The DOI matches its Crossref record; 48 of the 48 references it cites were found in a registry or an index.
Consumer Trust in an Internet Store: A Cross-Cultural Validation
Abstract
Many have speculated that trust plays a critical role in stimulating consumer purchases over the Internet. Most of the speculations have rallied around U.S. consumers purchasing from U.S.–based online merchants. The global nature of the Internet raises questions about the robustness of trust effects across cultures. Culture may also affect the antecedents of consumer trust; that is, consumers in different cultures might have differing expectations of what makes a web merchant trustworthy. Here we report on a cross-cultural validation of an Internet consumer trust model. The model examined both antecedents and consequences of consumer trust in a Web merchant. The results provide tentative support for the generalizability of the model.
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“For instance, differences in cultural background may affect the antecedents of trust towards websites (Doney, Cannon, & Mullen, 1998; Jarvenpaa, Tractinsky, & Saarinen, 1999).”
From Why do travelers trust TripAdvisor? Antecedents of trust towards consumer-generated media and its influence on recommendation adoption and word of mouth (2015) · cites this paper as Jarvenpaa, Tractinsky, & Saarinen, 1999
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“Trust has always been an important factor in influencing consumer behaviour and has been shown to be critical in uncertain environments (Gefen and Straub, 2002; Jarvenpaa and Tractinsky, 1999).”
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“Asians were most trusting of information provided across American and European websites (83% positive), counter to the earlier findings of Yamagishi and Yamagishi [64] and Inglehart et al [37].”
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Broekhuizen, T. (2008) · University of Groningen research database (University of Groningen / Centre for Information Technology) · Cited by 45
Causal path modeling of grocery shopping in hypermarkets
Shannon, R. M., & Mandhachitara, R. (2008) · Journal of Product & Brand Management · doi:10.1108/10610420810896086 · Cited by 45
“Jarvenpaa (1999) concludes from her findings that trust has a direct influence on attitude and risk, which again have an influence on willingness to buy.”
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Chen, H. (2012) · Journal of Computers · doi:10.4304/jcp.7.7.1655-1662 · Cited by 45
An empirical study of purchase behaviour on social platforms
Benson, V., Ezingeard, J., & Hand, C. (2018) · Information Technology and People · doi:10.1108/itp-08-2017-0267 · Cited by 54
Trust, Perceived Benefit, and Purchase Intention in C2C E-Commerce
Zhao, S., Fang, Y., Zhang, W., & Jiang, H. (2019) · Journal of Global Information Management · doi:10.4018/jgim.2020010107 · Cited by 47
Gbongli, K., Xu, Y., Amedjonekou, K. M., & Kovács, L. (2020) · Sustainability · doi:10.3390/su12041288 · Cited by 52
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BackgroundInfluentialMatzat, U., & Snijders, C. C. P. (2012) · Journal of Computer-Mediated Communication · doi:10.1111/j.1083-6101.2012.01594.x · Cited by 45
Factors Impacting Customers' Initial Trust in E-Businesses: An Empirical Study
Kim, E.-J., & Tadisina, S. K. (2005) · Hawaii International Conference on System Sciences (HICSS) · doi:10.1109/hicss.2005.272 · Cited by 45
“For instance, Jarvenpaa and Tractinsky [15] proposed and empirically tested that perceived size and reputation of an online store are positively associated with a customer’s trust in the store.”
BackgroundMethodInfluentialSun, S., & Wang, Y. (2010) · Journal of Global Marketing · doi:10.1080/08911761003673454 · Cited by 44
“In addition, trust in a particular Web site increases consumers’ intention to make inquiries and purchases (Gefen, 2000; Jarvenpaa & Tractinsky, 1999; Swaminathan, Lepkowska-White, & Rao, 1999), as well as their willingness to disclose personal information to it (Metzger, 2004).”
BackgroundLowengart, O., & Tractinsky, N. (2001) · Journal of electronic commerce research · Cited by 44
Self-citationJunglas, I. A. (2006) · International Conference on Mobile Business · doi:10.1109/icmb.2006.40 · Cited by 43
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Yoon, C., & Kim, S.-H. (2009) · Journal of Organizational Computing and Electronic Commerce · doi:10.1080/10919390903262644 · Cited by 43
“In e-commerce studies, although the company’s reputation or size [20], [21], [23], institution-based trust [23], and security [23], [38] have been proposed to be the antecedents of initial trust building, past experience of reliability or competent service and benevolent behavior have been known to…”
BackgroundKe, D., Chen, A., & Su, C. (2016) · Electronic Commerce Research · doi:10.1007/s10660-016-9217-8 · Cited by 43
Increasing Customer Trust Towards Mobile Commerce in a Multicultural Society: A Case of Qatar
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Donation Behavior in Online Micro Charities: An Investigation of Charitable Crowdfunding Projects
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“The explanatory model builds on the theory of reasoned action (TRA), where attitude is the cornerstone of a widely used social science theory.”
