The Internet-driven electronic marketplace (IEMP) has been presented as a way to enhance collaboration between buyers and suppliers while generating significant advantages for both parties. Nevertheless, the introduction of Online Reverse Auctions (ORA) in the negotiation process has been...

Through this paper, we propose a preliminary theoretical framework to understand consumer’s trust determinants within the context of purchasing on Internet. First, we present a synoptical literature overview of trust conceptualisation in the marketing literature. Then, we propose a preliminary...

Trust has often been analyzed as a single variable within a social system. Nevertheless, many variables can interact to create, maintain, or erode trust. Using system dynamics, trust is conceptualized here as a system that may change over time. This paper aims at considering how to achieve the...

A multi-dimensional price contains several elements the client has to put together to obtain the final price. The announcement of a multi-dimensional price usually is limited to a focus on only one of the dimensions as this presentation entices the consumer in perceiving a reduced price. Using...