Customer Information Sharing with E-Vendors: The Roles of Incentives and Trust

References

• Aiken, K.D., and Boush, D.M. Trustmarks, objective-source ratings, and implied investments in advertising: Investigating online trust and the context-specific nature of Internet signals. Journal of the Academy of Marketing Science, 34, 3 (summer 2006), 308-323.
   Google Scholar
• Ajzen, I. Information processing approaches to interpersonal attraction. In S.W. Duck (ed.), Theory and Practice in Interpersonal Attraction. San Diego: Academic Press, 1977, pp. 51-77.
   Google Scholar
• Alba, J.; Lynch, J.; Weitz, B.A.; Janiszewski, C.; Lutz, R.; Sawyer, A.; and Woods, S. Interactive home shopping: Consumer, retailer, and manufacturers incentives to participate in electronic markets. Journal of Marketing, 61 (July 1997), 38-53.
   Google Scholar
• Altman, I., and Taylor, D.A. Social Penetration: The Development of Interpersonal Relationships. New York: Holt, Rinehart & Winston, 1973.
   Google Scholar
• Andrade, E.B.; Kaltcheva, V.D.; and Weitz, B.A. Self-disclosure on the Web: The impact of privacy policy, reward, and company reputation. Advances in Consumer Research, 29, 1 (2002), 350-353.
   Google Scholar
• Bardhan, I.; Demirkan, H.; Kannan, P.K.; Kauffman, R.J.; and Sougstad, R. An interdisciplinary perspective on IT services management and services science. Journal of Management Information Systems, 26, 4 (spring 2010), 13-65.
   Google Scholar
• Barker, L.B. Survey research. In P. Emmert and L.B. Barker (eds.), Measurement of Communication Behavior. New York: Longman, 1989, pp. 25-39.
   Google Scholar
• Bart, Y.; Shankar, V.; Sultan, F.; and Urban, G.L. Are the drivers and role of online trust the same for all Web sites and consumers? A large-scale exploratory empirical study. Journal of Marketing, 69 (October 2005), 133-152.
   Google Scholar
• Berendt, B.; Gunther, O.; and Spiekermann, S. Privacy in e-commerce: Stated preferences vs. actual behavior. Communications of the ACM, 48, 4, (April 2005), 101-106.
   Google Scholar
• Berg, J.H. The development of friendship between roommates. Journal of Personality and Social Psychology, 46 (February 1984), 346-356.
   Google Scholar
• Caudill, E., and Murphy, P. Consumer online privacy: Legal and ethical issues. Journal of Public Policy & Marketing, 19 (spring 2000), 7-19.
   Google Scholar
• Cespedes, F.V., and Smith, H.J. Database marketing: New rules for policy and practice. Sloan Management Review, 34 (summer 1993), 8-12.
   Google Scholar
• Chebat, J.C., and Cohen, A. Response speed in mail surveys: Beware of shortcuts. Marketing Research, 5 (spring 1993), 20-26.
   Google Scholar
• Church, A.H. Estimating the effect of incentives on mail survey response rates: A meta-analysis. Public Opinion Quarterly, 57, 1 (spring 1993), 62-79.
   Google Scholar
• Cole, J.I. Surveying the digital future: Year two. UCLA Center for Communication Policy, Los Angeles, 2001 www.digitalcenter.org/pdf/InternetReportYearTwo.pdf
   Google Scholar
• Collins, N.L., and Miller, L.C. Self-disclosure and liking: A meta-analytic review. Psychological Bulletin, 116, 1 (November 1994), 457-475.
   Google Scholar
• Cozby, P.C. Self-disclosure: A literature review. Psychological Bulletin, 79, (February 1973), 73-91.
   Google Scholar
• Culnan, M.J. How did they get my name? An exploratory investigation of consumer attitudes toward secondary information use. MIS Quarterly, 17, 3 (September 1993), 341-363.
   Google Scholar
• Culnan, M.J. Consumer awareness of name removal procedures: Implications for direct marketers. Journal of Direct Marketing, 9(spring 1995), 10-19.
   Google Scholar
• Culnan, M.J. Protecting privacy online: Is self-regulation working? Journal of Public Policy & Marketing, 19 (spring 2000), 20-26.
   Google Scholar
• Culnan, M.J., and Armstrong, P.K. Information privacy concerns, procedural fairness, and impersonal trust: An empirical investigation. Organization Science, 10, 1 (January/February 1999), 104-115.
   Google Scholar
• Daher, D.M., and Banikitos, P.G. Interpersonal attraction and rewarding aspects of disclosure content and level. Journal of Personality and Social Psychology, 33 (April 1976), 492-496.
   Google Scholar
• DeCew, J. In Pursuit of Privacy. Law, Ethics, and the Rise of Technology. Ithaca: Cornell University Press, 1997.
