• Title/Summary/Keyword: Trust in seller

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오픈 마켓상의 제공 정보에 대한 만족도가 구매자의 거래 의향에 미치는 영향에 관한 연구 (The Impact of the Information's Satisfaction in the e-Marketplace on the Buyer's Transactions Intention)

  • 김명수
    • 정보처리학회논문지D
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    • 제16D권1호
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    • pp.145-152
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    • 2009
  • 인터넷의 성장과 이용자 수의 증가는 인터넷이란 매체를 상거래를 위한 새로운 장소로 부각시켰으며, 전자상거래의 눈부신 발전을 이끌었다. 최근 오픈 마켓의 급속한 성장은 이 같은 추세를 나타내는 대표적인 예로 제시될 수 있다. 그러나 온라인 상거래는 비대면 접촉이라는 한계를 지니고 있어 소비자들에게 어떻게 신뢰를 제공해 거래를 성사시키느냐가 사업 성공의 관건이라고 할 수 있다. 이에 따라 오픈 마켓에서는 소비자의 신뢰 형성을 위해 다양한 정보를 제공하고 있다. 본 연구에서는 오픈 마켓에서 제공되는 다양한 정보들에 대한 만족이 실제 구매자의 거래 의향에 어떤 영향을 미치는지 그리고 소비자들이 거래를 할 경우, 어떤 정보에 가장 의존하는지를 분석하였다. 분석 결과, 거래 시스템과 관련한 정보, 판매자 관련 정보, 과거 구매자들의 구매후기 피드백 정보 등에 대한 만족도와 구매자의 거래 의향은 서로 긍정적인 관계에 있었으며, 이들 중에서도 거래 시스템 관련 정보와 기존 고객의 피드백 만족도가 판매자 관련 정보보다 실제 거래 의향에 더 큰 영향을 미치는 결과를 나타냈었다.

라이브커머스에서 가상실재감의 효과와 결정요인 연구: 라이브쇼핑 매체 및 인플루언서 특성을 중심으로 (A Study on the Effect and Determinants of Virtual Presence in Live Commerce: Focusing on the Characteristics of Live Shopping Media and Influencers)

  • 최수정;김태경
    • 한국정보시스템학회지:정보시스템연구
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    • 제32권1호
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    • pp.23-51
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    • 2023
  • Purpose: Live commerce is a new type of electronic commerce in combination with live streaming services. It is expected to increase virtual presence in the context of online shopping by overcoming a lack of social interactions between sellers and buyers which have been raised as a limitation in electronic commerce. Drawing on the studies of communication media, this study examines how live commerce contributes to the increase of virtual presence which consists of telepresence and social presence. Telepresence refers to a buyer's perception that he or she is present at the physical shopping mall during live shopping streaming whereas social presence refers to a buyer's perception of social interaction with a seller which is human warm, social, sensitive, and personal. In this study, we verify key determinants of virtual presence and its consequences. More specifically, this study proposes virtual presence contributes to the increase of buyers' trust in products and further purchase intentions. Furthermore, we verify influential factors of virtual presence from the technical and influencer perspectives of live commerce. Design/methodology/approach: To test the proposed hypotheses, the partial least squares (PLS) analysis is conducted with a total of 250 data collected on users with experience in the TaoBao live streaming shopping platform. Findings: The results show that first, telepresence and social presence are increased by visibility, media richness and attractiveness in the context of live shopping streaming. Second, buyers' trust in product trust and purchase intentions are positively influenced by telepresence and social presence. Finally, buyers' trust in product has a direct, positve effect on their purchase intentions. Overall, the findings offer new insights into the studies of electronic commerce by introducting the concepts of virtual presence and media richness from the literature of communication media in the field of live commerce.

