The role of continuous trust in usage of online product recommendations

This study examines the role of continuous trust (i.e., a trust that develops over time as a result of continuous usage interactions) in determining customers' intention to continue using online product recommendations (OPRs).

Based on information system (IS), continuance model, and continuous trust, we propose that continuous trust will influence customers’ intention to continue OPRs’ use directly and indirectly via their satisfaction and usefulness of the OPRs. The research model is tested using data collected via an online survey from 626 existing users of OPRs in 15 different countries.

The empirical results revealed that continuous trust is shown to be a significant predictor of customers’ intention to continue OPRs use for future purchases. Additionally, the customers’ perceived confirmation and continuous trust positively influence their perceived usefulness and satisfaction with the OPRs, which subsequently influence customers’ OPRs continuous usage intention.

The saliency of continuous trust and usefulness of OPRs present e-retailers with potential fruitful areas to shape future usage of OPRs. In addition, e-retailers must understand that improving the OPR usefulness on its own may not lead to OPRs continuous usage until OPRs trustworthiness is not continually improved. OPRs itself may be convenient and useful, but trustworthy OPRs will pay stronger dividends for customer satisfaction and OPRs’ continuous usage.

The incorporation of continuous trust into the IS continuance model offers a new theoretical lens and an alternative explanation for the OPR continuous usage intention. This study stands in contrast to the large majority of research concerning initial trust and OPRs adoption, in that it focuses on continuous trust (as opposed to initial trust) and on a customers’ OPRs continuous usage intention as opposed to the initial adoption decision.