Transfer From Offline Trust to Key Online Perceptions: An Empirical Study

Lee, Kun Chang; Inwon, Kang; McKnight, D. Harrison

doi:10.1109/tem.2007.906851

Cited by 216 publications

(156 citation statements)

References 83 publications

Supporting

Mentioning

144

Contrasting

Unclassified

Order By: Relevance

“…Health information from traditional mass media is often closely related to that offered on the Web, because most mass media cover health issues and make that information available on their Web sites. Just like e-commerce consumers adopt a bank's online service because of the bank's offline reputation (Lee, Kang, & McKnight, 2007), health consumers also tend to trust health information on a government health agency's Web site because of the established reputation and credibility of the agency (Eysenbach, 2001). Meanwhile, this study shows generational effects in trust transfer.…”

Section: Discussionmentioning

confidence: 74%

Correlates of Consumer Trust in Online Health Information: Findings From the Health Information National Trends Survey

2010

Journal of Health Communication

View full text Add to dashboard Cite

Section: Discussionmentioning

confidence: 74%

Correlates of Consumer Trust in Online Health Information: Findings From the Health Information National Trends Survey

2010

Journal of Health Communication

View full text Add to dashboard Cite

“…With regard to the application of these models for m-banking research, the literature shows a growing interest in investigating the theme (LUARN; LIN, 2005;RIIVARI, 2005;SUORANTA;MATTILA, 2004, LEE;KANG;MCKNIGHT, 2007;SULAIMAN;JAAFAR;MOHEZAR, 2007;GU;SUH, 2009;LIN, 2011;RAMOS;PIMENTA;RODRIGUES, 2010;SANTOS;VEIGA;MOURA, 2010;HANAFIZADEH;KHEDMATGOZAR, 2012;HANAFIZADETH, et al, 2014). Sulaiman, Jaafar and Mohezar (2007) suggest that Rogers's (2003) Diffusion of Innovations Theory is one of the most suitable in the study of the adoption of m-banking.…”

Section: Technology Adoptionmentioning

confidence: 99%

The Effect of Trust in the Intention to Use m-banking

Ramos¹,

Ferreira²,

Freitas³

et al. 2018

BBR

View full text Add to dashboard Cite

“…Prior studies offer several possible approaches to address this fundamental challenge. Some research suggests that buyers can reduce online exchange risks by focusing on sellers that are well known (e.g., Lee, Kang, & McKnight 2007;Smith & Brynjolfsson 2001).…”

Section: The Online Shadow Of Offline Signals: Which Sellers Get Contmentioning

confidence: 99%

“…Indeed, prior studies have focused mostly on the role of seller brand (e.g., Lee et al 2007;Smith & Brynjolfsson 2001) and that of online reputation or certification systems (e.g., Dellarocas 2003;Pavlou & Gefen 2004). In what follows, we develop hypotheses on how the signaling role of offline institutions can systematically affect the initiation of contacts between buyers and sellers in online B2B marketplaces.…”

Section: Theory and Hypothesesmentioning

confidence: 99%

The Online Shadow of Offline Signals: Which Sellers Get Contacted in Online B2B Marketplaces?

Lanzolla

Frankort

2016

AMJ

View full text Add to dashboard Cite

Abstract:This article extends the understanding of what impels buyers to contact particular sellers in online business-to-business (B2B) marketplaces, which are typically characterized by sparse social structures and concomitant limitations in observing social cues. Integrating an institutional perspective with signaling theory, our core argument is that offline seller characteristics that are visible online-in particular, geographic location and legal statusconvey credible signals of seller behavior because they provide buyers with information on sellers' local institutional quality and the institutionallyinduced obligations and controls acting on sellers. Using unique data from a large Italian online B2B marketplace between the fourth quarter of 1999 and July 2001, we find that both sellers' local institutional quality and their legal statuses affect a buyer's likelihood of contacting a seller. Moreover, consistent with the idea that a buyer's own local institutional quality generates a relevant reference point against which sellers are evaluated, we find that a buyer is progressively more likely to contact sellers the higher their local institutional quality relative to the buyer. Jointly, our findings imply that in online B2B marketplaces, signals conveyed by sellers' geographic locations and legal statuses may be substantive sources of competitive heterogeneity and market segmentation. Academy of Management JournalThe Forthcoming, Academy of Management Journal * Both authors contributed equally to the research in this article. Associate Editor Heli Wang provided excellent guidance and three anonymous reviewers provided detailed and constructive comments and suggestions. We thank the B2B marketplace for sharing proprietary data, Kaizad Doctor for research assistance, Francesco Calderoni for advice on the measurement of corruption and organized crime in Italy, Enrico Spaziani at the Italian National Institute of Statistics (ISTAT) for advice on Italian territorial statistics, and Marco Bitetto, Daniela Latorre, and Tecla Ubaldi for generous advice on Italian commercial law. We also thank Argyro Avgoustaki, Charles Baden-Fuller, Mariachiara Barzotto, Gokhan Ertug, Igor Filatotchev, Santi Furnari, Stefan Haefliger, Wilko Letterie, Joanne Oxley, Carol Saunders, and audiences at Ca' Foscari University of Venice, HEC Lausanne, Singapore Management University, University of Groningen, and Warwick Business School for helpful comments and discussions related to this article. A predecessor version of this study was presented at the 2013 Academy of Management Annual Conference in Lake Buena Vista, Florida. During part of the research for this article, Gianvito Lanzolla was a Visiting Scholar at London Business School and Hans Frankort was a Visiting Scholar at the University of Toronto's Joseph L. Rotman School of Management. The authors gratefully acknowledge the support received at these two institutions.

show abstract

Transfer From Offline Trust to Key Online Perceptions: An Empirical Study

Cited by 216 publications

References 83 publications

Correlates of Consumer Trust in Online Health Information: Findings From the Health Information National Trends Survey

Correlates of Consumer Trust in Online Health Information: Findings From the Health Information National Trends Survey

The Effect of Trust in the Intention to Use m-banking

The Online Shadow of Offline Signals: Which Sellers Get Contacted in Online B2B Marketplaces?

Contact Info

Product

Resources

About