독립보증상의 수익자에 의한 부당청구(unfair calling)에 관한 연구 (A Study on the Unfair Calling under the Independent Guarantee)

  • 오원석;손명옥
    • 무역상무연구
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    • 제42권
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    • pp.133-160
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    • 2009
  • In International trade the buyer and seller are normally separated from on another not only by distance but also by differences in language and culture. It is rarely possible for the performance of obligations to be simultaneous and the performance of contracts therefore calls for trust in a situation in which the parties are unlikely to feel able to trust each other unless they have a longstanding and successful relationship. Thus the seller under an international contract of sale will not wish to surrender documents of title to goods to the buyer until he has at least an assurance of payment, and no buyer will wish to pay for goods until he has received them. A gap of distrust thus exists which is often bridged by the undertaking of an intermediary known and trusted by both parties who will undertake on his own liability to pay the seller the contract price in return for the documents of title and then pass the documents to the buyer in return for the reimbursement. This is a common explanation of the theory behind the documentary letter of credit in which the undertaking of a bank of international repute serves as a "guarantee" to each party that the other will perform his obligations. The independence principle, also referred to as the "autonomy principle", is at the core of letter of credit or bank guarantee law. This principle provides that the letter of credit or bank guarantee is independent of the underlying contractual commitment - that is, the transaction that the credit is intented to secure - between the applicant and the beneficiary ; the credit is also independent of the relationship between the bank and its customer, the applicant. The most important exception to the independence principle is the doctrine of fraud in the transaction. A strict interpretation of the rule that the guarantee is independent of the underlying transaction would lead to the conclusion that neither fraud nor manifest abuse of rights by the beneficiary would constitute an objection to payment. There is one major problem related to "Independent guarantees", namely abusive or unfair callings. The beneficiary may make an unfair calling under the guarantee. The countermeasure of beneficiary's unfair calling divided three cases. First, advance countermeasure namely by contract. In other words, when the formation of the contract, the parties must insert the Force Majeure Clause, Arbitration Clause to Contract, and clear statement to the condition for demand calling. Second, post countermeasure namely by court. Many countries, including the United States, authorize the courts to grant an order enjoining the issuer from paying or enjoining the beneficiary from receiving payment under the guaranty letter. Third, Export Insurance. For example, the Export Credit Guarantees Department is prepared, subject to certain conditions, to cover the risk of unfair calling. Of course, KEIC in Korea is cover the risk of the all things for guarantees. On international projects, contractor performance is usually guaranteed by either a standby letters of credit or Independent guarantee. These instruments will be care the parties.

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서비스전달 특성과 충성도 관계에서 감정적 몰입의 매개역할: 백화점 중심으로 (The Mediating Role of Affective Commitment in Explaining Relationship between Characteristics of Service-offer and Loyalty: Focused on Department Stores)

  • 최철재;허영수
    • 한국콘텐츠학회논문지
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    • 제14권10호
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    • pp.255-269
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    • 2014
  • 본 연구는 백화점 판매원의 서비스전달 특성과 고객만족, 신뢰, 감정적 몰입, 충성도 간의 관계를 확인하고, 감정적 몰입의 매개역할을 조사하였다. 수집된 자료는 SPSS 21.0과 AMOS 20.0을 이용하여 연구가설을 검증하였다. 연구결과로는 첫째, 서비스개별 능력 및 서비스신뢰성은 만족에 긍정적으로 영향을 미쳤지만, 서비스능력은 영향이 없었다. 또한 서비스신뢰성은 신뢰에 정(+)의 영향을 준 반면, 서비스개별화 능력과 서비스역량은 신뢰에 영향이 없는 것으로 확인되었다. 둘째, 고객만족은 신뢰 및 감정적 몰입에 정(+)의 영향을 주었지만 충성도에는 영향이 없었고, 신뢰는 감정적 몰입과 충성도에 정(+)영향이 있었다. 셋째, 고객의 감정적 몰입은 충성도에 정(+)영향이 있었다. 또한 고객신뢰 및 만족과 충성도 관계에서 감정적몰입이 매개효과를 가지는 것으로 나타났다. 이는 판매자-구매자 관계가 역동적임을 의미한다. 마지막으로 본 연구결과를 통해서 고객관계에서 몰입의 발전전략을 논의하였으며, 향후 연구방향을 제안하였다.