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“Because e-commerce involves virtual buyer-seller interactions rather than real interactions, trust plays an even more crucial role in the online shopping context than in actual stores, and has therefore become an important factor driving online purchasing intentions [11]-[13], [26], [30], [46], [52], [65], [74], [77],…”
BackgroundDigitalization and International Online Sales: Antecedents of Purchase Intent
Lindh, C., Nordman, E. R., Hånell, S. M., Safari, A., & Hadjikhani, A. I. (2020) · Journal of International Consumer Marketing · doi:10.1080/08961530.2019.1707143 · Cited by 48
A matter of value? Predicting channel preference and multichannel behaviors in retail
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A cross-cultural comparison of online travel information search behaviors
Jordan, E. J., Norman, W. C., & Vogt, C. A. (2012) · Tourism Management Perspectives · doi:10.1016/j.tmp.2012.11.002 · Cited by 48
The Impact of Seller Reputation on the Performance of online sales
Ye, Q., Li, Y., Kiang, M. Y., & Wu, W. (2009) · ACM SIGMIS Database the DATABASE for Advances in Information Systems · doi:10.1145/1496930.1496935 · Cited by 42
“This paper attempts to understand seller reputation effects on sales price, number of sales, and total revenue, based on But-It-Now (BIN) data collected from TaoBao.com, the largest online auction site in China.”
BackgroundInfluence of Culture on e-Government Acceptance in Saudi ArabiaPreprint
Abunadi, I. (2013) · arXiv (Cornell University) · doi:10.48550/arxiv.1307.7141 · Cited by 42
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“Trust represents a consumer's willingness to be vulnerable to the actions (or non-actions) of an online vendor, based on the expectation that the vendor will act in good faith and perform specific actions deemed important to the consumer ( Jarvenpaa and Tractinsky, 1999”
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Do microblog postings influence consumer perceptions of retailers' e‐servicescapes?
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Guzzo, T., Ferri, F., & Grifoni, P. (2016) · Behaviour and Information Technology · doi:10.1080/0144929x.2015.1132770 · Cited by 41
“Other models adopt perceived risk and trust as direct antecedents of intention to use, suggesting that uncertainty reduction is a key component in consumer acceptance of e-commerce (Jarvenpaa and Tractinsky 1999; Featherman and Pavlou 2002; Pavlou 2003).”
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Abualrob, A. A., & Kang, J. (2015) · Information Development · doi:10.1177/0266666915609774 · Cited by 44
“Jarvenpaa et al. (1999) have identified functional and financial losses as risk types that discourage consumers from transacting online and that inflict losses on businesses.”
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Implementing and managing e-government in the State of Qatar: a citizens' perspective
Shafi, A., & Weerakkody, V. (2007) · Electronic Government an International Journal · doi:10.1504/eg.2007.015037 · Cited by 41
Chung, K. (2013) · Behaviour and Information Technology · doi:10.1080/0144929x.2013.805243 · Cited by 45
Lee, C., Kim, J., & Chan‐Olmsted, S. M. (2010) · Journal of Marketing Communications · doi:10.1080/13527266.2010.484128 · Cited by 48
“Also, although a low-order variable, existing trust literature has identified familiarity as a key factor in reducing uncertainty or risk (Jarvenpaa and Tractinsky 1999 ; Luhmann 1979 ).”
BackgroundA typology of internet users based on comparative affective states: evidence from eight countries
Christodoulides, G., Michaelidou, N., & Siamagka, N. (2013) · European Journal of Marketing · doi:10.1108/03090561311285493 · Cited by 41
The role of culture in e‐commerce use for the Egyptian consumers
Said, G. R. E., & Galal‐Edeen, G. H. (2009) · Business Process Management Journal · doi:10.1108/14637150910931451 · Cited by 40
“Jarvenpaa et al. (1999) report a cross-cultural validation study of an internet consumer trust model (Jarvenpaa et al., 2000).”
