The stickiness intention of group-buying websites: The integration of the commitment–trust theory and e-commerce success model

Information and Management

Volumn 53, Issue 5, 2016, Pages 625-642

  Wang, Wei Tsong ^a   Wang, Yi Shun ^b   Liu, En Ru ^a  

^a NATIONAL CHENG KUNG UNIVERSITY   (Taiwan)

^b NATIONAL CHANGHUA UNIVERSITY OF EDUCATION   (Taiwan)

Author keywords

Commitment trust theory; D M IS success model; E commerce success model; Group buying; Relationship commitment

Indexed keywords

COMMERCE; ELECTRONIC COMMERCE; WEBSITES;

COMMITMENT-TRUST THEORY; GROUP BUYING; IS SUCCESS MODEL; RELATIONSHIP COMMITMENTS; SUCCESS MODELS;

GROUP THEORY;

EID: 84959220728     PISSN: 03787206     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.im.2016.01.006     Document Type: Article

References (119)

1. [1] Awad, N.F., Ragowsky, A., Establishing trust in electronic commerce through online word of mouth: an examination across genders. J. Manag. Inf. Syst. 24:4 (2008), 101–121.
2. [2] Amblee, N., Bui, T., Harnessing the influence of social proof in online shopping: the effect of electronic word of mouth on sales of digital microproducts. Int. J. Electron. Commer. 16:2 (2011), 91–113.
3. [3] Anand, K., Aron, R., Group-buying on the web: a comparison of price-discovery mechanisms. Manag. Sci. 49:11 (2003), 1546–1562.
4. [4] Anderson, R.E., Srinivasan, S.S., E-satisfaction and e-loyalty: a contingency framework. Psychol. Mark. 20:2 (2003), 123–138.
5. [5] Anonymous, 輕熟女成團購市場主力, 社群平台影響力超越入口網站. 2011, TechOrange http://techorange.com/2011/08/02/group-buy-women-age-social-media/ (accessed 25.03.13) (in Chinese).
6. [6] Bagozzi, R.P., The self-regulation of attitudes, intentions, and behavior. Soc. Psychol. Q. 55:2 (1992), 178–204.
7. [7] Beatty, S.E., Kahle, L.R., Alternative hierarchies of the attitude–behavior relationship: the impact of brand commitment and habit. J. Acad. Mark. Sci. 16:2 (1988), 1–10.
8. [8] Beersma, B., de Dreu, C.K.W., Integrative and distributive negotiation in small groups: effects of task structure, decision rules, and social motive. Organ. Behav. Hum. Decis. Process. 87:2 (2002), 227–252.
9. [9] Bell, S.J., Auh, S., Smalley, K., Customer relationship dynamics: service quality and customer loyalty in the context of varying levels of customer expertise and switching costs. J. Acad. Mark. Sci. 33:2 (2005), 169–183.
10. [10] Bhattacherjee, A., Individual trust in online firms: scale development and initial test. J. Manag. Inf. Syst. 19:1 (2002), 211–241.
11. [11] Chaudhuri, A., Holbrook, M.B., The chain of effects from brand trust and brand affect to brand performance: the role of brand loyalty. J. Mark. 65:2 (2001), 81–93.
12. [12] Che, T., Zheng, X., Peng, Z., Lim, K.H., Hua, Z., Consumer's revisit behavior in online group-buying: a shopping value perspective. Proceedings of the 19th Pacific Asia Conference on Information Systems, Paper 117, July 5–9, Singapore, 2015.
13. [13] Chen, C.P., Online group buying behavior in CC2B e-commerce: understanding consumer motivations. J. Internet Commer. 11:3 (2012), 254–270.
14. [14] Chen, D.N., Jeng, B., Lee, W.P., Chuang, C.H., An agent-based model for consumer-to-business electronic commerce. Expert Syst. Appl. 34:1 (2008), 469–481.
15. [15] Chen, J., Chen, X., Song, X., Comparison of the group-buying auction and fixed pricing mechanism. Decis. Support Syst. 43:2 (2007), 445–459.
16. [16] Cheng, H.H., Huang, S.W., Exploring antecedents and consequence of online group-buying intention: an extended perspective on theory of planned behavior. Int. J. Inf. Manag. 33:1 (2013), 185–198.
