Jyh-Shen Chiou

• PHD in Marketing, Michigan State University
• Professor at National Chengchi University

The psychic distance paradox refers to inconclusive findings on whether psychic distance hinders cross-border performance. To examine the paradox in international buyer-seller relationships, we consider sub-dimensions of relationship learning: information sharing, joint sense-making, and knowledge integration. Our findings show firm exploration and...

The purposes of this study are to explore the effect of consumers’ asset specificity sensitivity (CASS) on mobile payment adoption, to explain this effect by the mechanism of switching costs, and found the moderating effect of product compatibility on the relationship between switching costs and mobile payment adoption.

Purpose The purpose of this paper is to investigate the effect of original equipment manufacturing (OEM) suppliers’ electronic integration with global customers on their capability widening, following the literature on electronic integration, firm innovativeness, product modularity and dynamic capabilities. It also examines the moderating roles of...

Grounded in Social Exchange Theory (SET), this study is motivated by two unresolved issues. First, scholars find mixed results on how relationship duration facilitates business-to-business (B2B) trust. The lack of consensus results from the assumption that relationship duration is a measure of prior trust-building efforts. We contend that trust-bui...

Purpose To understand the effectiveness of electronic word of mouth, the purpose of this paper is to examine how high- vs low-knowledge consumers judge and attribute the credibility of positive and negative online reviews by drawing upon accessibility–diagnosticity theory and attribution theory. Design/methodology/approach This study conducts an...

Making asset specific investments without sufficient economic safeguards is usually seen as a poor managerial practice according to transaction cost economics. However, in practice, many suppliers still invest in asset specificity to satisfy their major customers' requirements, who do not make sufficient investment commitments. The objective of thi...

The objective of this study is to explore whether a “bad” service encounter triggers a consumer's impulse purchase in a luxury goods store in an Asian emerging market. A 2 (service encounter: favorable vs. snobbish) × 2 (shopping companion: alone vs. with a close friend) between-group factorial design was employed with 160 female consumers in an As...

Purpose Consumers display complex shopping behaviors in the multichannel environment, which includes traditional retail stores and the internet. The purpose of this paper is to examine the effects of the customer-sales associate relationship, customers’ receptiveness to online store shopping, and their interaction effects on the customer’s attitud...

Online collaborative communities become particularly influential in contemporary Internet economy. However, these communities are often characterised by limited liability. Following the perspective of social influence, this study examines the impacts of three social influence modes in online collaborative communities of a famous online game. The mo...

Purpose This study aims to explore how absorptive and joint learning can foster radical innovation. Furthermore, dependence asymmetry is investigated as a moderator of the effects of these factors on radical innovation. Radical innovation is an important source of any firm’s success. Yet, there has been a dearth of research in the literature on how...

While there is a general belief that top management plays an important role in the formation of a market-oriented culture, little empirical work has been done to examine such effect. The present study investigates the impact of management behavior on market orientation and collaboration between the management and the employees.

Past research found that consumers in a collectivist society (e.g., East Asia countries) have more favorable attitudes toward advertising emphasizing social values than toward advertising emphasizing individualistic values (Han and Shavitt, 1994; Zhang and Neelankavil, 1997). Several advertising content research also showed that advertising in an i...

How various corporate cultural factors influence service quality is examined with a Taiwanese sample. The results indicate that companies that enjoy superior service quality possess the perceptions of being market-oriented, proactive, cooperative, democratic, and supportive, while their senior managers are perceived as supportive, accessible, frien...

Past research has found perceived ease of use is a useful construct for explaining consumer adoption toward an Internet-based service; however, online transaction security has also come under recent alarm. The perceived risk issue may deter the consumers' adoption. To ensure online transaction security, a robust security mechanism is necessary, but...

Community collaboration becomes particularly influential in contemporary Internet economy. However, the impact of social influence on member behavior in a collaborative community remains unclear. The objective of this study is to investigate the relationships between social influence modes (i.e., community identification, value congruence, and comm...

This study examines how to lead international customers to offer more favorable prices to OEM suppliers, especially in emerging market. Drawing from economics-based, industrial organization and marketing literatures, we develop three distinct perspectives regarding the different roles of favorable prices in our setting of OEM-supplier relations. Th...

Purpose – To improve the effectiveness of online reviews in the cultural industries, the purpose of this paper is to examine the effects of online cultural reviews of professional and consumer commentators on consumer responses toward elite and mass cultural offerings by drawing upon associative learning theory and social influence theory. Design/...

Purpose – The goal of this study is to investigate the relationships among brand attachment, online source credibility, and severity of negative online information on perceived negative change in brand evaluation and perceived brand risk. Design/methodology/approach – A 2×2×2 experiment was conducted to explore the effects of brand attachment (low...

Franchise systems aim to capitalize on both economies of scale and the benefits derived from localized operations. Although franchisees can be considered small businesses with some independence and local knowledge, compliance with system standardization may be critical to achieving scale benefits, as well as realizing and then maintaining the desir...

