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Darren Dahl (Editor in Chief)Eileen FischerGita JoharVicki Morwitz

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

Youngme Moon
DOI: http://dx.doi.org/10.1086/209566 323-339 First published online: 1 March 2000

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.