1,297
Views
8
CrossRef citations to date
0
Altmetric
Original Articles

Consumer Trust in Internet Marketing and Direct Selling in China

ORCID Icon &

References

  • Agariya, A. K., & Singh, D. (2018). What really defines relationship marketing? A review of definitions and general and sector-specific defining constructs. Journal of Relationship Marketing, 10(4), 203–237. doi:10.1080/15332667.2011.624905
  • Alves, H., & Mainardes, E. W. (2017). Self-efficiency, trust and perceived benefits in the co-creation of value by consumers. International Journal of Retail & Distribution Management, 45(11), 1159–1180. doi:10.1108/IJRDM-05-2016-0071
  • Arnott, D. C. (2007). Trust - current thinking and future research. European Journal of Marketing, 41(9/10), 981–987. doi:10.1108/03090560710773291
  • Cheung, C. M. K., Zhu, L., Kwong, T., Chan, G. W. W., & Limayem, M. (2003). “Online consumer behavior: a review and agenda for future research”, 16th Bled eCommerce Conference e Transformation, June 9–11, pp. 194–218.
  • Cheung, C. M. K., Chan, G. W. W., & Limayem, M. (2005). A critical review of online consumer behavior: empirical research. Journal of Electronic Commerce in Organizations, 3(4), 1–19.
  • Cheshin, A., Amit, A., & van Kleef, G. A. (2018). The interpersonal effects of emotion intensity in customer service: Perceived appropriatness and authenticity of attendant’s emotional displays shape customer trust and satisfaction. Organizational Behavior and Human Decision Processes, 144, 97–111. doi:10.1016/j.obhdp.2017.10.002
  • Clemes, M. D., Gan, C., & Zhang, J. (2014). An empirical analysis of online shopping adoption in Beijing, China. Journal of Retailing and Consumer Services, 21(3), 364–375. doi:10.1016/j.jretconser.2013.08.003
  • Cortina, J. M. (1993). What is coefficient alpha? An examination of theory and applications. Journal of Applied Psychology, 78(1), 98–104. doi:10.1037/0021-9010.78.1.98
  • Diao, Y. (2015). Online shopping behavior among Chinese university students. International Journal of Scientific and Research Publications, 5(1), 144–154.
  • Direct Selling News. (2014). “Research shows online purchasing preferences”, December, 11.
  • Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 35–51. doi:10.1177/002224299706100203
  • Euromonitor International. (2016). Direct Selling in China, Country report.
  • Evans, A. M., & Krueger, K. L. (2014). Outcomes and expectations in dilemmas of trust. Judgment and Decision Making, 9(2), 90–103.
  • Forrester Consulting. (2009). “eCommerce Web site performance today”.
  • Friend, S. B., Johnson, J. S., & Sohi, R. S. (2018). Propensity to trust salespeople: A contingent multisource examination. Journal of Business Research, 83, 1. doi:10.1016/j.jbusres.2017.09.048
  • Gregg, J. (2015). Tech trends: Competing for clarity. Direct Selling News, January, 24–36.
  • Ho, D., Lau, A., & Young, A. (2012). Enterprise ownership and control in China: Governance with a Chinese twist. Business Horizons, 55(6), 575–582. doi:10.1016/j.bushor.2012.07.004
  • Iacobucci, D., & Duhachek, A. (2003). Advancing Alpha: Measuring reliability with confidence. Journal of Consumer Psychology, 13(4), 478–487. doi:10.1207/S15327663JCP1304_14
  • Jarvenpaa, S. L., Tractinsky, N., & Vitale, M. (2000). Consumer trust in an Internet store. Information Technology and Management, 1(1/2), 45–71. doi:10.1023/A:1019104520776
  • Jensen, P. H., Palangkaraya, A., & Webster, E. (2015). Trust and the market for technology. Research Policy, 44(2), 340–356. doi:10.1016/j.respol.2014.10.001
  • Jiang, Z., Henneberg, S. C., & Naudé, P. (2011). The importance of trust vis-à-vis reliance in relationships; some international findings. International Marketing Review, 28(4), 318–339. doi:10.1108/02651331111149921
  • Kim, Y., & Peterson, R. A. (2017). A meta-analysis of online trust relationships in e-commerce. Journal of Interactive Marketing, 38, 44–54. doi:10.1016/j.intmar.2017.01.001
  • Kooli, K., Mansour, B., & Utama, R. (2014). Determinants of trust and their impact on online purchase intention. International Journal of Technology Marketing, 9(3), 305–319. doi:10.1504/IJTMKT.2014.063858
  • Lantieri, T., & Chiagouris, L. (2009). Brand trust in an age without trust: Expert opinions. Journal of Consumer Marketing, 26(2), 78–86. doi:10.1108/07363760910940447
  • Li, E., Liu, B., & Luk, S. T. K. (2017). Customer participation in high- versus low-context services: The multiple roles of customer trust. Journal of Global Marketing, 30(5), 322–341. doi:10.1080/089911762.2017.1343886
  • Li, N., & Zhang, P. (2002). “Consumer online shopping attitudes and behavior: An assessment of research”, Proceedings of Eighth Americas Conference on Information Systems, pp. 508–517.