Drawing upon social capital theory and social exchange theory, this study attempts to elaborate the effect of social capital on community loyalty in a virtual community by proposing and assessing a tripartite-process model. Online gaming communities were selected as the research context for testing the model. After collecting 347 usable responses f...

This study attempts to investigate how a player's position in an online gaming community leads to his or her continuance intention toward a Massive Multiplayer Online Game (MMOG) from the perspective of social capital theory. Using subjective and objective data collected from 340 players in a representative MMOG, our results reveal that community p...

The cost-effectiveness of operations on the Web enables financial service firms to employ Web technology to replace or substantially reduce the need for personal interactions in the provision of their services. However, recent cases have shown that the use of Web technology in financial services may not be as promising as expected. This study utili...

This study examines how consumers use the techniques of neutralization to rationalize their multichannel research shopping behaviors in terms of different product purchasing situations and different groups of consumers. Empirical results support the following conclusions. Both students and professionals understand that their behavior may hurt the p...

Piracy is the greatest threat facing the global music industry today. This study explores the effects of artist adoration and the perceived risk of being caught on the attitude and intention to engage in pirating a digital song among college students. The moderating effect of cultural environment factor is also examined. Experiments using between-g...

Consumers increasingly rely on the Internet to obtain product information and advice from other consumers. However, since the information available on the Internet is easily manipulated, they have to seek cues for the trustworthiness of the online information. The present study proposes and tests the effects on perceived trust of online information...

Different from past online shopping research which focuses on exploring the cognitive and attitudinal aspects of online consumption behaviors, this study focuses on examining how online shopping motivation and product type affect the searching and spending behavior in an online website. In particular, the interactive effect between online shopping...

Purpose – This study seeks to investigate the signals on which consumers may rely to reduce the problems of information asymmetry on an online auction site. The research aims to develop and test based on information signaling theory. It classifies signals from auction web pages into three types: seller reputation, product condition, and argument qu...

This study applies social capital theory to investigate how a player’s network centrality in an online gaming community (i.e., a guild) affects his/her attitude and continuance intention toward a Massive Multiplayer Online Game (MMOG). Analysis of 347 usable responses shows that players’ network centrality has a negative impact on their ties to pla...

This study includes information technology (IT) related industries as the focus and aims to examine the antecedents of retailer loyalty toward brand owners by simultaneously investigating push and pull effects in the channel system. The study interviews 274 independent retailers who sell IT related products to end consumers. The results show that t...

Perceived ease of use is found to affect consumer’s intention toward using an Internet-based service. However, to protect online transaction security, more security verification mechanisms are established which in turn increase the complexity and difficulty of using online services. This study proposed that the importance of perceived ease of use i...

Purpose The purpose of this paper is to examine the issue of the influential factors of buyer satisfaction and loyalty toward online auction web sites and online auction sellers. Customers' loyalty toward the online auction web site and seller is also explored. Design/methodology/approach An internet survey is conducted on 221 buyers of online auc...

Purpose The purpose of this study was to explore the moderating effects of heavy versus light shoppers on antecedents of customer’s satisfaction and loyalty toward an Internet retailer. Design/Methodology/Approach A model discusses the different mechanisms in building an effective exchange relationship with light versus heavy shoppers was developed...

Purpose – Internet portals have long been providing free services (e.g. e‐mail, blog) to attract new users and retain existing customers. However, it is uncertain whether the users will continue to use the present free service over time. Blog enables people to interact with others extensively and the population of blog users has been skyrocketing i...

The significance of customer and market orientation has been closely examined in the marketing and management literature. Recent research has focused on how to assess the antecedents of market orientation and the effect of market orientation on business performance via various mediating and situational variables. The present study investigates the...

User friendly is crucial to a system success, but online transaction security has also come under recent alarm. The perceived risk issue may deter the consumerspsila adoption. To ensure online transaction security, a robust security mechanism is necessary, but this may also increase the complexity of using the online service. The present research e...

To improve the quality of journals in Taiwan, the National Science Council (NSC) of the Republic of China evaluates journals in the fields of humanities and social sciences periodically. This paper describes the evaluation of 46 management journals conducted by the authors, as authorized by the NSC. Both a subjective approach, with judgments solici...

This exploratory study is to analyze the communication differences among viewers of US TV program Friends on Internet discussion forum in the US, Japan, and Taiwan. It intends to establish whether exposure to foreign TV could lead to similar communication content in the context of the virtual community between exporting and importing societies. Con...

This study intends to explore the effects of political, social and cultural values on consumers’ ethical beliefs regarding questionable consumption behaviors. The variables examined include status anxiety, social Darwinism perception, perceived trust of people, and cultural orientation. Based on a field survey in Taiwan, the results showed that con...

