IDEAS home Printed from https://ideas.repec.org/a/eee/joreco/v50y2019icp42-49.html
   My bibliography  Save this article

The effects of trust on consumers’ continuous purchase intentions in C2C social commerce: A trust transfer perspective

Author

Listed:
  • Zhao, Jing-Di
  • Huang, Jin-Song
  • Su, Song

Abstract

This study develops a trust mechanism based on trust transfer theory in the context of customer-to-customer (C2C) social commerce. Based on combined data from 206 sellers and consumers, this study finds that customers have continuous purchase intentions when they trust sellers and brands at the same time and that consumers generate brand trust due to trust in sellers. In addition, with informational and emotional support, consumers can generate trust in individual sellers. Finally, promotion, which is a common strategy used by C2C sellers, will damage the trust transfer from sellers to the brand.

Suggested Citation

  • Zhao, Jing-Di & Huang, Jin-Song & Su, Song, 2019. "The effects of trust on consumers’ continuous purchase intentions in C2C social commerce: A trust transfer perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 50(C), pages 42-49.
    • Handle: RePEc:eee:joreco:v:50:y:2019:i:c:p:42-49
    DOI: 10.1016/j.jretconser.2019.04.014
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969698918309445
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jretconser.2019.04.014?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Constance Elise Porter & Naveen Donthu, 2008. "Cultivating Trust and Harvesting Value in Virtual Communities," Management Science, INFORMS, vol. 54(1), pages 113-128, January.
    2. Blackston, Max, 2000. "Observations: Building Brand Equity by Managing the Brand&s Relationships," Journal of Advertising Research, Cambridge University Press, vol. 40(6), pages 101-105, December.
    3. Erik Brynjolfsson & Michael D. Smith, 2000. "Frictionless Commerce? A Comparison of Internet and Conventional Retailers," Management Science, INFORMS, vol. 46(4), pages 563-585, April.
    4. Jung, Na Young & Kim, Soohyun & Kim, Soyoung, 2014. "Influence of consumer attitude toward online brand community on revisit intention and brand trust," Journal of Retailing and Consumer Services, Elsevier, vol. 21(4), pages 581-589.
    5. Gefen, David & Straub, Detmar W., 2004. "Consumer trust in B2C e-Commerce and the importance of social presence: experiments in e-Products and e-Services," Omega, Elsevier, vol. 32(6), pages 407-424, December.
    6. Paul A. Pavlou & David Gefen, 2004. "Building Effective Online Marketplaces with Institution-Based Trust," Information Systems Research, INFORMS, vol. 15(1), pages 37-59, March.
    7. Katherine J. Stewart, 2003. "Trust Transfer on the World Wide Web," Organization Science, INFORMS, vol. 14(1), pages 5-17, February.
    8. Robert C. Blattberg & Kenneth J. Wisniewski, 1989. "Price-Induced Patterns of Competition," Marketing Science, INFORMS, vol. 8(4), pages 291-309.
    9. D. Harrison McKnight & Vivek Choudhury & Charles Kacmar, 2002. "Developing and Validating Trust Measures for e-Commerce: An Integrative Typology," Information Systems Research, INFORMS, vol. 13(3), pages 334-359, September.
    10. Laroche, Michel & Kim, Chankon & Zhou, Lianxi, 1996. "Brand familiarity and confidence as determinants of purchase intention: An empirical test in a multiple brand context," Journal of Business Research, Elsevier, vol. 37(2), pages 115-120, October.
    11. Ronald S. Burt & Marc Knez, 1995. "Kinds of Third-Party Effects on Trust," Rationality and Society, , vol. 7(3), pages 255-292, July.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Tuncer, Ilhami, 2021. "The relationship between IT affordance, flow experience, trust, and social commerce intention: An exploration using the S-O-R paradigm," Technology in Society, Elsevier, vol. 65(C).
    2. Wang, Bin & Xie, Fengyuan & Kandampully, Jay & Wang, Jin, 2022. "Increase hedonic products purchase intention through livestreaming: The mediating effects of mental imagery quality and customer trust," Journal of Retailing and Consumer Services, Elsevier, vol. 69(C).
    3. Dr. Irene Samanta & Dr. Panagiotis Kaldis & Konstantinos Papageorgiou, 2022. "Consumer’s Engagement in Social Media and Implications in Trusting e-Word of Mouth," International Journal of Finance, Insurance and Risk Management, International Journal of Finance, Insurance and Risk Management, vol. 12(1), pages 37-48.
    4. Yogesh K Dwivedi & Elvira Ismagilova & Prianka Sarker & Anand Jeyaraj & Yassine Jadil & Laurie Hughes, 2023. "A Meta-Analytic Structural Equation Model for Understanding Social Commerce Adoption," Information Systems Frontiers, Springer, vol. 25(4), pages 1421-1437, August.
