Hee-woong Kim

While vendors on the Internet may have enjoyed an increase in the number of clicks on their Web sites, they have also faced disappointments in converting these clicks into purchases. Lack of trust is identified as one of the greatest barriers inhibiting Internet transactions. Thus, it is essential to understand how trust is created and how it evolves in the Electronic Commerce (EC) context throughout a customer's purchase experience with an Internet store. As the first step in studying the dynam

Abstract When faced with competition and the ease with which customers can compare prices across sellers, Internet vendors often lower prices in a bid to increase sales. However, recent research reports that even price‐sensitive customers do not always purchase from Internet vendors offering the lowest prices. In contrast, value has been considered a key motivator of customer decision making in economics and marketing. However, little is known about the role and effect of value in Internet shopp

The sale of digital items, such as avatars and decorative objects, is becoming an important source of revenue for virtual community (VC) websites. However, some websites are unable to leverage this source of revenue, and there is a corresponding lack of understanding about what motivates people to purchase digital items in VCs. To explain the phenomenon, we develop a model based on the theory of self-presentation. The model proposes that the desire for online self-presentation is a key driver fo

The increasing popularity of social network services (SNS) presents an opportunity to offer gifting services through SNS. For givers, gifting can be an important means to enhance social relationships. On the other hand, for SNS providers, members’ gifting can serve as a major source of revenue. As SNS providers continue to face challenges in generating revenues, understanding how to stimulate gifting through SNS can allow them to profit from members’ relationships. However, there is little under

It is estimated that up to 70% of the large-scale information systems [i.e., enterprise systems (ESs)] implementation projects conducted to date have failed. User resistance to ESs implementation is consistently identified as a critical reason for this high failure rate. While previous research, primarily through case studies, has explored several reasons for user resistance, the results of status quo bias research suggest that switching costs are the main reason. This study classifies switching

The failure rate of Customer Relationship Management (CRM) implementations is estimated to be greater than 65%. Lowering the failure rate and supporting the success of information systems (IS) are the ultimate goals of IS practitioners and researchers. However, most previous research in the area has focused on identifying factors such as critical success factors (CSFs) that are correlated with IS success. There has been little research on how IS implementation may lead to successful results. The

Information systems (IS) investments fail largely because a newly implemented system is not fully infused into its users' everyday life at work. IS infusion beyond an organization's mandated usage requires that users are actively motivated to use it and that they hold authority over usage of the system. Psychological empowerment represents one's motivational orientation, as well as one's authority to tap into a system's maximum potential. This empowerment is likely an important mechanism underly