저결속 구매자-판매자 관계에서 관계해지의 완화요인과 촉진요인 (Alleviating and Promoting Factors on Dissolution Intention in Low Commitment Buyer-Seller Relationships)

  • 오세조;강보현;김상덕
    • 한국유통학회지:유통연구
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    • 제9권3호
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    • pp.21-47
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    • 2004
  • 본 연구는 아직까지 미개척 연구 분야인 관계해지의 과정에 대한 이론적 고찰을 바탕으로 하여, 저결속 상태의 구매자-판매자 관계에서 관계해지 의도를 완화시키는 요인들(의존, 협 력, 커뮤니케이션, 관계규범, 거래특유투자, 관계종결비용, 만족, 그리고 신뢰)과 관계해지의도를 촉진시키는 요인들(기회주의, 갈등, 목적불일치, 대안의 매력도, 그리고 불공정성)을 제시하고, 이를 실증적으로 검토한 것이다. 국내 외식 프랜차이즈 산업 선두업체의 300개 가맹점을 표본 추출하여 그 중, 결속상태가 낮은 79개 가맹점과 본부와의 관계를 대상으로 검증한 결과, 만족, 커뮤니케이션, 의존, 관계규범, 그리고 신뢰는 관계해지 의도를 유의적으로 완화시켰고, 불공정성, 갈등, 그리고 목적불일치는 관계해지 의도를 유의적으로 촉진시켰다. 그러나 협력, 거래특유투자, 관계종결비용, 대안의 매력도, 그리고 기회주의는 통계적으로 유의한 영향을 미치지 않은 것으로 나타났다.

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신용장(信用狀) 거래(去來)에 있어 신의성실(信義誠實) 원칙(原則)의 적용(適用)에 관한 고찰(考察) (A Study on the Application of Principle of Good Faith in L/C Base Transaction)

  • 신군재;김경배
    • 무역상무연구
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    • 제22권
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    • pp.173-197
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    • 2004
  • Letter of Credit between buyer and seller in International Trade Transaction is the means of payment which makes International Trade operate smoothly by guaranteeing an exporter against non-payment and an importer against non-delivery. Therefore, the parties to a sale apply UCP500 established by the International Chamber of Commerce, in accordance with principle of the freedom of contract among the parties concerned, to look to their own legal stability. However, we may recognize some cases to have been applied principle of faith and trust, one of the dominant principles of the civil law, by the Korean Supreme Court and other cases to have not been applied that principle by the Korean Supreme Court. The Court shall apply UCP500 strictly as long as the parties concerned adopt UCP500 in view of the legal stability. In other words, in case that the Court applies principle of faith and trust to the case related to L/C, this rule - principle of faith and trust - should apply to the subject matter which have not stipulated in UCP500 under certain restriction. We suggest keeping in mind points to korean companies as follows; First, the parties to a sale shall understand L/C basis transaction and principles related to L/C deeply. Second, the exporter shall prepare documents in compliance with L/C and fulfil his or her obligation according to UCP500 and L/C related to the contract. Third, as buyer or importer, when he or she receive the shipping documents with discrepancies from the notifying bank, he or she makes him or herself clear to all the parties concerned. Fourth, as bank, she shall examine all the documents according to UCP500 and L/C related to the contract, and if any document with discrepancies, the bank, by all means, shall approach applicant first, and then decide whether to pay the credit amount to beneficiary or not to.

