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dc.contributor.authorStouthuysen, Kristof
dc.contributor.authorTeunis, Ineke
dc.contributor.authorReusen, Evelien
dc.contributor.authorSlabbinck, Hendrik
dc.date.accessioned2018-01-20T22:55:12Z
dc.date.available2018-01-20T22:55:12Z
dc.date.issued2018
dc.identifier.issn1567-4223
dc.identifier.doi10.1016/j.elerap.2017.11.002
dc.identifier.urihttp://hdl.handle.net/20.500.12127/5887
dc.description.abstractThis study experimentally investigates the effects of vendor-specific guarantees and customer reviews (1) on the formation of initial consumers’ trust—separating institutional and competence trust—and (2) on first-time consumers’ intentions to buy. In addition, we examine how differing levels of online shopping experience moderate the relationship between trust and consumers’ intentions to buy. The empirical results of the study reveal the relative effectiveness of the two vendor mechanisms, with vendor-specific guarantees having a more positive effect on institutional trust and customer reviews on competence trust. While our results also show that initial trust is a central concept in explaining consumers’ intentions to buy, we find that this relationship is more pronounced for competence trust in case when consumers are more experienced with online shopping. Meanwhile, institutional trust seems a necessary prerequisite for both experienced and inexperienced online shoppers to actually buy from an unfamiliar vendor. Our study provides important managerial implications that are of interest to online vendors, especially for newly established or unknown web-based businesses.
dc.language.isoen
dc.publisherElsevier
dc.subjectB-to-C e-Commerce
dc.subjectBusiness-to-Consumer Electronic-Commerce
dc.subjectInformation Systems
dc.subjectE-commerce
dc.titleInitial trust and intentions to buy: The effect of vendor-specific guarantees, customer reviews and the role of online shopping experience
dc.identifier.journalElectronic Commerce Research and Applications
dc.source.volume27
dc.source.issueJan-Feb
dc.source.beginpage23
dc.source.endpage38
dc.contributor.departmentKU Leuven
dc.contributor.departmentRotterdam School of Management, Erasmus University Rotterdam
dc.contributor.departmentGhent University
vlerick.knowledgedomainDigital Transformation
vlerick.typearticleVlerick strategic journal article
vlerick.vlerickdepartmentAF
dc.identifier.vperid119751
dc.identifier.vperid142755


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