to have a positive effect on relationship trust and relationship satisfaction. In addition, relational embeddedness, relationship trust, and relationship satisfaction were found to have a positive effect on long-term relationship orientation.

A Study on the Scope and Determinants of Electronic Collaboration based on IT in Interorganizational Relationships (기업간 거래에서 정보기술을 활용한 전자적 협력의 범위와 선행요인에 관한 연구)

  • Choi, Su-Jeong
    • Journal of Information Technology Applications and Management
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    • v.15 no.4
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    • pp.159-188
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    • 2008
  • This study suggests strategies which can enable to creation of new opportunities of competitive advantages while operating a long lasting and consistent business with major trading partners, based on interorganizational information systems (IOISs) specially established and installed for interorganizational transactions. Nowadays, IOISs based mechanism having been widely expanded as a conventional business infrastructure for the interorganizational transactions and/or exchanges, it is customary difficult to obtain any strongly sound advantage over the competitors who have adopted even the simplest deployment of the IOIS mechanisms. In this connection, this study intends to investigate the interorganizational collaborative activities conducted by under the auspicious of IOISs, focused on the prospect of the exploitation of IOISs rather than the implementation of the IOISs. In this study, we, firstly, suggest the concept of Electronic Collaboration which can be defined by the collaborative activities conducted by IOISs, compared to the ones conducted on off-line. In addition, we suggest the Electronic Collaboration as a multi-dimensional concept, constituted by three sub-constructs, the Electronic Information Sharing (EIS), the Electronic Joint Activity (EJA), and the construction of the Electronic Relational Knowledge Store (ERKS). Secondly, we empirically verify the effects of relational and environmental determinants on the Electronic Collaboration. In this study, the relational determinants relate to the variables created in interorganizational relationship like Trust, Influence, Relational Specific Asset-asset invested for the transaction-, and Continuity of the relationship. On the other hand, the environmental determinants relate to the variables surrounding the relationship which are difficult to control. We consider Product Complexity, Technological Uncertainty, and Market Variability as the domain of the environmental determinants. To test our hypotheses, we conducted both paper-based survey and online-based survey. After refining the data with missing responses, a total of 150 data was used for analysis. The results were as follows : Firstly, it is statistically significant that the Electronic Collaboration is composed of EIS, EJA, and ERKS. In particular, the results imply that the firms are able to accumulate relational knowledge base as well as to exchange information or knowledge, and to conduct joint activities through effort to further expand the Electronic Collaboration. Secondly, we have verified the individual effects of the relational and the environmental determinants on the Electronic Collaboration. Product Complexity has been revealed as the most influential variable affecting the Electronic Collaboration. Next, Interorganizational Trust and Technological Uncertainty, in that order, have been seen to have significant effects on the Electronic Collaboration. In other words, when products or services seem to be difficult to standardize, and the core technologies seem to rapidly change, the need for the Electronic Collaboration increase. In addition, the observation dictates that the interorganizational trust turns out to be a critical variable in building a relationship and in seeking further collaboration. The results, further, illustrate that the environmental determinants are relatively more effective than the relational determinants, which is not consistent with a few prior researches relational determinants emphasized. It is because this study doesn't consider the size of the firm. A few researchers have given an emphasis on the relational determinants like trust and influence, especially from the perspective of small firms in interorganizational relationship. However, in our study, where all the sizes of the firms are contained, electronic collaboration is considerably affected by the environmental determinants.

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The effects of Patient Trust on Relationship Commitment in Healthcare Settings (의료서비스에 대한 환자신뢰가 관계몰입에 미치는 영향)

  • Ghoi, Jin-Hee;Lim, Jung-Do
    • The Korean Journal of Health Service Management
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    • v.4 no.1
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    • pp.1-10
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    • 2010
  • The purpose of this study is to investigate the effects of provider and consumer characteristics, and patient trust on relational commitment among healthcare customers of an university hospital, and to suggest some implications for improving customer relation management of hospitals. Data were collected from 250 patients of an university hospital located in Ulsan using structured self-administered questionnaire. Major result of the analysis is as follows: First, study variables are significantly varied by age and income among socio-economic factors. Second, assurance, and empathy among provider characteristics and customer satisfaction and reputation among consumer characteristics are found to be significant affecting factors on patient trust. Third, trust affects significantly both on re-visit and recommendation among relationship commitment, while reputation affects on re-visit and customer satisfaction and reputation affect on recommendation. Above results imply that relationship management strategy for enhancing patient trust is crucial to improve competitiveness of hospitals in turbulent competition environment.

The Effect of Relational Commitment on Long-Term Relationship among Domestic Apparel Firms & Cooperative Companies (국내 의류업체와 협력업체간의 관계결속이 장기거래관계에 미치는 영향)

  • Hwang, Sun-Jin;Cho, Hyun-Joo;Byun, Yoo-Sun
    • Journal of the Korean Home Economics Association
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    • v.45 no.2
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    • pp.23-31
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    • 2007
  • The purpose of this study was to investigate relational commitment variables-trust & commitment- effect on long-term relationship between domestic apparel firms & cooperative companies. Also this study was to examine the significant of the relationship among communication, conflict, satisfaction, & trust & commitment. The data used to teat the model were collected in a survey from 172 domestic apparel firm's outsourcing managers & was analyzed by confirmatory factor analysis & path analysis. The major results of the study were summarized as follows: 1. Communication & conflict were found to be significantly related to the satisfaction. Also, communication hade a negative effect on conflict. 2. Satisfaction was found to be significantly related to trust & commitment. & the more trust the firms had with their cooperative companies, the more commitment the firms had in the outsourcing. 3. Trust & commitment were found to be significantly related to the long-term relationship.

The Impact of Structural and Relational Social Capital on SNS User Satisfaction and Continuous Information Sharing Intention (구조적 및 관계적 사회 자본이 SNS 이용자 만족도와 지속적 정보공유 의도에 미치는 영향)

  • Kim, Yoo-Jung
    • Journal of the Korea Society of Computer and Information
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    • v.19 no.12
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    • pp.287-298
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    • 2014
  • This study is to identify how social capital is accumulated and used in SNS space, furthermore, is to examine the impact of structural and relational social capital on SNS user satisfaction, and continuous intention of information sharing. The empirical test showed that social interaction ties have a significant and positive impact on relational social capital(trust in SNS site, trust in SNS user, reciprocity). In addition, it was proven that trust in SNS site played a critical role in satisfying SNS user whereas trust in user and reciprocity was not related to SNS user satisfaction. Finally, trust in SNS site and reciprocity were proven to be key determinants of continuous information sharing intention, whereas trust in user was not related to continuous information sharing intention.