Electronic Markets

, Volume 24, Issue 1, pp 67–75 | Cite as

Relationship of trustworthiness and relational benefit in electronic catalog markets

  • Haixia Gao
  • Dawei LiuEmail author
General Research


The purpose of this study is to propose and test an integrative model of relational benefit and trustworthiness development process by conceptualizing that trustworthiness in electronic catalog markets is influenced by relational commitment and relational satisfaction. To capture the full picture of trustworthiness in electronic markets, relational benefit is divided into three main categories: trust benefit, economic benefit and social benefit. From 1762 obtained data, hypotheses are tested using structural equation modeling. The results show that the three categories influence trustworthiness from different angles. Trust benefit affects the trustworthiness with both relational loyalty and relational satisfaction. Economic benefit can affect the trustworthiness directly and indirectly with relational satisfaction and relational commitment. Social benefit does not affect the trustworthiness directly, but through relational satisfaction and relational commitment ultimately. Generally, trust benefit affects the trustworthiness most in electronic markets, economic benefit in the next place and social benefit influences least.


E-commerce Relational benefit Commitment Satisfaction 

JEL classification




The research of this paper has been financially supported by Humanities and Social Science Fund of Education Department of China by Project No. 09YJC630051. We appreciate the suggestions and patience of the editor and reviewers on our paper, which make the manuscript more integrative and readable.

The research on which this paper reports has been financially supported by Natural Science Foundation of Zhejiang Province with Project Y6110648 and Center for Research of Network Economy & Network Culture of Zhejiang Province.


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Copyright information

© Institute of Information Management, University of St. Gallen 2013

Authors and Affiliations

  1. 1.Hangzhou Dianzi University, School of ManagementHangzhouPeoples Republic of China
  2. 2.Hangzhou Dianzi University, School of ManagementHangzhouPeoples Republic of China

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