Uncovering the role of virtual agents in co-creation contexts – an application to the online wine business

Sylvaine Castellano (), Insaf Khelladi, J. Charlemagne and J. P. Susini
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Sylvaine Castellano: PSB - Paris School of Business - HESAM - HESAM Université - Communauté d'universités et d'établissements Hautes écoles Sorbonne Arts et métiers université
Insaf Khelladi: ICN Business School, CEREFIGE - Centre Européen de Recherche en Economie Financière et Gestion des Entreprises - UL - Université de Lorraine
J. P. Susini: PSB - Paris School of Business - HESAM - HESAM Université - Communauté d'universités et d'établissements Hautes écoles Sorbonne Arts et métiers université

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Abstract: Purpose The purpose of this paper is to understand the roles of virtual agents in a virtual co-creation context by exploring their influence on online trust. An empirical study is conducted in the French online wine business to analyse the impacts of different dimensions of virtual agents on generating online trust. Design/methodology/approach Primary data were collected through a questionnaire targeting French online wine shoppers. Findings The results demonstrate a positive effect of the utility and hedonic functions of virtual agents on online trust. The findings also confirm the moderating role of the perceived risk. Research limitations/implications The authors' convenience sample shows a bias towards a lack of familiarity with virtual agents. Practical implications Wine business actors need to consider their customers' profiles in order to better adapt virtual agents' functionality and hence improve their customers' level of online trust while reducing their risk perception. Additionally, understanding virtual agents' roles can help identify the underlying mechanisms that emerge in a co-creation process. Originality/value The study contributes to a better understanding of the human dimension of co-creation by examining the different roles of virtual agents as sources of customers' online trust.

Keywords: Co-creation; Perceived risk; Wine; Online trust; Virtual agents (search for similar items in EconPapers)
Date: 2018
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Citations: View citations in EconPapers (3)

Published in Management Decision, 2018, 56 (6), pp.1236-1246. ⟨10.1108/MD-04-2017-0444⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01809949

DOI: 10.1108/MD-04-2017-0444

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