This research explores the effect of the introduction of online reverse auctions (ORAs) on interorganizational trust between buyers and suppliers in the retail industry. Building upon the notion of the spirit of the technology and the organizing vision, we shed light on the "equivoque" nature of...

This qualitative study is the first to validate immersion as a relevant concept to capture the essence of online commercial experiences. The studies identify the most important experiential components of e-commerce web sites using virtual reality devices and shed some light on the influence of...

This qualitative study is the first to confirm the validity of immersion as a relevant concept to capture the essence of online commercial experiences. Our study also highlights the specificities of immersive experiences engendered by virtual reality applications available on commercial web...

Trust is a crucial factor in e-commerce. However, consumers are less likely to trust unknown Web sites. This study explores how less-familiar e-commerce Web sites can use branding alliances and Web site quality to increase the likelihood of initial consumer trust. We use the associative network...

Dès 2007, Mary Meeker (Morgan Stanley), la plus célèbre prévisionniste du Web1, annonce que la prochaine plus forte progression est celle des services mobiles, à partir de terminaux très simples à utiliser : l'iPhone 3G, la Wii, le Kindle… Son intuition est la bonne. Depuis cette date,...

In this paper we present a multi-attribute negotiation mechanism for electronic commerce which is based on a multicriteria model using reference points. According to the model, the buyer must specify an aspiration point that expresses his desired values on the attributes and a reservation point...