17. [17] Cheng, S.Y., Tsai, M.T., Cheng, N.C., Chen, K.S., Predicting intention to purchase on group buying website in Taiwan. Online Inf. Rev. 36:5 (2012), 698–712.
18. [18] Chin, W.W., Commentary: issues and opinion on structural equation modeling. MIS Q. 22:1 (1998), 7–16.
19. [19] Choi, J., Seol, H., Lee, S., Cho, H., Park, Y., Customer satisfaction factors of mobile commerce in Korea. Internet Res. 18:3 (2008), 313–335.
20. [20] Chong, X., Zhang, J., Lai, K.K., Nie, L., An empirical analysis of mobile internet acceptance from a value-based view. Int. J. Mob. Commun. 10:5 (2012), 536–557.
21. [21] Cook, K.S., Emerson, R.M., Power, equity, and commitment in exchange networks. Am. Sociol. Rev. 43:5 (1978), 721–739.
22. [22] Crimmins, J.C., Better measurement and management of brand value. J. Advert. Res. 40:6 (2000), 136–144.
23. [23] Cronin, J.J., Brady, M.K., Hult, G.T.M., Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments. J. Retail. 76:2 (2000), 193–218.
24. [24] Erdogmus, I.E., Cicek, M., Online group buying: what is there for the consumers?. Procedia Soc. Behav. Sci. 24 (2011), 308–316.
25. [25] Davis, F.D., Bagozzi, R.P., Warshaw, P.R., User acceptance of computer technology: a comparison of two theoretical models. Manag. Sci. 35:8 (1989), 982–1003.
26. [26] DeLone, W.H., McLean, E.R., Information systems success: the quest for the dependent variable. Inf. Syst. Res. 38:6 (1992), 373–384.
27. [27] DeLone, W.H., McLean, E.R., The DeLone and McLean model of information systems success: a ten-year update. J. Manag. Inf. Syst. 19:4 (2003), 9–30.
28. [28] DeLone, W.H., McLean, E.R., Measuring e-commerce success: applying the DeLone and McLean information systems success model. Int. J. Electron. Commer. 9:1 (2004), 31–47.
29. [29] Dinev, T., Hart, P., An extended privacy calculus model for e-commerce transactions. Inf. Syst. Res. 17:1 (2006), 61–80.
30. [30] Dwyer, C., Hiltz, S.R., Passerini, K., Trust and privacy concern within social networking sites: a comparison of Facebook and MySpace. Proceedings of the 13th Americas Conference on Information Systems, August 9–12, Keystone, Colorado, USA, 2007.
31. [31] Dwyer, F.R., Schurr, P.H., Oh, S., Developing buyer–seller relationships. J. Mark. 51:2 (1987), 11–27.
32. [32] Fornell, C.R., Larcker, D.F., Evaluating structural equation models with unobservable variables and measurement error. J. Mark. Res. 18:1 (1981), 39–50.
33. [33] Flavian, C., Guinaliu, M., Gurrea, R., The role played by perceived usability, satisfaction and consumer trust on website loyalty. Inf. Manag. 43:1 (2006), 1–14.
34. [34] Garbarino, E., Johnson, M.S., The different roles of satisfaction, trust, and commitment in customer relationships. J. Mark. 63:2 (1999), 70–87.
35. [35] Gefen, D., E-commerce: the role of familiarity and trust. Omega 28:6 (2000), 725–737.
36. [36] Gefen, D., Reflections on the dimensions of trust and trustworthiness among online consumers. ACM SIGMIS Database 33:3 (2002), 38–53.
37. [37] Gefen, D., Straub, D.W., Consumer trust in B2C e-commerce and the importance of social presence: experiments in e-products and e-services. Omega 32:6 (2004), 407–424.
38. [38] Grabner-Kraeuter, S., The role of consumers’ trust in online-shopping. J. Bus. Ethics 39:1–2 (2002), 43–50.
39. [39] Gwee, M.Y.T., Chang, K.T.T., Developing e-loyalty amongst impulsive buyers via social influence on group buying websites. Proceedings of the 17th Pacific Asia Conference on Information Systems, Paper 141, June 18–22, Jeju Island Korea, 2013.
