CoChat
Sign Up
Cited by 75E-commerce and Technology InnovationsOutsourcing and Supply Chain ManagementCustomer Service Quality and Loyalty

Trust across borders: buyer-supplier trust in global business-to-business E-commerce.

Open access
Hong Kong University of Science and Technology, Koh, Tat, Fichman, Mark, Carnegie Mellon University, Kraut, Robert, Carnegie Mellon University·2012·Journal of the Association for Information Systems
DOI 10.17705/1jais.00316
Open this paper in CoChat — free accountOpen PDF

Abstract

This study focuses on trust formation and development in global buyer-supplier relationships. Trust affects all business relationships, especially global business-to-business (B2B) transactions due to the distances between buyers and suppliers. We use information signaling theory to examine how information indices and signals affect buyers’ trust in suppliers in global B2B commerce. Specifically, we examine how buyers’ trust is affected by (1) their perceptions of the national integrity and legal structure of suppliers’ country, and (2) third-party verifications of suppliers on B2B exchanges. Because buyer-supplier relationships usually evolve over time, we study how the effects of indices and signals change as the number of transactions between the partners increases. A survey of global organizational buyers finds that perceptions of national integrity, legal structure, and supplier verifications are all positively related to buyers’ trust. However, the number of prior transactions between buyers and suppliers moderates the impact of perceived legal structure on buyers’ trust.

Integrity signals

Registry

Crossref · 10.17705/1jais.00316

Cites

82 of 82 references verified0 citation errors · 0 not checkable

Statistics

Recomputing p-values needs the paper’s full text.

Claims the paper makes

We couldn’t retrieve this paper’s full text, so its claims and self-check weren’t run. The registry and citation checks still apply.

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

  • Cross-border transactional processes usually involve delivery risks and crossing language barriers, which may increase consumers' perceived risks and uncertainties and deter consumers from taking full advantage of cross-border e-commerce.

    “For instance, the transactional processes usually involve delivery risks and crossing language barriers, which may increase consumers’ perceived risks and uncertainties and deter consumers from taking full advantage of cross-border e-commerce (Koh et al., 2012; Guo et al., 2018).”

    From How Live Streaming Features Impact Consumers’ Purchase Intention in the Context of Cross-Border E-Commerce? A Research Based on SOR Theory (2021) · cites this paper as Koh et al., 2012

Cites

Flagged first, then by citations

Cited by

Sorted by citations

Related

Authors
Hong Kong University of Science and Technology, Koh, T., Fichman, M., Carnegie Mellon University, Kraut, R., & Carnegie Mellon University
Affiliations
  • Hong Kong University of Science and Technology (HK)
  • Carnegie Mellon University (US)
ORCID
Venue
Journal of the Association for Information Systems
Publisher
Association for Information Systems
Published
2012-11
Volume
13
Issue
11
Pages
886-922
ISSN
1536-9323 (ISSN-L)
DOI
10.17705/1jais.00316
OpenAlex
W3122186323
Cited by
73
References
82
Citations by year
2026: 2 · 2025: 8 · 2024: 8 · 2023: 7 · 2022: 7 · 2021: 7 · 2020: 9 · 2019: 4 · 2018: 4 · 2017: 3 · 2016: 2 · 2015: 6 · 2014: 5 · 2013: 1
FWCI
8.84
Type
journal article
Language
en
Open access
Locations
  • Journal of the Association for Information Systems (publishedVersion)
  • SSRN Electronic Journal (acceptedVersion)
  • Journal of the Association for Information Systems (submittedVersion)
  • Rare & Special e-Zone (The Hong Kong University of Science and Technology) (submittedVersion)
Funders
Carnegie Mellon University
Topics
  • Social Sciences › Business, Management and Accounting › Business and International Management › E-commerce and Technology Innovations
  • Social Sciences › Business, Management and Accounting › Management Information Systems › Outsourcing and Supply Chain Management
  • Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
Keywords
buyer-supplier trust, national integrity, legal structure, transaction volume, organizational buyers, cross-border relationships

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review