13-E: I Want to Share My Information!: the Effects of Social Exclusion on Consumers’ Information Disclosure Intentions

The current paper proposes that social exclusion heightens consumers’ willingness to disclose personal information to brands. Four studies demonstrate the proposed effect of social exclusion on information disclosure intentions, which is driven by the desire for social connection. Two boundary conditions (i.e., brand benefit, relationship likelihood) are also tested.



Citation:

Jiyoung Lee and Andrew Gershoff (2017) ,"13-E: I Want to Share My Information!: the Effects of Social Exclusion on Consumers’ Information Disclosure Intentions", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 1043-1043.

Authors

Jiyoung Lee, University of Texas at Austin, USA
Andrew Gershoff, University of Texas at Austin, USA



Volume

NA - Advances in Consumer Research Volume 45 | 2017



Share Proceeding

Featured papers

See More

Featured

Conjuring Creativity: The Impact of Fear

Ilgım Dara Benoit, Appalachian State University
Elizabeth Miller, University of Massachusetts, USA

Read More

Featured

Influence of Visual Crowding and Space Between Products on Consumer Choice

Ana Scekic, HEC Paris, France
Selin Atalay, Frankfurt School of Finance and Management, Germany
Cathy Liu Yang, HEC Paris, France
Peter Ebbes, HEC Paris, France

Read More

Featured

When Disadvantage Is an Advantage: Benevolent Partiality in Consumer Donations

Gabriele Paolacci, Erasmus University Rotterdam, The Netherlands
Gizem Yalcin, Erasmus University Rotterdam, The Netherlands

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.