Abstract Despite a decade since the inception of B2C e-commerce, the uncertainty of the online environment still makes many consumers reluctant to engage in online exchange relationships. Even if uncertainty has been widely touted as the primary barrier to online transactions, the literature has viewed uncertainty as a "background" mediator with insufficient conceptualization and measurement. To better understand the nature of uncertainty and mitigate its potentially harmful effects on B2C e-commerce adoption (especially for important purchases), this study draws upon and extends the principal-agent perspective to identify and propose a set of four antecedents of perceived uncertainty in online buyer-seller relationships-perceived information asymmetry, fears of seller opportunism, information privacy concerns, and information security concerns-which are drawn from the agency problems of adverse selection (hidden information) and moral hazard (hidden action). To mitigate uncertainty in online exchange relationships, this study builds upon the principal-agent perspective to propose a set of four uncertainty mitigating factors-trust, website informativeness, product diagnosticity, and social presence-that facilitate online exchange relationships by overcoming the agency problems of hidden information and hidden action through the logic of signals and incentives. The proposed structural model is empirically tested with longitudinal data from 521 consumers for two products (prescription drugs and books) that differ on their level of purchase involvement. The results support our model, delineating the process by which buyers engage in online exchange relationships by mitigating uncertainty. Interestingly, the proposed model is validated for two distinct targets, a specific website and a class of websites. Implications for understanding and facilitating online exchange relationships for different types of purchases, mitigating uncertainty perceptions, and extending the principal-agent perspective are discussed. Show
Journal Information The editorial objective of the MIS Quarterly is the enhancement and communication of knowledge concerning the development of IT-based services, the management of IT resources, and the use, impact, and economics of IT with managerial, organizational, and societal implications. Professional issues affecting the IS field as a whole are also in the purview of the journal. Publisher Information Established in 1968, the University of Minnesota Management Information Systems Research Center promotes research in MIS topics by bridging the gap between the corporate and academic MIS worlds through the events in the MISRC Associates Program.
 Highlights• We find the contingency conditions underpinning CSR and its communication effect on organizational customer outcomes. •B2B firms' CSR communication significantly enhance firm value, however this effect is attenuated when controversy arises. •The positive impact of CSR communications becomes negligible/negative for firms operating in controversial industries. AbstractWhile the benefits of CSR may offer suppliers a competitive advantage in their customer market, CSR remains a paradox as firms struggle to strike a balance between the financial, social, and environmental interests of stakeholders. Such confliction is greatly intensified for firms whose core business and/or marketing communications contradict the general social and environmental interests of the society. Considering theories and concepts borrowed from consumer behavior that appear to have been influential in explaining pertinent B2B buyer purchasing decisions, this paper empirically investigates the contingency conditions underpinning CSR and its communication effect on organizational customer outcomes. Our results, based on panel data from Kinder, Lydenberg, and Domini (KLD) and Compustat database, suggest that on average B2B firms' CSR communications significantly enhance their firm value; however, this value enhancing effect is attenuated when controversies weigh in on firms' industry and/or corporate reputations. Specifically, CSR communications have significantly positive impact on firms in regular settings, but the impact becomes negligible or even negative for firms operating in controversial industries or firms face controversial advertising problems. Theoretical and managerial implications of the research are provided. KeywordsCorporate social responsibility B2B firms' CSR communication Buyer behavior Controversial industries Controversial advertising Cited by (0)© 2022 Elsevier Inc. All rights reserved. What potential ethical issues arise with a B2B?The authors note that the principal ethical issues that arise in B2B pricing decisions are anti-competitive pricing, price fixing, price discrimination, and predatory pricing or dumping.
What types of company policies are typically included in corporate standards policies?What are company policies?. Equal opportunity policy.. Workplace health and safety.. Employee code of conduct policy.. Attendance, vacation and time-off policies.. Employee disciplinary action policy.. Employee complaint policies.. Ethics policy.. Work schedule and rest period policies.. What is an ethical focus question a company should ask itself before posting a piece on social media?What type of behavior is she exhibiting? In the new media world of social media, new territory has opened up for ethical challenges. What is an ethical focus question a company should ask itself before posting a piece on social media? Is the marketing piece honest, transparent, and ethical?
What is a company's intent in using a sustainable product strategy quizlet?What is a company's intent in using a sustainable product strategy? it identifies the long-term impact of the company's products through its lifecycle on society.
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What potential ethical issues arise with a b2b transaction as opposed to a b2c transaction?
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