Existing studies offer very limited insight into how sellers may reduce consumers' perceived risk in order to make consumer-to-consumer electronic marketplaces more successful. Contrary to these studies, the empirical investigation reported in this article acknowledges the role of sellers in enabling these computer-mediated transaction platforms. The study focuses on how information provided by sellersabout themselves (i.e., seller information) and about their products (i.e., product information) can function as risk reduction signals and how these affect a buyer's inclination to purchase. Combining signaling theory with perceived risk theory, the authors present a research model that they test using structural equation modeling with data collected in two different electronic marketplaces, includingeBay.nl. The results indicate that while product and seller information are indeed important risk reduction signals, and as such can play an important role in stimulating purchasing, the risk reduction potential of these forms of information differs across the studied risk types. This article discusses these findings and explains how they contribute to signaling theory and perceived risk theory. Based on the findings, several practical implications for sellers active in electronic marketplaces and for the intermediaries operating these transaction systems are described.
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The sharing economy holds promise for the way we consume, work, and interact. However, consuming in the sharing economy is not without risk, as institutional trust measures (e.g. contracts, regulations, guarantees) are often absent. Trust between sellers and buyers is therefore crucial to complete transactions successfully. From a buyer ́s perspective, a seller ́s profile is an important source of information for judging trustworthiness, because it contains multiple trust cues such as a reputation score, a profile picture, and a textual self-description. The effect of a seller’s self-description on perceived trustworthiness is still poorly understood. We examine how the linguistic features of a seller’s self-description predict perceived trustworthiness. To determine the perceived trustworthiness of 259 profiles, 189 real buyers on a Dutch sharing platform rated their trustworthiness. The results show that profiles were perceived as more trustworthy if they contained more words (which could be an indicator of uncertainty reduction), more words related to cooking (indicator of expertise), and more words related to positive emotions (indicator of enthusiasm). Also, a profile’s perceived trustworthiness score correlated positively with the seller’s actual sales performance. These findings indicate that a seller’s self-description is a relevant signal to buyers, eventhough it is cheap talk (i.e. easy to produce). The results can guide sellers on how to self-present themselves on sharing platforms and inform platform owners on how to design their platform so that it enhances trust between platform users.
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Combining overview studies and adding own qualitative research on top of that, a questionnaire is developed to operationalize quality of digital matching platforms for sellers, buyers and advisors in SME business transfers and acquisitions
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This literature study reviews 300 academic publications on digital matching platforms, SME business transfers and the underlying drivers for success in matching and business transfers. How to build digital trust, how to select partners digitally and how to predict survival of digital matching platforms themselves? The outcomes are input to improve digitale matching of sellers and buyers of SME business transfers in Europe.
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This article researches factors that influence price fairness judgments. The empirical literature suggests several factors: reference prices, the costs of the seller, a self-interest bias, and the perceived motive of sellers. Using a Dutch sample, we find empirical evidence that these factors significantly affect perceptions of fair prices. In addition, we find that the perceived fairness of prices is also influenced by other distributional concerns that are independent of the transaction. In particular, price increases are judged to be fairer if they benefit poor people or small organizations rather than rich people or big organizations.
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Every year I talk to many entrepreneurs about business transfers and acquisitions. Only rarely do they tell me that it was a cinch. Buying or selling a business is complex. For a start, a business should be shipshape from an organizational and administrative perspective, while several legal and fiscal matters also affect the transaction. Moreover, many parties are involved in a business transfer: the buyer and the seller, of course, but also the employees, the spouse and/or family of the entrepreneur, the customers and suppliers. Emotions and trust also play a central role in selling a firm. Many owner/managers find it hard to abandon their business. The fact that a transaction of fixed assets may also be involved is another complicating factor. Is it a good thing to include fixed assets in the sale, or in fact the reverse? Considering that most people find it quite hard to sell their own house, engaging an estate agent to do it for them, it is understandable that buying and selling a business is a transaction fraught with difficulties.
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Many policy makers are unaware of the pitfalls in ownership transfers in SMEs and the inadequate advisory services. This paper presents the economic importance of business transfers, the research evidence to date on the main issues in ownership changes and discusses potential policies to reduce (advisory) failure in business transfers within the EU.The first recommendation is to create affordable one-stop shops for micro firm acquirers and sellers, as in start-up programs. Secondly, it is essential to register ownership transfers properly, using a uniform definition in order to measure its impact on economy, to detect the target group of (potential) firm owners and to evaluate policies and programs efficiently. Thirdly, the advisors involved in firm acquisition and ownership transfer should be stimulated to cooperate with other disciplines and use different and more transparent methods to improve their effectiveness.
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From the article: Though organizations are increasingly aware that the huge amounts of digital data that are being generated, both inside and outside the organization, offer many opportunities for service innovation, realizing the promise of big data is often not straightforward. Organizations are faced with many challenges, such as regulatory requirements, data collection issues, data analysis issues, and even ideation. In practice, many approaches can be used to develop new datadriven services. In this paper we present a first step in defining a process for assembling data-driven service development methods and techniques that are tuned to the context in which the service is developed. Our approach is based on the situational method engineering approach, tuning it to the context of datadriven service development. Published in: Reinhartz-Berger I., Zdravkovic J., Gulden J., Schmidt R. (eds) Enterprise, Business-Process and Information Systems Modeling. BPMDS 2019, EMMSAD 2019. Lecture Notes in Business Information Processing, vol 352. Springer. The final authenticated version of this paper is available online at https://doi.org/10.1007/978-3-030-20618-5_11.
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Presentation by Rutger Leukfeldt on Financially motivated cybercriminal networks, during workshop on Cybercrime Offenders. Cybercrime perpetrators are as diverse and complex as the cybercrime that they commit. For example, they come from different backgrounds and have different (egotistical, technical, monetary, ideological, political, professional, vengeful, sexual or other) motivations. They may or may not be professional criminals, and individuals or part of organised groups or networks (example of Advanced Persistent Threats). Some may commit crime on their own account or make their services available to others, and some may be supported by or be state actors. A better understanding of the types of perpetrators and their motivations and techniques can be instrumental for the prevention of cybercrime and for a more effective criminal justice response. The aim of this workshop is to contribute to such a better understanding and to initiate steps towards a typology of offenders.
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