IDEAS home Printed from https://ideas.repec.org/a/aio/manmar/vxiy2013i2p209-224.html
   My bibliography  Save this article

I Buy Your Product When I Feel I Know You: Using Blog Disclosure To Influence Consumers

Author

Listed:
  • Christel de LASSUS

    (University Paris Est, IRG)

  • Maria MERCANTI-GUERIN

    (Conservatoire National des Arts and Métiers, Paris)

Abstract

Whilst confidence in certain companies has fallen as a result of the feeling amongst consumers that their private life has been violated, it would seem that at the same time, consumers are very eager to know more about the private life of the bloggers they follow. In return, bloggers are revealing more and more about themselves and displaying their private lives on their blogs. We show that the role of disclosure is a key determinant in consumer persuasion and that the exposure by bloggers of their private lives has a positive influence on their visitors. A quantitative study made of fashion and beauty blog enabled us to assess the impact of such disclosure on confidence in the blog, attitude towards the blog and the brand, and on the various routes to persuasion observed. The managerial implications of this research are presented in conclusion to help managers choose relevant blogs.

Suggested Citation

  • Christel de LASSUS & Maria MERCANTI-GUERIN, 2013. "I Buy Your Product When I Feel I Know You: Using Blog Disclosure To Influence Consumers," Management and Marketing Journal, University of Craiova, Faculty of Economics and Business Administration, vol. 0(2), pages 209-224, November.
    • Handle: RePEc:aio:manmar:v:xi:y:2013:i:2:p:209-224
    as

