Exchange-Specific Self-Disclosure, Social Self-Disclosure, and Personal Selling

Jacobs, Richard S.; Hyman, Michael R.; McQuitty, Shaun

doi:10.1080/10696679.2001.11501885

Cited by 51 publications

(67 citation statements)

References 54 publications

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“…For example, sharing personal information tends to be a mutual exchange between hairstylist and customer in a strong service relationship (Price & Arnould, 1999). This finding meshes with evidence that mutual social self-disclosure is a chief mechanism to move relationships beyond mere acquaintanceships (Jacobs, Hyman, & McQuitty, 2001).…”

Section: Reciprocitymentioning

confidence: 61%

Marketplace and personal space: Investigating the differential effects of attachment style across relationship contexts

Thomson¹,

Johnson²

2006

Psychology and Marketing

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An individual's tendencies in purely personal relationships seem to lead to related tendencies in consumer relationships. The following article presents a study that illustrates how individual differences in personal relationship attachment style can be used to predict the likely success of consumer relationships. In addition, it illustrates how the success of consumption versus nonconsumption relationships can be explained by the effect of attachment style on the individual's perception of qualities of the relationship.

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Section: Reciprocitymentioning

confidence: 61%

Marketplace and personal space: Investigating the differential effects of attachment style across relationship contexts

Thomson¹,

Johnson²

2006

Psychology and Marketing

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“…With explicit data collection, consumers may self-disclose information online in order to gain access to information or to complete transactions. Self-disclosure can be distilled to the concept of providing others with personal information about oneself [27]. Research shows that consumers are less concerned about privacy when marketers request permission to collect and use information to tailor communications [49].…”

Section: Personalization and Privacy Concernmentioning

confidence: 99%

Privacy concern and online personalization: The moderating effects of information control and compensation

Taylor

Davis

Jillapalli

2009

Electron Commer Res

132

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Firms have at their disposal an increasing amount of personal information about consumers gathered through various means. Studies find that personalizing online interactions improves customer relationships and increases desirable behaviors, such as positive word-of-mouth and increased purchase intent. However, other research suggests that the use of personal information stimulates privacy concern, which has a negative effect on behavior. This study examines potential moderators of the negative effects of privacy concern on behavioral intentions in the context of personalized online interactions. Results show that increasing perceived information control reduces the negative effect of privacy concern on intentions to engage in positive behaviors. In contrast, the offer of compensation has no effect on the relationship between privacy concern and these behavioral intentions. However, compensation increases the salience of trust to privacy concern.

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“…In recent years, there have been numerous studies applying self-disclosure theories developed in the psychology literature (Andrade, Kaltcheva, & Weitz, 2002;Jacobs, Hyman, & McQuitty, 2001;Moon, 2000Moon, , 2003White, 1999). A common feature of this research is the basic assumption that consumers are reluctant to disclose personal information about themselves because of privacy issues (Kelly & McKillop, 1996).…”

Section: Introductionmentioning

confidence: 98%

Voluntary self‐disclosure of information on the Internet: A multimethod study of the motivations and consequences of disclosing information on blogs

Lee¹,

Taylor

2008

Psychology and Marketing

154

143

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As marketing paradigms have shifted toward the need to build a relationship with consumers, marketers need to facilitate two-way communications in order to better understand them. The ability of marketers to glean the types of detailed information needed often depends on the consumer's willingness to volunteer such information. Given consumer concern about privacy as well as skepticism about how marketers use data, it is important to understand how consumers make decisions with regard to self-disclosure of information. In spite of the widespread concern about privacy, many consumers are willing to engage in significant disclosure of various Psychology & Marketing, Vol. 25 The purpose of this study is to examine the psychological characteristics of consumers who engage in voluntary self-disclosure. Through the use of the multimethod approach, we identify seven motivations individuals have for voluntary self-disclosure, as well as three consequences of this behavior. We also examine the structural configurations of the relationship among motivations, voluntary self-disclosure, and consequences. Results suggest that the motives identified help to explain why some individuals self-disclose and that individuals perceive that there are three major consequences of self-disclosure, two of which are positive.

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Exchange-Specific Self-Disclosure, Social Self-Disclosure, and Personal Selling

Cited by 51 publications

References 54 publications

Marketplace and personal space: Investigating the differential effects of attachment style across relationship contexts

Marketplace and personal space: Investigating the differential effects of attachment style across relationship contexts

Privacy concern and online personalization: The moderating effects of information control and compensation

Voluntary self‐disclosure of information on the Internet: A multimethod study of the motivations and consequences of disclosing information on blogs

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