Cultivating Trust and Harvesting Value in Virtual Communities

References

• Anderson J. C., Gerbing D. W. Structural equation modeling in practice: A review and recommended two-step approach. Psych. Bull. (1988) 103(3):411–423Crossref, Google Scholar
• Armstrong A., Hagel J. Real profits from virtual communities. McKinsey Quart. (1995) 3Accessed June 4, 2007, http://www.McKinseyquarterly.comGoogle Scholar
• Armstrong J. S., Overton T. S. Estimating nonresponse bias in mail surveys. J. Marketing Res. (1977) 14(3):396–402Crossref, Google Scholar
• Ba S. Establishing online trust through a community responsibility system. Decision Support Systems (2001) 31(3):323–336Crossref, Google Scholar
• Ba S., Pavlou P. A. Evidence of the effect of trust building technology in electronic markets: Price premiums and buyer behavior. MIS Quart. (2002) 26(3):243–268Crossref, Google Scholar
• Balasubramanian S., Mahajan V. The economic leverage of the virtual community. Internat. J. Electronic Commerce (2001) 5(3):103–138Crossref, Google Scholar
• Balasubramanian S., Konana P., Menon N. M. Customer satisfaction in virtual environments: A study of online investing. Management Sci. (2003) 49(7):871–889Link, Google Scholar
• Baron R. M., Kenny D. A. The moderator-mediator distinction in social psychological research: Conceptual, strategic, and statistical considerations. J. Personality Soc. Psych. (1986) 51:1173–1182Crossref, Google Scholar
• Bhattacharaya C. B., Sen S. Consumer-company identification: A framework for understanding customers' relationships with companies. J. Marketing (2003) 67(2):76–88Crossref, Google Scholar
• Bhattacharaya C. B., Hayagreeva R., Glynn M. A. Understanding the bond of identification: An investigation of its correlates among art museum members. J. Marketing (1995) 59(4):46–57Crossref, Google Scholar
• Brashear T. G., Boles J., Bellenger D., Brooks C. M. An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships. J. Acad. Marketing Sci. (2003) 31(2):189–200Crossref, Google Scholar
• Brown S. L., Tilton A., Woodside D. M. The case for on-line communities. McKinsey Quart. (2002) 1Accessed June 4, 2007, http://www.McKinseyquarterly.comGoogle Scholar
• Butler J. K. Toward understanding and measuring conditions of trust: Evolution of a conditions trust inventory. J. Management (1999) 17(3):643–663Crossref, Google Scholar
• Chen Q., Wells W. D. Attitude toward the site. J. Advertising Res. (1999) 39(5):27–37Google Scholar
• Churchill G. A. A paradigm for developing better measures of marketing constructs. J. Marketing Res. (1979) 16(1):64–73Crossref, Google Scholar
• De Wulf K., Odekerken-Schröder G., Iacobucci D. Investments in consumer relationships: A cross-country and cross-industry exploration. J. Marketing (2001) 65(4):33–50Crossref, Google Scholar
• Dholakia U. M., Bagozzi R., Pearo L. K. A social influence model of consumer participation in network- and small-group-based virtual communities. Internat. J. Res. Marketing (2004) 21(3):241–263Crossref, Google Scholar
• Dillon R. S. Respect and care: Toward moral integration. Canadian J. Philos. (1992) 22(1):105–132Crossref, Google Scholar
• Doney P. M., Cannon J. P. An examination of the nature of trust in buyer-seller relationships. J. Marketing (1997) 61(2):35–51Crossref, Google Scholar
• Fisher R. J., Maltz E., Jaworski B. J. Enhancing communication between marketing and engineering: The moderating role of relative functional identification. J. Marketing (1997) 61(3):54–70Crossref, Google Scholar
• Flavián C., Guinalíu M. The influence of virtual communities on distribution strategies in the Internet. Internat. J. Retail Distribution Management (2005) 33(6):405–425Crossref, Google Scholar