    Download full text from publisher

    File URL: http://mnmk.ro/documents/PDF_MNMK_2_2013/1-11-2-13.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. B. Bartikowski & Jean-Louis Chandon & Brigitte Muller, 2010. "Mesurer la confiance des internautes : adaptation de McKnight, Choudhury and Kacmar," Post-Print hal-00963558, HAL.
    2. Christine Balague & Kristine de Valck, 2013. "Using Blogs to Solicit Consumer Feedback: The Role of Directive Questioning Versus No Questioning," Post-Print hal-00770934, HAL.
    3. Moon, Youngme, 2000. "Intimate Exchanges: Using Computers to Elicit Self-Disclosure from Consumers," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 26(4), pages 323-339, March.
    4. Christine Balagué & Kristine de Valck, 2013. "Using blogs to solicit consumer feedback : the role of directive questioning versus no questioning," Post-Print hal-00763877, HAL.
    5. Alessandro Acquisti & Leslie K. John & George Loewenstein, 2013. "What Is Privacy Worth?," The Journal of Legal Studies, University of Chicago Press, vol. 42(2), pages 249-274.
    6. Peltier, James W. & Milne, George R. & Phelps, Joseph E., 2009. "Information Privacy Research: Framework for Integrating Multiple Publics, Information Channels, and Responses," Journal of Interactive Marketing, Elsevier, vol. 23(2), pages 191-205.
    7. Balagué, Christine & de Valck, Kristine, 2013. "Using Blogs to Solicit Consumer Feedback: The Role of Directive Questioning Versus No Questioning," Journal of Interactive Marketing, Elsevier, vol. 27(1), pages 62-73.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Christel de Lassus & Maria Mercanti-Guérin, 2013. "I buy your product when I feel I know you: using blog disclosure to influence consumers," Post-Print hal-02054911, HAL.
    2. Li, You & Chang, Yaping & Liang, Zhehao, 2022. "Attracting more meaningful interactions: The impact of question and product types on comments on social media advertisings," Journal of Business Research, Elsevier, vol. 150(C), pages 89-101.
    3. Ekaterina S. Titova, 2019. "Biofuel Application as a Factor of Sustainable Development Ensuring: The Case of Russia," Energies, MDPI, vol. 12(20), pages 1-30, October.
    4. Zhang, Xubing & Jiang, Bo, 2014. "Increasing Price Transparency: Implications of Consumer Price Posting for Consumers' Haggling Behavior and a Seller's Pricing Strategies," Journal of Interactive Marketing, Elsevier, vol. 28(1), pages 68-85.
    5. Christel de Lassus & Maria Mercanti-Guérin, 2014. "Persuader l'internaute en exposant volontairement sa vie privée Le cas des blogueuses de mode," Post-Print hal-02054888, HAL.
    6. Idris Adjerid & Alessandro Acquisti & George Loewenstein, 2019. "Choice Architecture, Framing, and Cascaded Privacy Choices," Management Science, INFORMS, vol. 67(5), pages 2267-2290, May.
    7. Kelly D. Martin & Patrick E. Murphy, 2017. "The role of data privacy in marketing," Journal of the Academy of Marketing Science, Springer, vol. 45(2), pages 135-155, March.
    8. Beke, Frank T. & Eggers, Felix & Verhoef, Peter C. & Wieringa, Jaap E., 2022. "Consumers’ privacy calculus: The PRICAL index development and validation," International Journal of Research in Marketing, Elsevier, vol. 39(1), pages 20-41.
    9. Jorge Padilla, 2020. "Big Tech “banks”, financial stability and regulation," Revista de Estabilidad Financiera, Banco de España, issue Spring.
    10. Khaled Almotairi & Bilal Bataineh, 2020. "Perception of Information Sensitivity for Internet Users in Saudi Arabia," Acta Informatica Pragensia, Prague University of Economics and Business, vol. 2020(2), pages 184-199.
    11. Ben Mimoun, Mohammed Slim & Poncin, Ingrid, 2015. "A valued agent: How ECAs affect website customers' satisfaction and behaviors," Journal of Retailing and Consumer Services, Elsevier, vol. 26(C), pages 70-82.
    12. Ahn, Jungyong & Kim, Jungwon & Sung, Yongjun, 2022. "The effect of gender stereotypes on artificial intelligence recommendations," Journal of Business Research, Elsevier, vol. 141(C), pages 50-59.
    13. G. Rejikumar & Aswathy Asokan-Ajitha & Sofi Dinesh & Ajay Jose, 2022. "The role of cognitive complexity and risk aversion in online herd behavior," Electronic Commerce Research, Springer, vol. 22(2), pages 585-621, June.
    14. Cloarec, Julien, 2022. "Privacy controls as an information source to reduce data poisoning in artificial intelligence-powered personalization," Journal of Business Research, Elsevier, vol. 152(C), pages 144-153.
    15. Kinshuk Jerath & Klaus M. Miller, 2024. "Consumers' Perceived Privacy Violations in Online Advertising," Papers 2403.03612, arXiv.org, revised May 2024.
    16. Sara Moussawi & Marios Koufaris & Raquel Benbunan-Fich, 2021. "How perceptions of intelligence and anthropomorphism affect adoption of personal intelligent agents," Electronic Markets, Springer;IIM University of St. Gallen, vol. 31(2), pages 343-364, June.
    17. Long Chen & Yadong Huang & Shumiao Ouyang & Wei Xiong, 2021. "The Data Privacy Paradox and Digital Demand," Working Papers 2021-47, Princeton University. Economics Department..
    18. Rui Chen & Sushil K. Sharma, 2013. "Self-disclosure at social networking sites: An exploration through relational capitals," Information Systems Frontiers, Springer, vol. 15(2), pages 269-278, April.
    19. Yi Sun & Shihui Li & Lingling Yu, 2022. "The dark sides of AI personal assistant: effects of service failure on user continuance intention," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(1), pages 17-39, March.
    20. Ni Huang & Yili Hong & Gordon Burtch, 2015. "Digital Social Visibility, Anonymity and User Content Generation: Evidence from Natural Experiments," Working Papers 15-04, NET Institute.

    More about this item

    Keywords

    blog; private life; perceived disclosure of private life; confidence; routes to persuasion;
    All these keywords.

    JEL classification:

    • M30 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - General
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:aio:manmar:v:xi:y:2013:i:2:p:209-224. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catalin Barbu (email available below). General contact details of provider: https://edirc.repec.org/data/fecraro.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.