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The Effect of Essential Online Elements on Consumer Purchase Intention: Insights from a Taobao Perspective

  • Feng, Zhou;Lee, Un-Kon
    • 유통과학연구
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    • 제13권5호
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    • pp.15-22
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    • 2015
  • Purpose - Transparency, seller reputation, and website security are considered to be important factors that influence online customer purchasing decisions in China. This paper empirically examines the relative influence of Taobao.com on customers' online purchasing decisions. Research design, data, and methodology - We perform structural equation analysis, with a sample of 306 observations. The data comes from consumers' real transaction experiences from a specific website. This gives the results of our study more generalizability than studies using subjects who are not asked to engage in real transactions. Results - The results of this study reveal that perceived security and perceived reputation are critical factors affecting consumer trust and perceived transparency is most closely associated with purchase intention. Conclusions - The findings suggest that perceived transparency plays a significant role in increasing online consumer's purchase intention. The knowledge of the relative impacts of these factors and their roles in the customer transaction experience will be useful in developing customized sales strategies. The results of this study reveal that perceived transparency exerts a stronger effect than perceived reputation on consumer purchase intentions.

Trusted and Transparent Blockchain-based Land Registration System

  • Fatmah Bayounis;Sana Dehlavi;Asmaa Azimudin;Taif Alghamdi;Aymen Akremi
    • International Journal of Computer Science & Network Security
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    • 제23권10호
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    • pp.214-224
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    • 2023
  • Fraudulence, cheating, and deception can occur in the commercial real estate (CRE) industry, besides the difficulty in searching for and transferring properties while ensuring the operation is processed through an authoritative source in a trusted manner. Nowadays, real estate transactions use neutral third parties to sell land. Indeed, properties can be sold by the owners or third parties multiple times or without a proper deed. Moreover, third parties request a large amount of money to mediate between the seller and buyer. Methods: We propose a new framework that uses a private blockchain network and predefined BPMN instances to enable the fast and easy recording of deeds and their proprietary transfer management controlled by the government. The blockchain allows for multiple verifications of transactions by permitted parties called peers. It promotes transparency, privacy, trust, and commercial competition. Results: We demonstrated the easy adoption of blockchain for land registration and transfer. The paper presents a prototype of the implemented product that follows the proposed framework. Conclusion: The use of Blockchain-based solutions to resolve the current land registration and transfer issues is promising and will contribute to smart cities and digital governance.

공동구매형 소셜커머스에서 신뢰메커니즘형성을 위한 머천다이저의 피드백코멘트와 성과프로파일의 역할 (The Role of Merchandiser Feedback Comments and Performance Profiles in Building Trust in Group Buying Sites)

  • 박종필;임혜미;손재열
    • 경영정보학연구
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    • 제16권1호
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    • pp.1-15
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    • 2014
  • 소셜미디어(social media) 플랫폼의 인기와 성공은 새로운 비즈니스 모델인 소셜커머스를 창출하게 되었다. 공동구매를 통해 파격적인 가격으로 제품이나 서비스를 제공하는 소셜커머스 시장은 계속적으로 주목할 만한 성장을 하고 있다. 그러나 이러한 성장의 이면에 소비자들의 회의적인 시각도 존재한다. 왜냐하면, 구입한 제품이나 서비스가 실제와는 다르거나, 불합리한 환불정책 등으로 소비자들의 불만이 고조되고 있는 실정이다. 이러한 근원적인 이유는, 소셜커머스 마켓에서 소비자들이 의존할 만한 신뢰형성메커니즘이 제공되지 않고 있기 때문이다. 기존의 e-마켓플레이스에서는 판매자(seller)에 대한 구매자의 평가정보가 일종의 신뢰형성메커니즘을 제공하여 거래의 안정성이 보장되었다. 이러한 점에 착안하여, 본 연구에서는 소셜커머스마켓에서 소비자들에게 물건이나 서비스 정보제공에 있어서 일종의 큐레이터 역할을 하는 MD(merchandiser)의 역할에 주목하고, 신뢰형성메커니즘을 기반으로 MD에 대한 피드백코멘트와 MD의 실적프로파일 정보의 제공이 소비자들에게 어떠한 영향을 주는가를 검증한다. 이를 위해, 124명의 참가자가 실험실(laboratory experiment)연구에 참여하였다. 실험분석결과, MD에 대한 피드백코멘트와 실적프로파일이 소셜커머스 거래에서 신뢰를 높이는 것으로 나타났다.