BackgroundUnderstanding resource sharing in C2C platforms: The role of picture humanization
Teubner, T., Adam, M. T. P., Camacho, S., & Hassanein, K. (2014) · Unpublished · doi:10.13140/2.1.3578.0167 · Cited by 40
“In B2C e-commerce transactions, it relates to the vulnerability of a user or consumer to an online vendor (Jarvenpaa et al. 1999).”
Trustmarks: Strategies for exploiting their full potential in e-commerce
Thompson, F. M., Tuzovic, S., & Braun, C. (2018) · Business Horizons · doi:10.1016/j.bushor.2018.09.004 · Cited by 43
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ICIS Panel Summary: Should Institutional Trust Matter in Information Systems Research?
Gefen, D., Pavlou, P. A., Benbasat, I., McKnight, H., Stewart, K., & Straub, D. W. (2006) · Communications of the Association for Information Systems · doi:10.17705/1cais.01709 · Cited by 39
Modelling Trade and Trust Across Cultures
Hofstede, G. J., Jonker, C. M., Meijer, S., & Verwaart, T. (2006) · Lecture notes in computer science · doi:10.1007/11755593_10 · Cited by 40
“Jarvenpaa and Tractinsky [9] report only slight differences in consumer trust in on-line bookstores across cultures.”
BackgroundManaging consumer trust in e-commerce: evidence from advanced versus emerging markets
Quintus, M., Mayr, K., Hofer, K. M., & Chiu, Y. T. (2024) · International Journal of Retail & Distribution Management · doi:10.1108/ijrdm-10-2023-0609 · Cited by 42
Beldad, A., van der Geest, T., de Jong, M., & Steehouder, M. (2012) · International Journal of Human–Computer Interaction · doi:10.1080/10447318.2011.572331 · Cited by 39
“The premise is anchored on the assertion that trust could precipitate a decline in risk perceptions (Gefen et al., 2002; Jarvenpaa & Tractinsky, 1999; Kim et al., 2003, 2008; Malhotra et al., 2004; Van der Heijden et al., 2003).”
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Consumer trust in 3D virtual worlds and its impact on real world purchase intention
Peng, Y., & Ke, D. (2015) · Nankai Business Review International · doi:10.1108/nbri-03-2015-0009 · Cited by 40
TOE drivers for cloud transformation: direct or trust-mediated?
Li, M., Zhao, D., & Yu, Y. (2015) · Asia Pacific Journal of Marketing and Logistics · doi:10.1108/apjml-03-2014-0040 · Cited by 41
Understanding Member Use of Social Networking Sites: A Value Analysis
Chen, R., & SHARMA, S. K. (2013) · Communications of the Association for Information Systems · doi:10.17705/1cais.03306 · Cited by 41
Will ‘doing right’ lead to ‘doing well’? An examination of green behavior
Sukhu, A., & Scharff, R. L. (2018) · Journal of Consumer Marketing · doi:10.1108/jcm-04-2016-1778 · Cited by 39
Guo, B., Li, Y., & Jingxue, W. (2018) · Cognitive Systems Research · doi:10.1016/j.cogsys.2018.08.002 · Cited by 42
Kivijärvi, M., Laukkanen, T., & Cruz, P. (2007) · Journal of Euromarketing · doi:10.1300/j037v16n03_05 · Cited by 38
User's Perspectives on Privacy in Web-Based Applications
Zviran, M. (2008) · Journal of Computer Information Systems · doi:10.1080/08874417.2008.11646039 · Cited by 40
“Both trust and online privacy concerns affect the proba bility of consumers' purchases at various stages of the online marketing relationship [Jarvenpaa and Tractinsky, 1999].”
The Examination of Two Web Site Usability Instruments for Use in B2C E-Commerce Organizations
Green, D. T., & Pearson, J. M. (2009) · Journal of Computer Information Systems · doi:10.1080/08874417.2009.11645337 · Cited by 39
Rural and urban women entrepreneurs: A comparison of service needs and delivery methods priorities
Davis, A. (2011) · International journal of business science & applied management. · doi:10.69864/ijbsam.6-2.69 · Cited by 39
Strycharz, J., & Segijn, C. M. (2024) · Journal of Business Research · doi:10.1016/j.jbusres.2023.114490 · Cited by 38
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“It can be argued that, on the Internet, the website of the firm is a substitute for the salesperson (Jarvenpaa, Tractinsky, and Saarinen 2006).”