• Fornell C., Larcker D. F. Evaluating structural equation models with unobservable variables and measurement error. J. Marketing Res. (1981) 18(1):39–50Crossref, Google Scholar
• Ganesan S., Hess R. Dimensions and levels of trust: Implications for commitment to a relationship. Marketing Lett. (1997) 8(4):439–448Crossref, Google Scholar
• Gefen D., Karahanna E., Straub D. W. Trust and TAM in online shopping: An integrated model. MIS Quart. (2003) 27(1):51–90Crossref, Google Scholar
• Geng X., Whinston A. B., Zhang H. Health of electronic communities: An evolutionary game approach. J. Management Inform. Systems (2005) 21(3):83–110Crossref, Google Scholar
• George J. M., Jones G. R. Organizational spontaneity in context. Human Performance (1997) 10(2):153–170Crossref, Google Scholar
• Granovetter M. S. Economic action and social structure: The problem of embeddedness. Amer. J. Soc. (1985) 91(3):481–510Crossref, Google Scholar
• Hair J. F., Anderson R. E., Tatham R. L., Black W. C.Multivariate Data Analysis (1992) 5th ed.(Prentice-Hall, Upper Saddle River, NJ) Google Scholar
• Herzlinger R. E. Can public trust in nonprofits and governments be restored. Harvard Bus. Rev. (1996) 74(2):97–107Google Scholar
• Hu L., Bentler P. M. Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives. Structural Equation Model. (1999) 6(1):1–55Crossref, Google Scholar
• Jarvenpaa S. L., Knoll K., Leidner D. E. Is anybody out there? Antecedents of trust in global virtual teams. J. Management Inform. Systems (1998) 14(4):29–64Crossref, Google Scholar
• Jarvenpaa S. L., Shaw T. R., Staples S. D. Toward contextualized theories of trust: The role of trust in global virtual teams. Inform. Systems Res. (2004) 15(3):250–267Link, Google Scholar
• John G. An empirical investigation of some antecedents of opportunism in a marketing channel. J. Marketing Res. (1984) 21(3):278–289Crossref, Google Scholar
• Jones E. E., Davis K., Berkowitz L. From acts to dispositions: The attribution process in person perception. Advvances in Experiment Social Psychology (1965) 2(Academic Press, New York) 219–266Crossref, Google Scholar
• Joreskog K. G., Sörbom D.LISREL8 Users Reference Guide (1996) (Scientific Software International, Chicago, IL) Google Scholar
• Kannan P. K., Chang A., Whinston A. B. Electronic communities in e-business: Their role and issues. Inform. Systems Frontiers (2000) 1(4):415–426Crossref, Google Scholar
• Kim A.Community Building on the Web (2000) (Peachpit Press, Berkeley, CA) Google Scholar
• Kim D., Benbasat I. The effects of trust-assuring arguments on consumer trust in Internet stores: Application of Toulmin's model of argumentation. Inform. Systems Res. (2006) 17(3):286–300Link, Google Scholar
• Ko H., Cho C., Roberts M. S. Internet uses and gratifications: A structural equation model of interactive advertising. J. Advertising (2005) 34(2):57–70Crossref, Google Scholar
• Kozinets R. V. The field behind the screen: Using netnography for marketing research in online communities. J. Marketing Res. (2002) 39(1):61–72Crossref, Google Scholar
• Landry T. D., Arnould T. J., Stark J. B. Retailer community embeddedness and consumer patronage. J. Retailing Consumer Services (2005) 12(1):65–72Crossref, Google Scholar
• Lee F. S., Vogel D., Moez L. Virtual community informatics: A review and research agenda. J. Inform. Tech. Theory Appl. (2003) 5(1):47–61Google Scholar
• Leimeister J. M., Ebner W., Krcmar H. Design, implementation, and evaluation of trust-supporting components in virtual communities for patients. J. Management Inform. Systems (2005) 21(4):101–135Crossref, Google Scholar