   Google Scholar
• Deutskens, E.; De Ruyter, K.; Wetzels, M.; and Oosterveld, P. Response rate and response quality of Internet-based surveys: An experimental study. Marketing Letters, 15, 1 (February 2004), 21-36.
   Google Scholar
• Dillman, D.A. Mail and Internet Surveys: The Tailored Design Method. New York: John Wiley, 2000.
   Google Scholar
• Dindia, K., and Allen, M. Sex differences in self-disclosure: A meta-analysis. Psychological Bulletin, 112 (July 1992), 106-124.
   Google Scholar
• Emerson, R.M. Social exchange theory. In M. Rosenberg and R.H. Turner (eds.), Social Psychology: Sociological Perspectives. New York: Basic Books, 1981, pp. 31-65.
   Google Scholar
• Everard, A., and Galletta, D.F. How presentation flaws affect perceived site quality, trust, and intention to purchase from an online store. Journal of Management Information Systems, 6, 3 (winter 2005-6), 55-95.
   Google Scholar
• Foa, U.G., and Foa, E.B. Societal Structures of the Mind. Springfield, IL: Thomas, 1974.
   Google Scholar
• Fox, R.J.; Crask, M.R.; and Kim, J. Mail survey response rate: A metaanalysis of selected techniques for inducing response. Public Opinion Quarterly, 52, 4 (winter 1988), 467-491.
   Google Scholar
• Gefen, D. E-commerce: The role of familiarity and trust. International Journal of Management Science, 28, 6 (June 2000), 725-737.
   Google Scholar
• Goodwin, C. Privacy: Recognition of a consumer right. Journal of Public Policy & Marketing, 10, 1 (spring 1991), 149-166.
   Google Scholar
• Göritz, A.S. The impact of material incentives on response quantity, response quality, sample composition, survey outcome, and cost in online access panels. International Journal of Market Research, 46, 3 (2004), 327-345.
   Google Scholar
• Grabner-Krauter, S. The role of consumers' trust in online-shopping. Journal of Business Ethics, 39 (August 2002), 43-50.
   Google Scholar
• Harper, J., and Singleton, S. With a Grain of Salt: What Consumer Privacy Surveys Don't Tell Us. Washington, DC: Competitive Enterprise Institute, June 2001.
   Google Scholar
• Heberlein, T.A., and Baumgartner, R. Factors affecting response rates to mailed questionnaires: A quantitative analysis of the published literature. American Sociology Review, 43, 4 (August 1978), 447-462.
   Google Scholar
• Hoffman, D., and Novak, T.P. A new marketing paradigm for electronic commerce. Information Society, 13, 1 (January-March 1997), 43-54.
   Google Scholar
• Hoffman, D.; Novak, T.P.; and Peralta, M.A. Building consumer trust online. Communications of the ACM, 42, 4 (April 1999), 80-85.
   Google Scholar
• Hui, K.L.; Teo, H.H.; and Lee, S.Y.T. The value of privacy assurance: An exploratory field experiment. MIS Quarterly, 31, 1 (March 2007), 19-33.
   Google Scholar
• Im, S.; Lee, D.H. Taylor, C.R.; and D'Orazio, C. The influence of consumer self-disclosure on Web sites on advertising response. Journal of Interactive Advertising, 9, 1 (fall 2008), 87-106.
   Google Scholar
• Jacobs, R.S; Hyman, M.R.; and McQuitty, S. Exchange-specific self-disclosure, social self-disclosure, and personal selling, Journal of Marketing Theory and Practice, 9, 1 (winter 2001), 48-62.
   Google Scholar
• Jarvenpaa, S.L., and Tractinsky, N. Consumer trust in an Internet store: A cross-cultural validation. Journal of Computer Mediated Communication, 5, 2 (December 1999) http://jcmc.indiana.edu/vol5/issue2/jarvenpaa.html
   Google Scholar
• Jarvenpaa, S.L.; Tractinsky, J.; and Vitale, M. Consumer trust in an Internet store. Information Technology and Management, 1, 1/2 (November 2000), 45-71.
   Google Scholar
• Johnson, E.J.; Bellman, S.; and Lohse, G.L. Defaults, framing and privacy: Why opting in-opting out. Marketing Letters, 13, 1 (February 2002), 5-15.
   Google Scholar
• Jourard, S.M. Self-Disclosure: An Experimental Analysis of the Transparent Self. New York: John Wiley, 1971.
   Google Scholar
• Kanuk, L., and Berenson C. Mail survey and response rates: A literature review. Journal of Marketing Research, 12, 4 (November 1975), 440-453.
