Intimate Exchanges: Using Computers to Elicit Self-Disclosure from Consumers

Youngme Moon

Journal of Consumer Research, 2000, vol. 26, issue 4, pages 323-39

Abstract: This investigation examines the dynamics associated with soliciting intimate information from consumers via computers. Experiment 1 identifies two factors--reciprocity and sequence--that affect the likelihood that people will reveal intimate information about themselves via a computer. Experiment 2 provides evidence that intimate information exchanges can affect how consumers behave in subsequent interactions. Implications for marketing research and practice are discussed. Copyright 2000 by the University of Chicago.

Date: 2000
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Persistent link: http://EconPapers.repec.org/RePEc:ucp:jconrs:v:26:y:2000:i:4:p:323-39

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