• Macchiette B., Abhijit R. Affinity marketing: What is it and how does it work? J. Services Marketing (1992) 6(3):47–57Crossref, Google Scholar
• Matei S. A. From counterculture to cyberculture: Virtual community discourse and the dilemma of modernity. J. Comput.-Mediated Comm. (2005) 10(3). Accessed June 4, 2007, http://jcmc.indiana.edu/vol10/issue3/matei.htmlCrossref, Google Scholar
• Maxham J. G., Netemeyer R. G. Firms reap what they sow: The effects of shared values and perceived organizational justice on customers' evaluations of complaint handling. J. Marketing (2003) 67(1):46–62Crossref, Google Scholar
• Mayer R. C., Davis J. H., Schoorman F. D. An integrative model of organizational trust. Acad. Management Rev. (1995) 20(3):709–734Crossref, Google Scholar
• McAlexander J. H., Schouten J. W., Koenig H. F. Building brand community. J. Marketing (2002) 66(1):38–54Crossref, Google Scholar
• McAllister D. J. Affect- and cognition-based trust as foundations for interpersonal cooperation in organizations. Acad. Management J. (1995) 38(1):24–59Crossref, Google Scholar
• McKnight D. H., Chervany N. L. What trust means in e-commerce customer relationships: An interdisciplinary conceptual typology. Internat. J. Electronic Commerce (2002) 6(2):35–59Crossref, Google Scholar
• Mishra S., Umesh U. N., Stem D. E. Antecedents of the attraction effect: An information-processing approach. J. Marketing Res. (1993) 30(3):331–349Crossref, Google Scholar
• Mohr J. J., Sohi R. S. Communication flows in distribution channels: Impacts on assessments of communication quality and satisfaction. J. Retail. (1995) 71(4):393–416Crossref, Google Scholar
• Morales A. C. Giving firms an “e” for effort: Consumer responses to high-effort firms. J. Consumer Res. (2005) 31(4):806–812Crossref, Google Scholar
• Morgan R. M., Hunt S. D. The commitment-trust theory of relationship marketing. J. Marketing (1994) 58(3):20–38Crossref, Google Scholar
• Muñiz A. M., Schau H. J. Religiosity in the abandoned Apple Newton brand community. J. Consumer Res. (2005) 31:737–747Crossref, Google Scholar
• Nambisan S. Designing virtual customer environments for new product development: Toward a theory. Acad. Management Rev. (2002) 27(3):392–413Crossref, Google Scholar
• Nunnally J. C., Bernstein I. H.Psychometric Theory (1994) (McGraw-Hill, New York) Google Scholar
• Podsakoff P. M., MacKenzie S. B., Paine J. B., Bachrach D. G. Organizational citizenship behaviors: A critical review of the theoretical and empirical literature and suggestions for future research. J. Management (2000) 26(3):513–563Crossref, Google Scholar
• Porter C. E. A typology of virtual communities: A multi-disciplinary foundation for future research. J. Comput.-Mediated Comm. (2004) 10(1). Accessed June 4, 2007, http://jcmc.indiana.edu/vol10/issue1/porter.htmlCrossref, Google Scholar
• Preece J.Online Communities: Designing Usability, Supporting Sociability (2000) (John Wiley & Sons, Chichester, UK) Google Scholar
• Rao H., Davis G. F., Ward A. Embeddedness, social identity and mobility: Why firms leave the NASDAQ and join the New York stock exchange. Admin. Sci. Quart. (2000) 45(2):268–292Crossref, Google Scholar
• Ridings C. M., Gefen D., Arinze B. Some antecedents and effects of trust in virtual communities. J. Strategic Inform. Systems (2002) 11(3–4):271–295Crossref, Google Scholar
• Rigdon E., Marcoulides G. A. Structural equation modeling. Modern Methods for Business Research (1998) (LEA, Mahwah, NJ) 251–294Google Scholar
• Rindskopf D., Rose T. Some theory and applications of confirmatory second-order factor analysis. Multivariate Behavioral Res. (1988) 23(1):51–67Crossref, Google Scholar