40. [40] Hair, J.F., Black, W.C., Babin, B.J., Anderson, R.E., Multivariate Data Analysis: A Global Perspective. seventh ed., 2010, Pearson Education, Upper Saddle River, NJ.
41. [41] Hellier, P.K., Geursen, G.M., Carr, R.A., Rickard, J.A., Customer repurchase intention: a general structural equation model. Eur. J. Mark. 37:11/12 (2003), 1762–1800.
42. [42] Henning-Thurau, T., Gwinner, K.P., Gremler, D.D., Understanding relationship marketing outcomes: an integration of relational benefits and relationship quality. J. Serv. Res. 4:3 (2002), 230–247.
43. [43] Henning-Thurau, T., Klee, A., The impact of customer satisfaction and relationship quality and customer retention: a critical reassessment and model development. Psychol. Mark. 14:8 (1997), 737–764.
44. [44] Herath, J., Rao, H.R., Encouraging information security behaviors in organizations: role of penalties, pressures and perceived effectiveness. Decis. Support Syst. 47:2 (2009), 154–165.
45. [45] Ho, C.K.Y., Kuan, K.K.Y., Chau, P.Y.K., Temporal features and consumer evaluations of group-buying: the effects of product image zooming. Proceedings of the 19th Pacific Asia Conference on Information Systems, Paper 122, July 5–9, Singapore, 2015.
46. [46] Hocutt, M.A., Relationship dissolution model: antecedents of relationship commitment and the likelihood of dissolving a relationship. Int. J. Serv. Ind. Manag. 9:2 (1998), 189–200.
47. [47] Hsu, M.H., Chang, C.M., Chu, K.K., Lee, Y.J., Determinants of repurchase intention in online group-buying: the perspectives of DeLone & McLean IS success model and trust. Comput. Hum. Behav. 36 (2014), 234–245.
48. [48] Hsu, M.H., Hsu, C.S., Understanding online group-buying intention: the role of trust, trust transference and conformity. Adv. Inf. Sci. Serv. Sci. 4:12 (2012), 37–45.
49. [49] Huang, L., Jia, L., Song, J., Antecedents of user stickiness and loyalty and their effects on users’ group-buying repurchase intention. Proceedings of the 21st Americas Conference on Information Systems, August 13–15, Puerto Rico, 2015.
50. [50] Iivari, J., Hirschheim, R., Analyzing information systems development: a comparison and analysis of eight IS development approaches. Inf. Syst. 21:7 (1996), 551–575.
51. [51] Jacoby, J., Kyner, D.B., Brand loyalty vs. repeat purchasing behavior. J. Mark. Res. 10:1 (1973), 1–9.
52. [52] Jahng, J., Jain, H., Ramamurthy, K., Effective design of electronic commerce environments: a proposed theory of congruence and an illustration. IEEE Trans. Syst. Man Cybern. A: Syst. Hum. 30:4 (2000), 456–471.
53. [53] Jang, H., Olfman, L., Ko, I., Koh, J., Kim, K., The influence of on-line brand community characteristics on community commitment and brand loyalty. Int. J. Electron. Commer. 12:3 (2008), 57–80.
54. [54] Jarvis, C.B., MacKenzie, S.B., Podsakoff, P.M., A critical review of construct indicators and measurement model misspecification in marketing and consumer research. J. Consum. Res. 30:2 (2003), 199–218.
55. [55] Johnson, D., Grayson, K., Cognitive and affective trust in service relationships. J. Bus. Res. 58:4 (2005), 500–507.
56. [56] Jones, K., Leonard, L.N.K., Trust in consumer-to-consumer electronic commerce. Inf. Manag. 45:2 (2008), 88–95.
57. [57] Kauffman, R.J., Lai, H., Ho, C.T., Incentive mechanisms, fairness and participation in online group-buying auctions. Electron. Commer. Res. Appl. 9:3 (2010), 249–262.
58. [58] Kauffman, R.J., Lai, H., Lin, H.C., Consumer adoption of group-buying auctions: an experimental study. Inf. Technol. Manag. 11:4 (2010), 191–211.
59. [59] Kauffman, R.J., Wang, B., New buyers’ arrival under dynamic pricing market microstructure: the case of group-buying discounts on the Internet. J. Manag. Inf. Syst. 18:2 (2001), 157–188.
