Paul A. Pavlou

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This paper aims to predict consumer acceptance of e-commerce by proposing a set of key drivers for engaging consumers in on-line transactions. The primary constructs for capturing consumer acceptance of e-commerce are intention to transact and on-line transaction behavior. Following the theory of reasoned action (TRA) as applied to a technology-driven(More)
Despite the wide use of reputational mechanisms such as eBay’s Feedback Forum to promote trust, empirical studies have shown conflicting results Cynthia Beath was the accepting senior editor for this paper. as to whether online feedback mechanisms induce trust and lead to higher auction prices. This study examines the extent to which trust can be induced by(More)
Despite the inherent risk arising from separating buyers and sellers, networked online marketplaces are proliferating. We describe how online auction marketplaces take advantage of institutional structures to build buyer trust in auction sellers, mitigate risk, increase satisfaction, and promote transaction intentions. It is hypothesized, based on(More)
Internet-delivered e-services are increasingly being made available to consumers; however, little is known about how they are evaluated for potential adoption. Past research has focused primarily on the positive utility gains attributable to information technology adoption. This research extends that research approach to include measures of potential(More)
This paper extends Ajzen’s (1991) theory of planned behavior (TPB) to explain and predict the process of e-commerce adoption by consumers. The process is captured through two online consumer behaviors: (1) getting information and (2) purchasing a product from a Web vendor. First, we simultaneously model the association between these two contingent online(More)
This study examines the nature and role of psychological contract violation (PCV) in online marketplaces, a critical factor that has been largely overlooked by previous research. Applied to buyer-seller relationships, PCV is defined as a buyer’s perception of having being treated wrongly regarding the terms of an exchange agreement with an individual(More)