Relationship of trustworthiness and relational benefit in electronic catalog markets

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.