• Asia pacific journal of information systems
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• v.13 no.4
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• pp.49-72
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• 2003

Despite the phenomenal growth of Internet users in recent years, the penetration rate of B2C electronic commerce(EC) is still low. According to previous studies, one of most often cited reasons is the lack of consumers' trust. Although trust is an important concept in B2C EC, there is a lack of theory-based empirical research in this area. In this paper, influencing factors are proposed for investigating the nature of trust in the specific context of B2C EC. Thirteen hypotheses are empirically tested. The results show that most of hypotheses are supported except for perceived size, perceived competence, perceived reputation, familiarity and third party recognition. In addition trust was found to have a strong positive effect on intention to purchase. Finally, trust was found to have a mediation effect between on influencing factors and intention to purchase. Implications of these findings are discussed for researchers and practitioners.

• Journal of Global Scholars of Marketing Science
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• v.18 no.1
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• pp.1-31
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• 2008

Trust is central to human relationships, at all times and places. The importance of trust is fundamental in all areas of human life, not only in the area of business administration. 2,500 years ago in China, Confucius taught that the foundation of politics was the trust of the people, more important even than military strength or the supply of food. Shakespeare's play, "Much Ado about Nothing' is about trust and deception. These days, trust and transparency in a commercial organization's business culture form the basis of the 'social capital' by which that organization increases its productivity. A successful company raises productivity by the accumulation of social capital, derived from a trust relationship between business partners, and between the company and consumers. Trust is the crucial factor. At the national level, building trust determines a nation's competitiveness. For a company, long term trust relationships with customers are essential for its survival in a business environment of rapid change. Such relationships, based on trust, are important assets to ensure a company's competitive advantage, and need to be organic to that company's business culture. Because of this importance, trust relationships have been studied in diverse areas within business administration, and especially within marketing, where they form the basis of a successful relationship between producer and consumer. However, what has been lacking is a unified definition of trust. Research has been conducted on the basis of various definitions and models. The majority of researchers have not considered the multidimensional character of the concept of trust until now. Approaches based on a one dimensional model have undermined the value of research results. Furthermore, researchers have only considered trust and trustworthiness as a single component. The majority of research has explored the consequences of perceived trust for outcomes such as loyalty or cooperation, but has neglected the effects of trustworthiness upon the mechanisms of consumer trust. This study focuses on the dimension of trust from such a perspective. It seeks to verify the effect of trust on customer intentions by breaking it down into three separate components: 1) the salesperson, 2) the product/service, and 3) the company. The purposes of this paper are as follows: Firstly, we review the multidimensional nature of trust objects: the salesperson, the product/service, and the company. Secondly, we analyze the relationship between multidimensional trust and trustworthiness. Thirdly, we analyze the connection between trust and repeat purchase intentions for the maintenance of long term relationships. For these purposes the author has developed several hypotheses as follows: H1-1: The competence of a salesperson is positively associated with the trust given by the consumer to the salesperson. H1-2: The benevolence of a salesperson is positively associated with the trust given by the consumer to the salesperson. H2-1: The competence of product/service is positively associated with the trust given by the consumer to the product/service. H2-2: The benevolence of product/service is positively associated with the trust given by the consumer to the product/service. H3-1: The reputation of a company is positively associated with the trust given by the consumer to the company. H3-2: The physical environment of a company is positively associated with the trust given by the consumer to the company. H4-1: Trust in a salesperson is positively associated with repeat purchase intentions. H4-2: Trust in a product/service is positively associated with repeat purchase intentions. H4-3: Trust in a company is positively associated with repeat purchase intentions. The data was compiled from 366 questionnaires. 500 questionnaires were collected, but some of the data was considered unsuitable and inappropriate. The subjects of the survey were male and female customers purchasing products at department stores in Seoul, Daegu and Gyeongbuk. It was carried out between Oct. 25 and 29, 2007. The data was analyzed by frequency analysis using SPSS 12.0 and structural equation modeling using LISREL 8.7. The result of the overall model analysis is as follows: Chi-Square=445.497, d.f.=185, p-value=0.0, GFI=.901, RMSEA=.0617, NNFI=.986, NFI=.981, CFI=.989, AGFI=.864, RMR=.0872. The results of the overall model analysis were coherent. It was found that trust is a multi-dimensional construct, that each of the dimensions of trust are meaningful influences on customer's repurchase intention. Trust in a company may be the most relevant, while trust in a product/service and a salesperson may be less relevant to repurchase intentions. The effective factors in determining trust in a salesperson and a company's product/service were found to be competence and benevolence. Factors in determining trust in a company were its reputation and physical environment, and the relationship of each effective trust factor has been verified in this research. As a result, it was found that competence and benevolence have a meaningful influence on trust in a salesperson and in product/service. It was also found that a company's reputation influences the overall trust in the company significantly but a company's physical environment does not have much effect.