    5. Ladwein, Richard & Sánchez Romero, Andrea Milena, 2021. "The role of trust in the relationship between consumers, producers and retailers of organic food: A sector-based approach," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    6. Liu, Hua & Ma, Ruili & He, Guangyao & Lamrabet, Abdesslam & Fu, Shaoling, 2023. "The impact of blockchain technology on the online purchase behavior of green agricultural products," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    7. Lv, Xingyang & Liang, Yuqing & Luo, Jia & Liu, Yue, 2022. "Icing on the cake or gilding the lily? The impact of high-modified model images on purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    8. Wang, Lu-Yao & Hu, Hai-Hua & Wang, Le & Qin, Jian-Qun, 2022. "Privacy assurances and social sharing in social commerce: The mediating role of threat-coping appraisals," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    9. Rybaczewska, Maria & Sparks, Leigh & Sułkowski, Šukasz, 2020. "Consumers’ purchase decisions and employer image," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    10. Laradi, Sofiane & Alrawad, Mahmaod & Lutfi, Abdalwali & Agag, Gomaa, 2024. "Understanding factors affecting social commerce purchase behavior: A longitudinal perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
    11. Han, Min Chung, 2023. "Checkout button and online consumer impulse-buying behavior in social commerce: A trust transfer perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    12. Alzaidi, Maram Saeed & Agag, Gomaa, 2022. "The role of trust and privacy concerns in using social media for e-retail services: The moderating role of COVID-19," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    13. Elshaer, Ibrahim A. & Alrawad, Mahmaod & Lutfi, Abdalwali & Azazz, Alaa M.S., 2024. "Social commerce and buying intention post COVID-19: Evidence from a hybrid approach based on SEM – fsQCA," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    14. Agag, Gomaa & Eid, Riyad & Chaib Lababdi, Houyem & Abdelwahab, Mohamed & Aboul-Dahab, Sameh & Abdo, Said Shabban, 2024. "Understanding the impact of national culture differences on customers’ online social shopping behaviours," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
    15. Jeakang Heo & Yongjune Kim & Jinzhe Yan, 2020. "Sustainability of Live Video Streamer’s Strategies: Live Streaming Video Platform and Audience’s Social Capital in South Korea," Sustainability, MDPI, vol. 12(5), pages 1-13, March.
    16. Wang, Fei & Xu, Haifeng & Hou, Ronglin & Zhu, Zhen, 2023. "Designing marketing content for social commerce to drive consumer purchase behaviors: A perspective from speech act theory," Journal of Retailing and Consumer Services, Elsevier, vol. 70(C).
    17. Mou, Jian & Benyoucef, Morad, 2021. "Consumer behavior in social commerce: Results from a meta-analysis," Technological Forecasting and Social Change, Elsevier, vol. 167(C).
    18. Wang, Yuting & Li, Hui, 2024. "Trust transfer effect: The impact of effective market order on tourists' purchase behavior," Annals of Tourism Research, Elsevier, vol. 105(C).
    19. Zhenfang Zhang & Nan Zhang & Jiguang Wang, 2022. "The Influencing Factors on Impulse Buying Behavior of Consumers under the Mode of Hunger Marketing in Live Commerce," Sustainability, MDPI, vol. 14(4), pages 1-19, February.
    20. Jankit Chotigo & Yasuo Kadono, 2021. "Comparative Analysis of Key Factors Encouraging Food Delivery App Adoption Before and During the COVID-19 Pandemic in Thailand," Sustainability, MDPI, vol. 13(8), pages 1-25, April.
    21. Jian Wang & Fakhar Shahzad & Zeeshan Ahmad & Muhammad Abdullah & Nadir Munir Hassan, 2022. "Trust and Consumers’ Purchase Intention in a Social Commerce Platform: A Meta-Analytic Approach," SAGE Open, , vol. 12(2), pages 21582440221, April.
    22. Cozzio, Claudia & Viglia, Giampaolo & Lemarie, Linda & Cerutti, Stefania, 2023. "Toward an integration of blockchain technology in the food supply chain," Journal of Business Research, Elsevier, vol. 162(C).
    23. Zhao, Xiaowen & Zhu, Zhenzhong & Shan, Minghui & Cao, Rui & Chen, Haipeng (Allan), 2024. "“Informers†or “entertainers†: The effect of social media influencers on consumers' green consumption," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
    24. Wu, Wei & Wang, Sihang & Ding, Guanqi & Mo, Jinfei, 2023. "Elucidating trust-building sources in social shopping: A consumer cognitive and emotional trust perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
    25. Xusen Cheng & Yu Gu & Jian Mou, 2020. "Interpersonal relationship building in social commerce communities: considering both swift guanxi and relationship commitment," Electronic Commerce Research, Springer, vol. 20(1), pages 53-80, March.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Stephen C. Wingreen & Natasha C. H. L. Mazey & Stephen L. Baglione & Gordon R. Storholm, 2019. "Transfer of electronic commerce trust between physical and virtual environments: experimental effects of structural assurance and situational normality," Electronic Commerce Research, Springer, vol. 19(2), pages 339-371, June.