BackgroundThe role of structural assurance on previous satisfaction, trust and continuance intention
McCole, P., Ramsey, E., Kincaid, A., Fang, Y., & Li, H. (2019) · Information Technology and People · doi:10.1108/itp-08-2017-0274 · Cited by 44
Establishing a partnership between top and IT managers
Manfreda, A., & Stemberger, M. I. (2019) · Information Technology and People · doi:10.1108/itp-01-2017-0001 · Cited by 42
TAM Model Evidence for Online Social Commerce Purchase Intention
Zhang, Y., Jianqiu, Z., Akram, U., & Rasool, H. (2021) · Information Resources Management Journal · doi:10.4018/irmj.2021010105 · Cited by 41
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Chinese and US online consumers’ preferences for content of e-commerce websites: a survey
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BackgroundIncorporating social dimensions in Web-store design
Tractinsky, N., & Rao, V. S. (2001) · Human Systems Management · doi:10.3233/hsm-2001-20204 · Cited by 38
Self-citationRepurchase intention in e-commerce merchants: Practical evidence from college students
Lukito, S., & Ikhsan, R. B. (2020) · Management Science Letters · doi:10.5267/j.msl.2020.5.014 · Cited by 42
Chen, R., Kim, D. J., & Rao, H. R. (2021) · Information & Management · doi:10.1016/j.im.2021.103486 · Cited by 38
Innovation in In-Store Promotions: Effects on Consumer Purchase Decision
Kiran, V., Majumdar, M., & Kishore, K. (2012) · European Journal of Business and Management · Cited by 37
A foundation for understanding online trust in electronic commerce
Kracher, B., Corritore, C. L., & Wiedenbeck, S. (2005) · Journal of Information Communication and Ethics in Society · doi:10.1108/14779960580000267 · Cited by 38
“The various models by Bhattacherjee (2002), Corritore, Kracher and Wiedenbeck (2003), Gefen, Karahanna and Straub (2003), Jarvenpaa and Tractinsky (1999) and McKnight et al. (2002) are only a few frameworks through which an understanding of the complexity of antecedents of online trust can be…”
BackgroundMethodToward a Comprehensive Model in Internet Auction Fraud Detection
Zhang, B., Zhou, Y., & Faloutsos, C. (2008) · Hawaii International Conference on System Sciences (HICSS) · doi:10.1109/hicss.2008.455 · Cited by 37
Seller Reputation Within the B2C e-Marketplace and Impacts on Purchase Intention
Malak, F., Ferreira, J. B., Falcão, R. P. D. Q., & Giovannini, C. J. (2021) · Latin American Business Review · doi:10.1080/10978526.2021.1893182 · Cited by 48
“According to Jarvenpaa et al. (1999) and Pavlou and Gefen (2004), if a consumer perceives a seller to be trustworthy, this level of trust will reduce their perception of risk in that transaction.”
BackgroundMethodInfluentialImproving Phishing Reporting Using Security Gamification
Jensen, M. L., Wright, R. T., Durcikova, A., & Karumbaiah, S. (2022) · Journal of Management Information Systems · doi:10.1080/07421222.2022.2096551 · Cited by 36
“Therefore, we captured propensity to trust [66], perceived Internet risk [44, 54], internal and external computer self-efficacy [76], and self-reported expertise in identifying phishing messages, as these variables have been used in recent phishing research [e.g., 45].”
MethodEyeing the web interface: the influence of price, product, and personal involvement
Walia, N., Srite, M., & Huddleston, W. E. (2015) · Electronic Commerce Research · doi:10.1007/s10660-015-9200-9 · Cited by 36
“Multiple theoretical models have empirically shown the contributions of web design to customers’ assessments [18, 62], interactivity [79], usability [51], aesthetics [99], social actor [49], cultural markers [45], and the credibility and trustworthiness of the seller [40].”
BackgroundA model of customers' initial trust in unknown online retailers: an empirical study
Kim, E.-J., & Tadisina, S. K. (2010) · International Journal of Business Information Systems · doi:10.1504/ijbis.2010.035740 · Cited by 36
Determinants of online trust and their impact on online purchase intention
Kooli, K., Mansour, K. B., & Utama, R. (2014) · International Journal of Technology Marketing · doi:10.1504/ijtmkt.2014.063858 · Cited by 43
“Cognitive-based trust is built through people’s use of their common knowledge – own mind or asking relatives or friends – when they want to purchase online a particular product (Li et al., 2008). Cognition-based trust is a moderator in the relationship between cognitive conflict and decision outcomes (Parayitam and Do…”
BackgroundTrust: the unwritten cost of white-collar crime
Dearden, T. E. (2015) · Journal of Financial Crime · doi:10.1108/jfc-02-2015-0007 · Cited by 36
“Trust has been shown to be an important factor for consumers when deciding which retailers to buy from (Jarvenpaa et al., 1999), and is correlated with increased sales for the organization (Schurr and Ozanne, 1985).”