• Rokkan A. I., Heide J. B., Wathne K. H. Specific investments in marketing relationships: Expropriation and bonding effects. J. Marketing Res. (2003) 40(2):210–224Crossref, Google Scholar
• Schoenbachler D. D., Gordon G. L. Trust and customer willingness to provide information in database driven relationship marketing. J. Interactive Marketing (2002) 16(3):2–16Crossref, Google Scholar
• Schubert P., Ginsburg M. Virtual communities of transaction: The role of personalization in electronic commerce. Electronic Markets (2000) 10(1):45–55Crossref, Google Scholar
• Sirdeshmukh D., Singh J., Sabol B. Consumer trust, value, and loyalty in relational exchanges. J. Marketing (2002) 66(1):15–37Crossref, Google Scholar
• Sitkin S. B., Roth N. L. Explaining the limited effectiveness of legalistic “remedies” for trust/distrust. Organ. Sci. (1993) 4(3):367–392Link, Google Scholar
• Smith J. B., Barclay D. W. The effects of organizational differences and trust on the effectiveness of selling partner relationships. J. Marketing (1997) 61(1):3–21Crossref, Google Scholar
• Stockdale R., Borovicka M. Developing an online business community: A travel industry case study. Proc. 39th Hawaii Internat. Conf. System Sci. (2006) . Accessed June 4, 2007, http://csdl2.computer.org/comp/proceedings/hicss/2006/2507/06/250760134c.pdfCrossref, Google Scholar
• Stump R. L., Athaide G. A., Joshi A. W. Managing seller-buyer new product development relationships for customized products: A contingency model based on transaction cost analysis and empirical test. J. Product Innovation Management (2002) 19(6):439–454Crossref, Google Scholar
• Tyler T. R. Psychological models of the justice motive: Antecedents of distributive and procedural justice. J. Personality Soc. Psych. (1994) 67(5):850–863Crossref, Google Scholar
• Urban G. L., Sultan F., Qualls W. J. Placing trust at the center of your Internet strategy. Sloan Management Rev. (2000) 42(1):39–48Google Scholar
• Uzzi B. The sources and consequences of embeddedness for the economic performance of organizations: The network effect. Amer. Sociol. Rev. (1996) 61(4):674–698Crossref, Google Scholar
• Wang R. Y., Strong D. M. Beyond accuracy: What data quality means to data consumers. J. Management Inform. Systems (1996) 12(4):5–34Crossref, Google Scholar
• Webb D. J., Mohr L. A. A typology of consumer responses to cause-related marketing: From skeptics to socially concerned. J. Public Policy Marketing (1998) 17(2):226–238Crossref, Google Scholar
• Wellman B., Salaff J., Dimitrova D., Garton L., Guila M., Haythornthwaite C. Computer networks as social networks: Collaborative work, telework, and virtual community. Annual Rev. Soc. (1996) 22(1):213–238Crossref, Google Scholar
• Williamson O. E.Markets and Hierarchies: Analysis and Anti-Trust Implications: A Study in the Economics of Internal Organization (1975) (Free Press, New York) Google Scholar
• Wuyts S., Geykens I. The formation of buyer-supplier relationships: Detailed contract drafting and close partner selection. J. Marketing (2005) 69(4):103–117Crossref, Google Scholar
• Yakov B., Shankar V., Sultan F., Urban G. L. Are the drivers and role of online trust the same for all websites and consumers? A large-cale exploratory empirical study. J. Marketing (2005) 69(4):133–152Crossref, Google Scholar
• Yoo W., Suh K., Lee M. Exploring the factors enhancing member participation in virtual communities. J. Global Inform. Management (2002) 10(3):55–71Crossref, Google Scholar
• Zeithaml V. A., Berry L. L., Parasuraraman A. The behavioral consequences of service quality. J. Marketing (1996) 60(2):31–46Crossref, Google Scholar