    2. Rajković, Borislav & Đurić, Ivan & Zarić, Vlade & Glauben, Thomas, 2021. "Gaining trust in the digital age: The potential of social media for increasing the competitiveness of small and medium enterprises," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 13(4).
    3. Alisa Frik & Luigi Mittone, 2016. "Factors Influencing the Perceived Websites' Privacy Trustworthiness and Users' Purchase Intentions," CEEL Working Papers 1609, Cognitive and Experimental Economics Laboratory, Department of Economics, University of Trento, Italia.
    4. Dan Ke & Anran Chen & Chenting Su, 2016. "Online trust-building mechanisms for existing brands: the moderating role of the e-business platform certification system," Electronic Commerce Research, Springer, vol. 16(2), pages 189-216, June.
    5. Baozhou Lu & Zhenhua Wang, 2022. "Trust Transfer in Sharing Accommodation: The Moderating Role of Privacy Concerns," Sustainability, MDPI, vol. 14(12), pages 1-18, June.
    6. Ben Krishna & Satish Krishnan & M. P. Sebastian, 2023. "Examining the Relationship between National Cybersecurity Commitment, Culture, and Digital Payment Usage: An Institutional Trust Theory Perspective," Information Systems Frontiers, Springer, vol. 25(5), pages 1713-1741, October.
    7. Wen-Lung Shiau & Yogesh K. Dwivedi, 2013. "Citation and co-citation analysis to identify core and emerging knowledge in electronic commerce research," Scientometrics, Springer;Akadémiai Kiadó, vol. 94(3), pages 1317-1337, March.
    8. Wu, Wei & Wang, Sihang & Ding, Guanqi & Mo, Jinfei, 2023. "Elucidating trust-building sources in social shopping: A consumer cognitive and emotional trust perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
    9. Leong, Lai-Ying & Hew, Teck-Soon & Ooi, Keng-Boon & Chong, Alain Yee-Loong, 2020. "Predicting the antecedents of trust in social commerce – A hybrid structural equation modeling with neural network approach," Journal of Business Research, Elsevier, vol. 110(C), pages 24-40.
    10. Chen, Ying-Hueih & Hsu, I-Chieh & Lin, Chia-Chen, 2010. "Website attributes that increase consumer purchase intention: A conjoint analysis," Journal of Business Research, Elsevier, vol. 63(9-10), pages 1007-1014, September.
    11. Suk-Joo Lee & Cheolhwi Ahn & Kelly Minjung Song & Hyunchul Ahn, 2018. "Trust and Distrust in E-Commerce," Sustainability, MDPI, vol. 10(4), pages 1-19, March.
    12. Shi, Yani & Sia, Choon Ling & Chen, Huaping, 2013. "Leveraging social grouping for trust building in foreign electronic commerce firms: An exploratory study," International Journal of Information Management, Elsevier, vol. 33(3), pages 419-428.
    13. Ben Q. Liu & Dale L. Goodhue, 2012. "Two Worlds of Trust for Potential E-Commerce Users: Humans as Cognitive Misers," Information Systems Research, INFORMS, vol. 23(4), pages 1246-1262, December.
    14. Lee, Changju & Bae, Bumjoon & Lee, Yu Lim & Pak, Tae-Young, 2023. "Societal acceptance of urban air mobility based on the technology adoption framework," Technological Forecasting and Social Change, Elsevier, vol. 196(C).
    15. Liu, Linlin & Lee, Matthew K.O. & Liu, Renjing & Chen, Jiawen, 2018. "Trust transfer in social media brand communities: The role of consumer engagement," International Journal of Information Management, Elsevier, vol. 41(C), pages 1-13.
    16. Timm Teubner & Marc T. P. Adam & Florian Hawlitschek, 2020. "Unlocking Online Reputation," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 62(6), pages 501-513, December.
    17. Dongmin Kim & Izak Benbasat, 2006. "The Effects of Trust-Assuring Arguments on Consumer Trust in Internet Stores: Application of Toulmin's Model of Argumentation," Information Systems Research, INFORMS, vol. 17(3), pages 286-300, September.
    18. Mohammed Alharbey & Stefan Van Hemmen, 2021. "Investor Intention in Equity Crowdfunding. Does Trust Matter?," JRFM, MDPI, vol. 14(2), pages 1-20, January.
    19. Zhang, Yixiang & Fang, Yulin & Wei, Kwok-Kee & Chen, Huaping, 2010. "Exploring the role of psychological safety in promoting the intention to continue sharing knowledge in virtual communities," International Journal of Information Management, Elsevier, vol. 30(5), pages 425-436.
    20. Paul A. Pavlou & Angelika Dimoka, 2006. "The Nature and Role of Feedback Text Comments in Online Marketplaces: Implications for Trust Building, Price Premiums, and Seller Differentiation," Information Systems Research, INFORMS, vol. 17(4), pages 392-414, December.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joreco:v:50:y:2019:i:c:p:42-49. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.