60. [60] Kauffman, R.J., Wang, B., Bid together, buy together: on the efficacy of group-buying business models in internet-based selling. Lowry, P.B., Cherrington, J.O., Watson, R.R., (eds.) Handbook of Electronic Commerce in Business and Society, 2002, CRC Press, Boca Raton, FL, 99–137.
61. [61] Kannan, V.R., Tan, K.C., Just in time, total quality management, and supply chain management: understanding their linkages and impact on business performance. Omega 33:2 (2005), 153–162.
62. [62] Kim, J.U., Kim, W.J., Park, S.C., Consumer perceptions on web advertisements and motivation factors to purchase in the online shopping. Comput. Hum. Behav. 26:5 (2010), 1208–1222.
63. [63] Klein, A., Bhagat, P., We-commerce: evidence on a new virtual commerce platform. Global J. Bus. Res. 4:4 (2010), 107–124.
64. [64] Kollock, J., The emergence of exchange structures: an experimental study of uncertainty, commitment, and trust. Am. J. Sociol. 100:2 (1994), 313–345.
65. [65] Konovsky, M.A., Pugh, S.D., Citizenship behavior and social-exchange. Acad. Manag. J. 37:3 (1994), 656–669.
66. [66] Ku, E.C.S., Beyond price: how does trust encourage online group's buying intention?. Internet Res. 22:5 (2012), 569–590.
67. [67] Lam, S.Y., Shankar, V., Erramilli, M.K., Murthy, B., Customer value, satisfaction, loyalty, and switching costs: an illustration from a business-to-business service context. J. Acad. Mark. Sci. 32:3 (2004), 293–311.
68. [68] Lang, K.R., Yu, M.Y., Pelaez, A., The impact of IT-enabled coordination on group performance in an electronic group-buying market. Proceedings of the 18th Pacific Asia Conference on Information Systems, Paper 209, June 24–28, Chengdu, China, 2014.
69. [69] Lawler, E.J., Yoon, J., Power and the emergence of commitment behavior in negotiated exchange. Am. Sociol. Rev. 58:4 (1993), 465–481.
70. [70] Lazarus, R.S., Emotion and Adaptation. 1991, Oxford University Press, New York, NY.
71. [71] Lee, H., Kim, J., Kim, J., Determinants of success for application service provider: an empirical test in small business. Int. J. Hum. Comput. Stud. 65:9 (2007), 796–815.
72. [72] Li, D., Browne, G.J., Wetherbe, J.C., Why do internet users stick with a specific web site? A relationship perspective. Int. J. Electron. Commer. 10:4 (2006), 105–141.
73. [73] Liang, H., Saraf, N., Hu, Q., Xue, Y., Assimilation of enterprise systems: the effect of institutional pressures and the mediating role of top management. MIS Q. 31:1 (2007), 59–87.
74. [74] Lin, F.H., Ihergo.com – the power of group buying. J. e-Bus. 12:special issue (2010), 111–128.
75. [75] Lin, F.H., Lee, G.G., Determinants of success form online communities: an empirical study. Behav. Inf. Technol. 25:6 (2006), 479–488.
76. [76] Lin, H.F., Determinants of successful virtual communities: contributions from system characteristics and social factors. Inf. Manag. 45:8 (2008), 422–527.
77. [77] Lin, H.H., Wang, Y.S., An examination of the determinants of customer loyalty in mobile commerce contexts. Inf. Manag. 43:3 (2006), 271–282.
78. [78] Liu, M.T., Brock, J.L., Shi, G.C., Chu, R., Tseng, T.H., Perceived benefits, perceived risk, and trust. Asia Pac. J. Mark. Logist. 25:2 (2013), 225–248.
79. [79] Loiacono, E.T., Watson, R.T., Goodhue, D.L., WebQual: an instrument for consumer evaluation of web sites. Int. J. Electron. Commer. 11:3 (2007), 51–87.
80. [80] Lu, Y., Zhao, L., Wang, B., From virtual community members to C2C e-commerce buyers: trust in virtual communities and its effect on consumers’ purchase intention. Electron. Commer. Res. Appl. 9:4 (2010), 346–360.