  • Luk, S. T.-K., Albaum, G., & Fullgrabe, L. (2013). Trust in customer-salesperson relationship in China’s retail sector. International Journal of Retail & Distribution Management, 41(3), 226–248. doi:10.1108/09590551311306264
  • Mahmoud, M., Hinson, R. E., & Adika, M. K. (2018). The effect of trust, commitment, and conflict handling on customer retention: The mediating role of customer satisfaction. Journal of Relationship Marketing, 17(4), 257–276. doi:10.1080/15332667.2018.1440146
  • Malshe, A., & Al-Khatib, J. A. (2017). A repertoire of marketers’ trust-building strategies within the sales-marketing interface. Journal of Personal Selling & Sales Management, 37(3), 213–227. doi:10.1080/08853134.2017.1345316
  • Martin, H. (2018). Are you ready for the DX economy? Direct Selling News, January, 18–31.
  • Merrilees, B., & Miller, D. (1999). Direct selling in the West and East: the relative roles of product on relationship (Guanxi) drivers. Journal of Business Research, 45(3), 267–273. doi:10.1016/S0148-2963(97)00238-5
  • Moorman, C., Zaltman, G., & Deshpande, R. (1992). Relationships between providers and users of marketing research; the dynamics of trust within and between organizations. Journal of Marketing Research, 29(3), 314–329. Vol. No. doi:10.1177/002224379202900303
  • Morganosky, M. A., & Cude, B. J. (2000). Consumer response to online grocery shopping. International Journal of Retail & Distribution Management, Vol. 1, 17–26. doi:10.1108/09590550010306737
  • news.xinhuanet.com (2013). China’s Internet users reach 564 mln, (http:news.xinhuanet/com/English/sci/2013-01/15/c__132104473.htm, accessed 01-15-2013)
  • Nunnally, J. C., & Bernstein, I. H. (1994). Psychometric theory (3rd ed.). New York, NY: McGraw-Hill.
  • Orth, U. R., Bouzdine-Chameeva, T., & Brand, K. (2013). Trust during retail encounters: A touchy proposition. Journal of Retailing, 89(3), 301–314. doi:10.1016/j.jretai.2013.02.002
  • Padma, P., Rosa, A., & Antonio, N. (2017). Antecedents and consequences of mutual trust in PPPs. Journal of Relationship Marketing, 16(3), 63–178.
  • Palmer, A., & Huo, Q. (2013). A study of trust over time within a social network media environment. Journal of Marketing Management, 29(15–16), 1816–1833. doi:10.1080/0267257X.2013.803143
  • Perea y Monsuwé, T., Dellaert, B. G. C., & de Ruyter, K. (2004). What drives consumers to shop online? A literature review. International Journal of Service Industry Management, 15(1), 102–121. doi:10.1108/09564230410523358
  • Peterson, R. A. (1994). A meta-analysis of Cronbach’s Coefficient Alpha. Journal of Consumer Research, 21(2), 381–391. doi:10.1086/209405
  • Peterson, R. A., Albaum, G., & Ridgway, N. M. (1989). Consumers who buy from direct sales companies. Journal of Retailing, 65(2), 273–286.
  • Peterson, R. A., & Wotruba, T. R. (1996). What is direct selling?—Definition, perspectives, and research agenda. Journal of Personal Selling and Sales Management, 16(4), 1–16.