• Asia pacific journal of information systems
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• v.17 no.4
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• pp.133-163
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• 2007

Growth in the outsourcing market signals that firms of all sizes believe outsourcing will ultimately deliver many benefits and conveniences. But there are not many firms satisfied with the results of outsourcing. What is more, previous researches were fragmentary analyses focused on specific variables of outsourcing such as sourcing decisions, partnership rather than comprehensive analysis. Thus, they could not propose general systematic methodologies applicable to the real situation. To solve these problems, we developed an integrated theoretical framework that considered both contract with the hard side and trust with the soft side from a contingency viewpoint and tested this model using 143 data of Korean companies executing outsourcing. In addition, we examined how situational factors(outsourcing task complexity and outsourcing management competence) affects each path in the research model. The results of this study are as follows. First, it was proved the theory that trust is not a substitute for contract but its complement. Previous empirical studies on outsourcing success factors were focused on the establishment of successful partnership on the assumption that trust can replace contract in many situations. According to the results of our empirical analysis, however, contract and trust were in a mutually complementary relation with each other and their emphasis was different. Furthermore, different from previous researches, it was found effective to use trust as a supplementary tool and contract as a main means in outsourcing management strategy. Second, this study provided an integrated view that sees both contract and trust from a contingency viewpoint in theoretically reestablishing the relationship between contract and trust. Previous researches leaned to specific variables or theory-centered fragmentary analysis, but this study proposed a more practical and integrated research model and tested its effectiveness. Based on the results, with the model, decision makers are expected to scrutinize outsourcing situation more closely and to have a practical insight to the situation. Third, it was found that contract mechanism and trust building do not have a direct effect on outsourcing performance but relationship management intensity mediates the effect of contract mechanism and trust building. This is considered significantly meaningful to outsourcing partners who have believed that outsourcing would be successful if a contract is made properly or trust is built. Lastly, the path from trust building to relationship management intensity was moderated by informed buying, as the path coefficients from trust building to relationship management intensity varied by the degree of informed buying competence.

• Journal of the Korean Operations Research and Management Science Society
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• v.32 no.2
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• pp.53-69
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• 2007

Internet shopping websites have offered comfort to consumers in shopping and built trust relationships with them by providing electronic agents for recommendation, escrow services, and customer centers etc. But as there is little big difference among the shopping websites in terms of technical competence, website design, operational policy, they recognize online feedback (reviews or recommendation of consumers or experts) and online feedback mechanism as important marketing tools. Based on online feedback related studies, this study explores antecedents (consensus, vividness of reviews, interactions in review boards) of the perceived effectiveness of review boards which are text-based feedback mechanisms and its consequences such as trust, satisfaction, and intention to use. The results show that the perceived effectiveness of review boards is significantly affected by vividness of reviews and interactions in review boards, and the impact of interaction in review boards on the perceived effectiveness of review boards is stronger than that of vividness of reviews. The results also show that the perceived effectiveness of review boards has a significant influence on trust and satisfaction with the shopping websites, and intention to use is influenced by both trust and satisfaction.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2004.10a
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• pp.116-136
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• 2004

The objective of this study is to analyze the relationship between offline trust and use of online service focusing on Internet banking. For this purpose, we suggest an extended version of Technology Acceptance Model (TAM) that would explain use or acceptance of infer]nation technology especially in Internet based service areas. In order to connect offline trust with Internet banking use, TAM is extended by adding two variables - technical competence for security services that is one facet of trust on the bank's security technology and security risk that would influence use, perceived usefulness and perceived ease of use. Empirically our model is well proved with low significance level.

