Journal
JOURNAL OF CONSUMER RESEARCH
Volume 26, Issue 4, Pages 323-339Publisher
UNIV CHICAGO PRESS
DOI: 10.1086/209566
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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.
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