   Google Scholar
• Kim, H.W.; Xu, Y.; and Koh, J. A comparison of online trust building factors between potential customers and repeat customers. Journal of the Association for Information Systems, 5, 10 (October 2004), 392-420.
   Google Scholar
• Koufaris, M., and Hampton-Sosa, W. The development of initial trust in an online company by new customers. Information & Management, 41, 3 (January 2004), 377-397.
   Google Scholar
• Laufer, R.S., and Wolfe, M. Privacy as a concept and a social issue: A multidimensional developmental theory. Journal of Social Issues, 33, 3 (1977), 22-42.
   Google Scholar
• Lewicki, R.J., and Bunker, B.B. Developing and maintaining trust in work relationships. In R.M. Kramer and T.R. Tyler (eds.), Trust in Organizations: Frontiers of Theory and Research. Thousand Oaks, CA: Sage, 1996, pp. 114-139.
   Google Scholar
• Luhmann, N. Familiarity, rely and trust: Problems and alternatives. In D. Gambetta (ed.), Trust: Making and Breaking Cooperative Relations. Oxford: Basil Blackwell, 1989, pp. 123-140.
   Google Scholar
• Margulis, S.T. Privacy as a social issue and behavioral concept. Journal of Social Issues, 59, 2 (2003), 243-261.
   Google Scholar
• McKnight, D.H.; Kacmar, C.J.; and Choudhury, V. Dispositional trust and distrust distinctions in predicting high and low-risk Internet expert advice site perceptions. e-Service Journal, 3, 2 (winter 2004), 35-58.
   Google Scholar
• Milne, G.R. Privacy and ethical issues in database/interactive marketing and public policy: A research framework and overview of the special issue. Journal of Public Policy & Marketing, 19, 1 (spring 2000), 1-6.
   Google Scholar
• Milne, G.R., and Boza, M.E. Trust and concern in consumers' perceptions of marketing information management practices. Journal of Interactive Marketing, 13, 1 (February 1999), 5-24.
   Google Scholar
• Milne, G.R., and Gordon, M.E. Direct mail privacy-efficiency trade-offs within an implied social contract framework. Journal of Public Policy & Marketing, 12, 2 (fall 1993), 206-215.
   Google Scholar
• Milne, G.R., and Rohm, A.J. Consumer privacy and name removal across direct marketing channels: Exploring opt-in and opt-out alternatives. Journal of Public Policy & Marketing, 19 (fall 2000), 238-249.
   Google Scholar
• Miyazaki, A.D., and Fernandez, A. Internet privacy and security: An examination of online retailer disclosures. Journal of Public Policy & Marketing, 19 (spring 2000), 54-61.
   Google Scholar
• Miyazaki, A.D., and Krishnamurthy, S. Internet seals of approval: Effects on online privacy policies and consumer perceptions. Journal of Consumer Affairs, 36, 1 (summer 2002), 28-49.
   Google Scholar
• Moon, Y.M. Intimate exchanges: Using computers to elicit self disclosure from consumers. Journal of Consumer Research, 26 (March 2000), 323-339.
   Google Scholar
• Moon, Y.M. Don't blame the computer: When self-disclosure moderates the self-serving bias. Journal of Consumer Psychology, 13, 1/2 (2003), 125-137.
   Google Scholar
• Nah, F.F.H., and Davis, S. HCI research issues in e-commerce. Journal of Electronic Commerce Research, 3, 3 (August 2002), 98-113.
   Google Scholar
• Pan, Y., and Zinkhan, G.M. Exploring the impact of online privacy disclosures on consumer trust. Journal of Retailing, 82, 4 (2006), 331-338.
   Google Scholar
• Pavlou, P.A. Consumer acceptance of electronic commerce: Integrating trust and risk with the Technology Acceptance Model. International Journal of Electronic Commerce, 7, 3 (spring 2003), 69-103.
   Google Scholar
• Phelps, J.; Nowak, G.J.; and Ferrell, E. Privacy concerns and consumer willingness to provide personal information. Journal of Public Policy & Marketing, 19, 1 (spring 2000), 27-41.
   Google Scholar
• Phelps, J.E.; D'Souza, G.; and Nowak, G.J. Antecedents and consequences of consumer privacy concerns: An empirical investigation. Journal of Interactive Marketing, 15, 4 (autumn 2001), 2-17.
   Google Scholar
• Raman, P., and Pashupati, K. Online privacy: Consumer concerns and technological competence. In S. Krishnamurthy (ed.), Contemporary Research in E-Marketing. Hershey, PA: Idea Group, 2005, pp. 200-225.
   Google Scholar
• Ramen, P.; Brudvig, S.; and Hofacker, C.F. To give or not to give: Providing personal information to online firms. Paper presented at Direct Marketing Association Educators' Conference, San Francisco, October 2006.