• Journal of Korea Trade
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• v.23 no.3
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• pp.38-51
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• 2019

Purpose - An appreciable number of small- and medium-sized exporters have continuously succeeded in their export marketplaces even though they do not possess enough resources. Advocating that affiliation with an export service-provider plays an important role in this phenomenon, we aimed to theoretically explain how export service providers' competences and relational factors drive small- and medium-sized exporters' competitive advantages in the long-run. Design/methodology - Drawing prominently on the resource-based view and the relationship-marketing theory, we built an empirically testable model. The model showed the roles of exporter capabilities, export service-provider competences, and relational factors on small- and medium-sized exporters' sustainable competitive advantages. Findings - The results of our research showed that exporter production and branding capabilities positively influenced their sustainable competitive advantage. In addition, export service-providers' marketing competence and relationship-building competence positively moderated the effects of exporter capabilities on their parties' sustainable competitive advantages. Finally, affiliation parties' interfirm trust and relationship commitment positively moderated the effects of export service-provider competence on the relationship between exporter capabilities and sustainable competitive advantages. Originality/value - Although prior studies have highlighted the effects of an exporter's resources on export performance, our research filled a knowledge gap of the effects of other resources on export performance. First, we proposed two types of export service-provider, competence marketing and relationship-building, influencing exporters' competitive advantage. Second, the effects of relational factors were proposed in the context of export affiliations.

• Knowledge Management Research
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• v.17 no.1
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• pp.155-174
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• 2016

Recent years, a smartphone has been playing a role of searching, booking, and decision-makings in the tourism industry through tourists' user experiences and engagements. This study investigated the tourists' behavior toward smartphone usage regarding Chinese visitors who were ranked in Korea inbound tourism. This research model formulated two types of usage which identified explorlative use and exploitive use and the antecedent relationships of user empowerment including user competence, user impact, usage meaning, user trust. We analyzed SmartPLS2.0 for the hypotheses and found that first, user competence has a positive influence both of exploitative use and explorative use, second, user impact has a positive influence on exploitative use, but has not influenced on explorative use, third, usage meaning has not influence on exploitive use, but has a postitive influence on explorative use, and finally user trust has influence on both of exploitive and explorative use. Based on the results we found, we suggested Chinese tourists' smartphone usages' behaviors and theoretical and practical implications.

• Journal of Korea Technology Innovation Society
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• v.14 no.4
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• pp.1050-1072
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• 2011

It is well known that international cooperation is considerably more difficult because of the difference of interests, level of technology of the partners, social and culture as well as various macro-environmental conditions. This case study aims to investigate the success factors of international R&D collaboration between two firms. For it, an in-dept interview was conducted to the Etri-Microsoft Information Security Lab. A comprehensive research on theories, such as resource-based theory, network theory, relationship marketing theory and market power perspective was done as well. The results show clear objectives, communications based on trust, core competence on which the counterpart can rely on, consideration on the government decision process as well as the environment are important for success.

• Journal of Engineering Education Research
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• v.23 no.6
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• pp.17-26
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• 2020

In this paper, the effect of daily creativity of engineering students on problem-solving ability is addressed through the dual mediating effect of teamwork competency and self-directed learning ability. To this end, a regression-based statistical mediation analysis has been performed on the dual mediation model in which daily creativity and problem solving ability were treated as independent and dependent variables respectively, and teamwork competence and self-directed learning ability were included as mediation variables. The analysis result confirmed that the daily creativity has direct effect on the problem-solving ability, as well as indirect effects through teamwork competence and self-directed learning ability. In particular, the serial mediating effect of teamwork competency and self-directed learning ability was also confirmed to be statistically significant in the relationship between daily creativity and problem-solving ability. This verifies that problem-solving ability can be improved not only directly by improving daily creativity but also indirectly by improving teamwork competence and self-directed learning ability. In addition, teamwork competency showed greater indirect effect on problem-solving ability than self-directed learning ability, so increasing teamwork competency has a more significant effect on improving problem-solving ability than increasing self-directed learning ability. Therefore, in order to develop better problem-solving ability, it is necessary to identify and improve the learners' teamwork competency first and to strive to create an environment where learners can solve problems based on mutual trust with their teammates.

• 한국HCI학회:학술대회논문집
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• 2006.02a
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• pp.970-975
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• 2006

There is a tradeoff between user's privacy and utility of context-aware services in ubiquitous computing environments. Many privacy models have been proposed to support the disclosure of personal information at different levels of detail, in ubiquitous computing environments. However, most of these models do not allow for explicit criteria to assess the benefit users are likely to reap by disclosing their personal information. In this paper, we propose an automated decision making mechanism that evaluates the "benefit of disclosure" for the users based on trust relationships between users and information requesters and manages the disclosure of user's personal information accordingly. Unlike other trust models, we do not regard the reputation of an information requester as sufficient to determine his/her trustworthiness. Instead, we represent trustworthiness as a function of information requester's reputation in the eyes of the user and his/her competence in a given context. To validate our mechanism, we apply it to context-aware healthcare application that monitors physiological condition of a user.