Of Revelations and Iron Hands: Unexpected Effects of Sensitive Disclosures

Laura Brandimarte, Carnegie Mellon University, USA
Alessandro Acquisti, Carnegie Mellon University, USA
Francesca Gino, Harvard Business School, USA
We investigate the effect of sensitive disclosures on the impressions one will form of others who made similar disclosures. Using both observational and experimental data, we find that people who disclose a questionable behavior judge others who did the same more harshly as compared to those who did not disclose.
[ to cite ]:
Laura Brandimarte, Alessandro Acquisti, and Francesca Gino (2013) ,"Of Revelations and Iron Hands: Unexpected Effects of Sensitive Disclosures", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research.