This study examines the effects of product innovativeness and trade show strategy on trade show performance. Based on a sample from the information technology industry in Taiwan, the results show that companies marketing innovative products focus on the trust and relationship building toward visitors and trade show organizers. In addition, informat...

This study proposes an integrated framework explaining loyalty responses in high-involvement, high-service luxury product markets. The model is rooted in the traditional (attribute satisfaction)-(overall satisfaction)-(loyalty) chain but explicitly incorporates facility versus interactive service quality, trust, specific asset investment (SAI), and...

Purpose – This study aims to develop and empirically test a model examining the antecedents of consumer loyalty toward internet portals. Design/methodology/approach – The data were collected based on an internet survey in Taiwan. Self‐administered questionnaires were used for all measures. Findings – The results show that attributive satisfaction...

The purpose of the present study was to investigate the relative importance of adolescents' attitude toward an act (the degree to which the person had a favorable or unfavorable evaluation or appraisal of the act's behavior in question), perceived norm, and perceived behavioral control in predicting Taiwanese adolescents' intention to purchase the...

Piracy is the greatest threat facing the music industry worldwide today. This study developed and empirically tested a model examining the antecedents of consumer attitude and behavioral intention toward music piracy behavior. Two types of music piracy behavior, unauthorized duplication/download and pirated music product purchasing, were examined....

Internet popularity is growing at an impressive rate. Sooner or later, every consumer comes face to face with the decision of choosing an Internet Service Provider (ISP). This study developed and empirically tested a model examining the antecedents of consumer loyalty toward ISPs. It incorporated the concept of expected technology change into the m...

This study developed and empirically tested a model examining the antecedents of franchisees’ overall satisfaction and intention to remain in a franchise system. Based on a sample from a convenient store franchise system in Taiwan, the results showed that communication is very important in reinforcing franchisees’ trust and overall satisfaction wit...

This article examines the effect of country of origin on the pretrial expectation and the posttrial cognitive and affective attitudes when subjects possess different levels of product expertise. Two experiments with 2 (expert vs. novice) × 2 (Japan vs. Taiwan and Italy vs. Taiwan) factorial designs were conducted. One study was conducted on an unam...

This study examined the impact of messages on a discussion forum regarding a consumer's brand evaluation and attitude toward the Web owner. Four hypotheses were developed based on consumer behavior theories. An experiment using a 2 × 3 × 2 between participants factorial design was conducted to test the hypotheses. The results showed that message fa...

The authors first propose and test a cognitive-affective-conative baseline model: Perceived service quality (both tangible company-related and employee-related factors) is modeled antecedent to satisfaction and trust, which in turn are antecedents to customer loyalty responses (word of mouth and traditional loyalty). These relationships are then hy...

Consumer satisfaction continues to be an important area of both academic research and managerial interest. Yet most satisfaction research has utilized US subjects to develop and test satisfaction theory. The purpose of this research is to test the basic disconfirmation of expectations model in a very different culture than the USA, and compare the...

The concept of postponement is becoming more and more important as firms put more emphasis on customization along with attempting to control inventory risks and logistics costs. Types of form postponement are examined along with factors affecting the adoption of different form postponement strategies. Data from information technology (IT) firms in...

This study explores the effectiveness of transformational vs. informational and traditional vs. Westernised appeals in the Taiwanese market. Using 116 televised commercials in Taiwan as the objects of study, the results showed that although Westernised appeals were becoming popular, transformational and traditional appeals were still favoured more...

Among college students in the United States, Taiwan, and Argentina, the author examined the strength of 4 cultural patterns (horizontal collectivism, vertical collectivism, horizontal individualism, vertical individualism; H. C. Triandis, 1995). A 3-group confirmatory factor analysis established the measurement equivalence among the 3 samples befor...

The purpose of this study was to investigate the relative influence of attitude toward the act, subjective norm, and perceived behavioral control on consumers' purchase intention when consumers possess different levels of product knowledge (subjective and objective). The magnitude of the influence is compared across two different societies (U.S. an...

This research investigated empirically how national culture and product purchasing decisions affect a consumer's perceived ends. The theoretical framework is based on theories of attitude functions. This study argues that social oriented ends should be divided into two separate categories; i.e., the value expressive end and the social adjustment en...

The purpose of this research is to investigate whether the relative influences of attitude, subjective norm, and perceived behavioral control on consumers' purchase intentions will be different when consumers possess different levels of product knowledge (subjective and objective) and attention to social comparison information (ATSCI). As proposed...

This paper first examines potential technology transfer dimensions from the international technology recipient's perspectives. Based on the developed dimensions the study then explores the characteristics among different technology dimension pursuers. The empirical results show that the technology transfer should at least include four dimensions-pr...

This study intends to explore the effects of urbanization level on consumers' ethical beliefs regarding questionable consumption behaviors. Based on a field survey of 259 respondents in Taiwan, the results showed follows. First, consumers who live in the high urbanization city are more likely to tolerate the questionable consumption activities. Sec...