81. [81] MacKenzie, S.B., Podsakoff, P.M., Jarvis, C.B., The problem of measurement model misspecification in behavioral and organizational research and some recommended solutions. J. Appl. Psychol. 90:4 (2005), 710–730.
82. [82] Marks, S.R., Multiple roles and role strain: some notes on human energy, time, and commitment. Am. Sociol. Rev. 42:6 (1977), 921–936.
83. [83] Mayer, R.C., Davis, J.D., Schoorman, F.D., An integrative model of organizational trust. Acad. Manag. Rev. 20:3 (1995), 709–734.
84. [84] McKnight, D.H., Chervany, N.L., What trust means in e-commerce customer relationships: an interdisciplinary conceptual typology. Int. J. Electron. Commer. 6:2 (2002), 35–59.
85. [85] Molm, L.D., Takahashi, N., Peterson, G., Risk and trust in social exchange: an experimental test of a classic proposition. Am. J. Sociol. 105:5 (2000), 1396–1427.
86. [86] Morgan, R.M., Hunt, S.D., The commitment–trust theory of relationship marketing. J. Mark. 58:3 (1994), 20–38.
87. [87] Mukherjee, A., Nath, P., Role of electronic trust in online retailing: a re-examination of the commitment–trust theory. Eur. J. Mark. 41:9/10 (2007), 1173–1202.
88. [88] Nicolaou, A.I., McKnight, D.H., Perceived information quality in data exchanges: effects on risk, trust, and intention to use. Inf. Syst. Res. 17:4 (2006), 332–351.
89. [89] Oliver, R.L., Satisfaction: A Behavioral Perspective on the Consumer. 1997, McGraw-Hill, New York, NY.
90. [90] Pan, Y., Sheng, S., Xie, F.T., Antecedents of customer loyalty: an empirical synthesis and reexamination. J. Retail. Consum. Serv. 19:1 (2012), 150–158.
91. [91] Parasuraman, A., Grewal, D., The impact of technology on the quality–value–loyalty chain: a research agenda. J. Acad. Mark. Sci. 28:1 (2000), 168–174.
92. [92] Patterson, P.G., Spreng, R.A., Modelling the relationship between perceived value, satisfaction and repurchase intentions in a business–business, services context: an empirical examination. Int. J. Serv. Ind. Manag. 8:5 (1997), 414–434.
93. [93] Pavlou, P.A., Consumer acceptance of electronic commerce: integrating trust and risk with the technology acceptance model. Int. J. Electron. Commer. 7:3 (2003), 101–134.
94. [94] Petter, S., DeLone, W., McLean, E.R., The past, present, and future of “IS success”. J. Assoc. Inf. Syst. 13 (2012), 341–362.
95. [95] Petter, S., Straub, D., Rai, A., Specifying formative constructs in information systems research. MIS Q. 31:4 (2007), 623–656.
96. [96] Podsakoff, P.M., MacKenzie, S.B., Lee, J.Y., Podsakoff, N.P., Common method biases in behavioral research: a critical review of the literature and recommended remedies. J. Appl. Psychol. 88:5 (2003), 879–903.
97. [97] Qureshi, I., Compeau, D., Assessing between-group differences in information systems research: a comparison of covariance- and component-base SEM. MIS Q. 33:3 (2009), 197–214.
98. [98] Rempel, J.K., Holmes, J.G., Zanna, M.P., Trust in close relationship. J. Personal. Soc. Psychol. 49:1 (1985), 95–112.
99. [99] Seddon, P.B., A respecification and extension of the DeLone and McLean model of IS success. Inf. Syst. Res. 8:3 (1997), 240–253.
100. [100] Shiau, W.L., Luo, M.M., Factors affecting online group buying intention and satisfaction: a social exchange theory perspective. Comput. Hum. Behav. 28:6 (2012), 2431–2444.
101. [101] Shiau, W.L., Chau, P.Y.K., Does altruism matter on online group buying? Perspectives from egotistic and altruistic behavior. Proceedings of the 17th Pacific Asia Conference on Information Systems, Paper 229, June 18–22, Jeju Island, Korea, 2013.