  • Pomirleanu, N., Schibrowsky, J. A., Peltier, J., & Nill, A. (2013). A review of Internet marketing research over the past 20 years and future research direction. Journal of Research in Interactive Marketing, 7(3), 166–181. doi:10.1108/JRIM-01-2013-0006
  • Poon, P., Albaum, G., & Chan, P. S.-F. (2012). Managing trust in direct selling relationships. Marketing Intelligence & Planning, 30(5), 588–603. doi:10.1108/02634501211251070
  • Rajaobelina, L., Ricard, L., Bergeron, J., & Toufaily, É. (2014). An integrative model of installed online trust in the financial services industry. Journal of Financial Services Marketing, 19(3), 186–197. doi:10.1057/fsm.2014.18
  • Rosenbloom, A., & Haefner, J. E. (2009). Country-of-origin effects and global brand trust. Journal of Global Marketing, 22(4), 267–278. doi:10.1080/08911760903022432
  • Rotter, J. B. (1967). A new scale for the measurement of interpersonal trust. Journal of Personality, 35(4), 651–665.
  • Roy, A., Huh, J., Pfeuffer, A., & Srivastava, J. (2017). Development of Trust Scores in Social Media (TSM) algorithm and application to advertising practice and research. Journal of Advertising, 46(2), 269–282. DOI: 20.1080/00913367.2017.1297272.
  • Sekhon, H., Ennew, C., Kharouf, H., & Devlin, J. (2014). Trustworthiness and trust: Influences and implications. Journal of Marketing Management, 30(3-4), 409–430. doi:10.1080/0267257X.2013.842609
  • Shergill, G. S., & Chen, Z. (2005). Web-based shopping: consumers’ attitudes towards online shopping in New Zealand. Journal of Electronic Commerce Research, 6(2), 79–94.
  • Sivapalan, A., & Jebarajakirthy, C. (2017). An application of retailing service quality practices influencing customer loyalty towards retailers. Marketing Intelligence & Planning, 35(7), 842–857. doi:10.1108/MIP-09-2016-0178
  • Tang, C. S., & Babich, V. (2014). Using social and economic incentives to discourage Chinese suppliers from product adulteration. Business Horizons, 57(4), 497–508. doi:10.1016/j.bushor.2014.03.009
  • ter Huurue, M., Ronteltap, C. R., & Buskens, V. (2017). Antecedents of trust in the sharing economy: A system review. Journal of Consumer Behaviour, 16, 465–498.
  • The Economist. (2011). All eyes on Chinese aisles. The Economist, May 21, 69–70.
  • The Economist. (2014). Doing it their way. The Economist, January 25.
  • Tortora, S. A. (2015). Direct selling’s strengths in the world’s billion dollar markets. Direct Selling News, September, 18–32.
  • Tortora, S. A. (2016). Meet direct selling’s billion dollar markets. Direct Selling News, www.directsellingnews.com/index.php/meet-direct-selling’s-billion-dollar-markets#NAPDo-cFaQ.
  • Uncles, M. D. (2010). Retail change in China: Retrospect and prospects. The International Review of Retail, Distribution, and Consumer Research, 20(1), 69–84. doi:10.1080/09593961003594501
  • Veloutsou, C. (2015). Brand evaluation, satisfaction, and trust as predictors of brand loyalty; the mediator-moderator effect of brand relationships. Journal of Consumer Marketing, 32(6), 405–421. doi:10.1108/JCM-02-2014-0878
  • Winch, G., & Joyce, P. (2006). Exploring the dynamics of building, and losing, consumer trust in B2C eBusiness. International Journal of Retail & Distribution Management, 34(7), 541–555. doi:10.1108/09590550610673617
  • Xue, J., Lu, S., Shi, B., & Zheng, H. (2018). Trust, guanxi, and cooperation: A study on partner opportunism in Chinese joint-venture manufacturing. Journal of Business & Industrial Marketing, 31(1), 95–106. doi:10.1108/JBIM-07-2016-0159
  • Yahia, I. B., Al-Neama, N., & Kerbache, L. (2018). Investigating the drivers for social commerce in social media platforms: Importance of trust, social support and the platform perceived usage. Journal of Retailing and Consumer Services, 41, 11–18. doi:10.1016/j.jretconser.2017.10.021
  • Young, L., & Albaum, G. (2003). Measurement of trust in salesperson-customer relationships in direct selling. Journal of Personal Selling and Sales Management, 23(3), 251–268.
  • Zhang, J. J., & Tsai, W.-H. (2015). United we shop! Chinese consumers’ online group buying. Journal of International Consumer Marketing, 32(6), 405–421.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.