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

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  • Moon, Youngme

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.

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  • 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.
    • Handle: RePEc:oup:jconrs:v:26:y:2000:i:4:p:323-39
    DOI: 10.1086/209566
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