102. [102] Singh, J., Sirdeshmukh, D., Agency and trust mechanisms in consumer satisfaction and loyalty judgments. J. Acad. Mark. Sci. 28:1 (2000), 150–167.
103. [103] Thatcher, J.B., George, J.F., Commitment, trust, and social involvement: an exploratory study of antecedents to web shopper loyalty. J. Organ. Comput. Electron. Commer. 14:4 (2004), 243–268.
104. [104] Tsai, M.T., Cheng, N.C., Chen, K.S., Understanding online group buying intention: the roles of sense of virtual community and technology acceptance factors. Total Qual. Manag. Bus. Excell. 22:10 (2011), 1091–1104.
105. [105] Ulbrich, F., Christensen, T., Stankus, L., Gender-specific on-line shopping preferences. Electron. Commer. Res. 11:2 (2011), 181–199.
106. [106] Vatanasombut, B., Igbaria, M., Stylianou, A.C., Rodgers, W., Information systems continuance intention of web-based applications customers: the case of online banking. Inf. Manag. 45:7 (2008), 419–428.
107. [107] Verhoef, P.C., Understanding the effect of customer relationship management efforts on customer retention and customer share development. J. Mark. 67:4 (2003), 30–45.
108. [108] Wang, K., Tai, J.C.F., Liu, L.T., Cheng, Y.P., Altruism or benefit seeking? Examining the effects of personal characteristics and behavioral beliefs on online shopper's attitude and intention to be an online group buying initiator. Proceedings of the 18th Pacific Asia Conference on Information Systems, Paper 104, June 24–28, Chengdu, China, 2014.
109. [109] Wang, Y.S., Assessing e-commerce systems success: a respecification and validation of the DeLone and McLean model of IS success. Inf. Syst. J. 18:5 (2008), 529–557.
110. [110] Wang, Y.S., Yeh, C.H., Liao, Y.W., What drives purchase intention in the context of online content services? The moderating role of ethical self-efficacy for online piracy. Int. J. Inf. Manag. 33:1 (2013), 199–208.
111. [111] Wetzels, M., Odekerken-Schroder, G., van Oppen, C., Using PLS path modeling for assessing hierarchical construct models: guidelines and empirical illustration. MIS Q. 33:1 (2009), 177–195.
112. [112] Woodruff, R.B., Customer value: the next source for competitive advantage. J. Acad. Mark. Sci. 25:2 (1997), 139–153.
113. [113] Xiao, L., Guo, Z., D'Ambra, J., A typology of online group buyers: using means-end structures for benefit segmentation. Proceedings of the 35th International Conference on Information Systems, December 14–17, Auckland, New Zealand, 2014.
114. [114] Yamagishi, T., Cook, K.S., Watabe, M., Uncertainty, trust, and commitment formation in the United States and Japan. Am. J. Sociol. 104:1 (1998), 165–194.
115. [115] Yang, L., Mao, M., Antecedents of online group buying behavior: from price leverage and crowd effect perspectives. Proceedings of the 18th Pacific Asia Conference on Information Systems, Paper 89, June 24–28, Chengdu, China, 2014.
116. [116] Yeh, R.C., Chen, Y.C., Lin, L.M., Wu, J.H., Factors affecting consumer's value creation in online group buying. Proceedings of the 18th Pacific Asia Conference on Information Systems, Paper 87, June 24–28, Chengdu, China, 2014.
117. [117] Yoon, C., Kim, S., Developing the causal model of online store success. J. Organ. Comput. Electron. Commer. 19:4 (2009), 265–284.
118. [118] Zeithaml, V.A., Consumer perceptions of price, quality, and value: a means-end model and synthesis of evidence. J. Mark. 52:3 (1988), 2–22.
119. [119] Zhou, Z., Fang, Y., Vogel, D.R., Jin, X.L., Zhang, X., Attracted to or locked in? Predicting continuance intention in social virtual world services. J. Manag. Inf. Syst. 29:1 (2012), 273–305.