   Google Scholar
• Reibstein, D.J. What attracts customers to online stores, and what keeps them coming back? Journal of the Academy of Marketing Science, 30, 4 (fall 2002), 465-473.
   Google Scholar
• Rifon, N.J.; LaRose, R.; and Choi, S.M. Your privacy is sealed: Effects of Web privacy seals on trust and personal disclosures. Journal of Consumer Affairs, 39, 2 (September 2005), 339-362.
   Google Scholar
• Rust, R.T., and Kannan, P.K. E-service: A new paradigm for business in the electronic environment. Communications of the ACM, 46, 6 (June 2003), 36-42.
   Google Scholar
• Rust, R.T.; Kannan, P.K.; and Peng, N. The customer economics of Internet privacy. Journal of the Academy of Marketing Science, 30, 4 (fall 2002), 455-464.
   Google Scholar
• Sawhney, M., and Zabin, J. Managing and measuring relational equity in the network economy. Journal of the Academy of Marketing Science, 30, 4 (fall 2002), 313-332.
   Google Scholar
• Schoenbachler, D.D., and Gordon, G.L. Trust and customer willingness to provide information in database-driven relationship marketing. Journal of Interactive Marketing, 16, 3 (summer 2002), 2-16.
   Google Scholar
• Sheehan, K.B. Public opinions of online privacy: Definitions, assessment and implications for industry and public policy. In S. Krishnamurthy (ed.), Contemporary Research in E-Marketing. Hershey, PA: Idea Group, 2005, pp. 186-199.
   Google Scholar
• Sheehan, K.B., and Hoy, M.G. Dimensions of privacy concern among online consumers. Journal of Public Policy & Marketing, 19, 1 (spring 2000), 62-73.
   Google Scholar
• Sheehan, K.B., and Hoy, M.G. Flaming, complaining, abstaining: How online users respond to privacy concerns. Journal of Advertising, 28, 3 (fall 1999), 37-51.
   Google Scholar
• Smith, H.J.; Milberg, S.J.; and Burke, S.J. Information privacy: Measuring individuals' concerns about organizational practices. MIS Quarterly, 16 (June 1996), 167-196.
   Google Scholar
• Szmigin, I., and Bourne, H. Consumer equity in relationship marketing. Journal of Consumer Marketing, 15, 6 (1998), 544-557.
   Google Scholar
• Taylor, E.Z. The effect of incentives on knowledge sharing in computermediated communication: An experimental investigation. Journal of Information Systems, 20, 1 (spring 2006), 103-116.
   Google Scholar
• Thibaut, J., and Kelley, H.H. The Social Psychology of Groups. New York: John Wiley, 1959.
   Google Scholar
• Van den Poel, D., and Leunis, J. Consumer acceptance of the Internet as a channel of distribution. Journal of Business Research, 45, 3 (July 1999), 249-256.
   Google Scholar
• Venkatesan, R.; Kumar, V.; and Ravishankar, N. Multichannel shopping: Causes and consequences. Journal of Marketing, 71, 2 (April 2007), 114-132.
   Google Scholar
• Viswanathan, M.; Rosa, J.A.; and Harris, J.E. Decision making and coping of functionally illiterate consumers and some implications for marketing management. Journal of Marketing, 69, 1 (January 2005), 15-31.
   Google Scholar
• Wang, S.; Beatty, S.E.; and Foxx, W. Signaling the trustworthiness of small online retailers. Journal of Interactive Marketing, 18, 1 (winter 2004), 53-69.
   Google Scholar
• Ward, S.; Bridges, K.; and Chitty, B. Do incentives matter? An examination of on-line privacy concerns and willingness to provide personal and financial information. Journal of Marketing Communications, 11, 1 (March 2005), 21-40.
   Google Scholar
• Westin, A.F. Social and political dimensions of privacy. Journal of Social Issues, 59, 2 (July 2003), 431-453.
   Google Scholar
• Westin-Harris. Privacy and American Business Study. Survey, 1997.
   Google Scholar
• White, T.B. Consumer disclosure and disclosure avoidance: A motivational framework. Journal of Consumer Psychology, 14, 1/2 (2004), 41-51.
   Google Scholar
• Yammarino, F.J.; Skinner S.J.; and Childers, T.L. Understanding mail survey response behavior. Public Opinion Quarterly, 55, 4 (winter 1991), 613-639.
   Google Scholar
• Yu, J., and Cooper, H. A quantitative review of research design effects on response rates to questionnaires. Journal of Marketing Research, 20, 1 (February 1983), 36-44.
   Google Scholar
• Zeithaml, V.A., and Bittner, M.J. Services Marketing: Integrating Customer Focus Across the Firms, 2nd ed. New York: McGraw-Hill, 2000.
   Google Scholar