지속적 제품관여도와 소비자 요구신뢰수준 간의 영향관계: 인지된 위험의 매개 역할에 대한 실증분석을 중심으로 (The Mediating Role of Perceived Risk in the Relationships Between Enduring Product Involvement and Trust Expectation)

  • 홍일유;김태하;차훈상
    • Asia pacific journal of information systems
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    • 제23권4호
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    • pp.103-128
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    • 2013
  • When a consumer needs a product or service and multiple sellers are available online, the process of selecting a seller to buy online from is complex since the process involves many behavioral dimensions that have to be taken into account. As a part of this selection process, consumers may set minimum trust expectation that can be used to screen out less trustworthy sellers. In the previous research, the level of consumers' trust expectation has been anchored on two important factors: product involvement and perceived risk. Product involvement refers to the extent to which a consumer perceives a specific product important. Thus, the higher product involvement may result in the higher trust expectation in sellers. On the other hand, other related studies found that when consumers perceived a higher level of risk (e.g., credit card fraud risk), they set higher trust expectation as well. While abundant research exists addressing the relationship between product involvement and perceived risk, little attention has been paid to the integrative view of the link between the two constructs and their impacts on the trust expectation. The present paper is a step toward filling this research gap. The purpose of this paper is to understand the process by which a consumer chooses an online merchant by examining the relationships among product involvement, perceived risk, trust expectation, and intention to buy from an e-tailer. We specifically focus on the mediating role of perceived risk in the relationships between enduring product involvement and the trust expectation. That is, we question whether product involvement affects the trust expectation directly without mediation or indirectly mediated by perceived risk. The research model with four hypotheses was initially tested using data gathered from 635 respondents through an online survey method. The structural equation modeling technique with partial least square was used to validate the instrument and the proposed model. The results showed that three out of the four hypotheses formulated were supported. First, we found that the intention to buy from a digital storefront is positively and significantly influenced by the trust expectation, providing support for H4 (trust expectation ${\rightarrow}$ purchase intention). Second, perceived risk was found to be a strong predictor of trust expectation, supporting H2 as well (perceived risk ${\rightarrow}$ trust expectation). Third, we did not find any evidence of direct influence of product involvement, which caused H3 to be rejected (product involvement ${\rightarrow}$ trust expectation). Finally, we found significant positive relationship between product involvement and perceived risk (H1: product involvement ${\rightarrow}$ perceived risk), which suggests that the possibility of complete mediation of perceived risk in the relationship between enduring product involvement and the trust expectation. As a result, we conducted an additional test for the mediation effect by comparing the original model with the revised model without the mediator variable of perceived risk. Indeed, we found that there exists a strong influence of product involvement on the trust expectation (by intentionally eliminating the variable of perceived risk) that was suppressed (i.e., mediated) by the perceived risk in the original model. The Sobel test statistically confirmed the complete mediation effect. Results of this study offer the following key findings. First, enduring product involvement is positively related to perceived risk, implying that the higher a consumer is enduringly involved with a given product, the greater risk he or she is likely to perceive with regards to the online purchase of the product. Second, perceived risk is positively related to trust expectation. A consumer with great risk perceptions concerning the online purchase is likely to buy from a highly trustworthy online merchant, thereby mitigating potential risks. Finally, product involvement was found to have no direct influence on trust expectation, but the relationship between the two constructs was indirect and mediated by the perceived risk. This is perhaps an important theoretical integration of two separate streams of literature on product involvement and perceived risk. The present research also provides useful implications for practitioners as well as academicians. First, one implication for practicing managers in online retail stores is that they should invest in reducing the perceived risk of consumers in order to lower down the trust expectation and thus increasing the consumer's intention to purchase products or services. Second, an academic implication is that perceived risk mediates the relationship between enduring product involvement and trust expectation. Further research is needed to elaborate the theoretical relationships among the constructs under consideration.