BackgroundKumar, N., Upreti, K., Upreti, S., Alam, M. S., & Agrawal, M. (2021) · Human Behavior and Emerging Technologies · doi:10.1002/hbe2.302 · Cited by 36
McCoy, S., Everard, A., & Loiacono, E. T. (2009) · Information Systems Journal · doi:10.1111/j.1365-2575.2007.00290.x · Cited by 36
Trust in Mediated Interactions
Riegelsberger, J., Sasse, M. A., & McCarthy, J. D. (2012) · Oxford University Press eBooks · doi:10.1093/oxfordhb/9780199561803.013.0005 · Cited by 38
Benbasat, I., Cenfetelli, R. T., & Tan, C. (2007) · Journal of the Association for Information Systems · Cited by 36
The influence of buyers’ time orientation on online shopping behavior: a typology.
Xu-Priour, D. L., Cliquet, G., & Palmer, A. (2017) · International Journal of Electronic Commerce · doi:10.1080/10864415.2016.1319206 · Cited by 34
“Jarvenpaa, Tractinsky, and Saarinen’s [53] scale was used and modified to measure trust perception (three items).”
MethodFrom owning to sharing: understanding the emergence of social sharing services
Kim, H., Choi, K. H., Kim, K. J., & Park, E. (2017) · Data Technologies and Applications · doi:10.1108/prog-02-2016-0010 · Cited by 35
Sajid, S., Rashid, R. M., & Haider, W. (2022) · Frontiers in Psychology · doi:10.3389/fpsyg.2022.919334 · Cited by 35
“, 2001; Foucault and Scheufele, 2002) risks related to online shopping (Jarvenpaa et al., 1999; Akhlaq and Ahmed, 2015; Haider and Nasir, 2016; Pappas, 2016), and technology-oriented factors affecting online purchase intention (van der Heijden et al.”
BackgroundExploring trust of mobile applications based on user behaviors: an empirical study
Yan, Z., Dong, Y. H., Niemi, V., & Yu, G. (2013) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.2013.01044.x · Cited by 36
G2C Adoption of E-Government in Malaysia
Hussein, R., Mohamed, N., Ahlan, A. R., Mahmud, M., & Aditiawarman, U. (2010) · International Journal of Electronic Government Research · doi:10.4018/jegr.2010070105 · Cited by 35
What Factors Affect Consumer Acceptance Of In-Game Advertisements?
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Almousa, M. A. (2014) · International Review of Management and Business Research · Cited by 35
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BackgroundA Cross-National Comparison of the Determinants of Customer Satisfaction with Online Stores
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BackgroundInternational issues of the design and usage of websites for e-commerce: Hotel and airline examples
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Metadata
- Authors
- Jarvenpaa, S. L., Tractinsky, N., & Saarinen, L.
- Affiliations
- Ben-Gurion University of the Negev (IL)
- The University of Melbourne (AU)
- Corresponding author
- Tractinsky, Noam
- ORCID
- Tractinsky, Noam
- Venue
- Journal of Computer-Mediated Communication
- Publisher
- Oxford University Press (OUP)
- Published
- 2006-06-23
- Volume
- 5
- Issue
- 2
- Pages
- 0-0
- ISSN
- 1083-6101 (ISSN-L)
- OpenAlex
- W1986401249
- Cited by
- 1,882
- References
- 48
- Citations by year
- 2026: 13 · 2025: 31 · 2024: 39 · 2023: 51 · 2022: 71 · 2021: 63 · 2020: 77 · 2019: 85 · 2018: 94 · 2017: 73 · 2016: 85 · 2015: 110 · 2014: 111 · 2013: 105 · 2012: 103
- FWCI
- 256.94
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Computer-Mediated Communication (publishedVersion)
- Topics
- Social Sciences › Decision Sciences › Information Systems and Management › Technology Adoption and User Behaviour
- Social Sciences › Sociology and Political Science › Privacy, Security, and Data Protection
- Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
- Keywords
- consumer trust, online shopping, online store, cross-cultural validation, antecedents of trust, e-commerce
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