What information do shoppers share? The effect of personnel-, retailer-, and country-trust on willingness to share information

The relationship between consumers' privacy concerns and their willingness to disclose personal information to retailers is more complex than a simple negative one. The multi-faced context, within which privacy decisions take place, shapes and bounds this relationship. Drawing on privacy contex...

Ausführliche Beschreibung

Gespeichert in:
Bibliographische Detailangaben
Hauptverfasser: Grosso, Monica, Castaldo, Sandro, Li, Hua (Ariel), Larivière, Bart
Format: Artikel
Sprache:eng
Schlagworte:
Online-Zugang:Volltext
Tags: Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
container_end_page
container_issue
container_start_page
container_title
container_volume
creator Grosso, Monica
Castaldo, Sandro
Li, Hua (Ariel)
Larivière, Bart
description The relationship between consumers' privacy concerns and their willingness to disclose personal information to retailers is more complex than a simple negative one. The multi-faced context, within which privacy decisions take place, shapes and bounds this relationship. Drawing on privacy contextual integrity theory, we model the privacy decisions as influenced by individuals' multilevel trusting surroundings, which include trust in a retailer and in its personnel at the micro-level, and trust in a country at the macro-level. Based on 22,050 survey data across seven product categories in fourteen countries, our Bayesian multilevel modeling reveals that micro- and macro-level trust may promote consumers' disclosure intentions via three mechanisms: (1) micro-level trust positive effect on consumers' willingness to disclose their data; (2) micro-level trust effect by attenuating privacy concerns' negative influence on this willingness; and (3) the positive indirect effect of trust in the country on both the direct and indirect impacts of trust in a retailer and in its personnel. Interestingly, trust's direct effects are found in all the investigated types of information (i.e., identification, medical, financial, locational, demographic, lifestyle, and media usage data), whereas the indirect effects are found to vary across information types. Our post-hoc cluster analysis shows that different retail contexts can be classified into three clusters and help retailers understand whether they should invest in developing both trust in their retail company and in their personnel, or mainly on one of the two. By taking different types of trust and context effects into consideration, our findings help different retailers encourage customers to disclose their data with them. (C) 2020 New York University. Published by Elsevier Inc. All rights reserved.
format Article
fullrecord <record><control><sourceid>ghent</sourceid><recordid>TN_cdi_ghent_librecat_oai_archive_ugent_be_8710406</recordid><sourceformat>XML</sourceformat><sourcesystem>PC</sourcesystem><sourcerecordid>oai_archive_ugent_be_8710406</sourcerecordid><originalsourceid>FETCH-ghent_librecat_oai_archive_ugent_be_87104063</originalsourceid><addsrcrecordid>eNqdjTtOxDAQhl2AxPK4wxyASE6yIukoEIgDrERpzWbHsZGZWY0nIBrOTlZQUFP9n_S_ztymHYe-6buhvXCXtb5677vt6Dfu6yWhQeYo-oaWheEgUJMcj6R1BVS6h10ioBhpMpAIJ0eYqTS3oGSYC-mKyAeYZGHTz8Z0qWuW4SOXknlmqhVMfvb-vl2784il0s2vXrnu6XH38NzMidhCyXulCS0I5oA6pfxOYZlP1p7COLR-6-_6f5W-AYbPXGc</addsrcrecordid><sourcetype>Institutional Repository</sourcetype><iscdi>true</iscdi><recordtype>article</recordtype></control><display><type>article</type><title>What information do shoppers share? The effect of personnel-, retailer-, and country-trust on willingness to share information</title><source>Ghent University Academic Bibliography</source><source>Access via ScienceDirect (Elsevier)</source><source>ProQuest Central UK/Ireland</source><creator>Grosso, Monica ; Castaldo, Sandro ; Li, Hua (Ariel) ; Larivière, Bart</creator><creatorcontrib>Grosso, Monica ; Castaldo, Sandro ; Li, Hua (Ariel) ; Larivière, Bart</creatorcontrib><description>The relationship between consumers' privacy concerns and their willingness to disclose personal information to retailers is more complex than a simple negative one. The multi-faced context, within which privacy decisions take place, shapes and bounds this relationship. Drawing on privacy contextual integrity theory, we model the privacy decisions as influenced by individuals' multilevel trusting surroundings, which include trust in a retailer and in its personnel at the micro-level, and trust in a country at the macro-level. Based on 22,050 survey data across seven product categories in fourteen countries, our Bayesian multilevel modeling reveals that micro- and macro-level trust may promote consumers' disclosure intentions via three mechanisms: (1) micro-level trust positive effect on consumers' willingness to disclose their data; (2) micro-level trust effect by attenuating privacy concerns' negative influence on this willingness; and (3) the positive indirect effect of trust in the country on both the direct and indirect impacts of trust in a retailer and in its personnel. Interestingly, trust's direct effects are found in all the investigated types of information (i.e., identification, medical, financial, locational, demographic, lifestyle, and media usage data), whereas the indirect effects are found to vary across information types. Our post-hoc cluster analysis shows that different retail contexts can be classified into three clusters and help retailers understand whether they should invest in developing both trust in their retail company and in their personnel, or mainly on one of the two. By taking different types of trust and context effects into consideration, our findings help different retailers encourage customers to disclose their data with them. (C) 2020 New York University. Published by Elsevier Inc. All rights reserved.</description><identifier>ISSN: 1873-3271</identifier><identifier>ISSN: 0022-4359</identifier><language>eng</language><subject>ATTITUDES ; Business and Economics ; CONTEXT ; Contextual integrity ; CUSTOMER ; DISCLOSURE ; in a country ; INTERNET ; MODELING HETEROGENEITY ; MODERATING ROLE ; ONLINE TRUST ; Privacy concerns ; PRIVACY PARADOX ; SENSITIVITY ; theory ; TRUST ; Trust in a retailer ; Trust in retail personnel ; Willingness to provide information</subject><creationdate>2020</creationdate><rights>No license (in copyright) info:eu-repo/semantics/openAccess</rights><lds50>peer_reviewed</lds50><oa>free_for_read</oa><woscitedreferencessubscribed>false</woscitedreferencessubscribed></display><links><openurl>$$Topenurl_article</openurl><openurlfulltext>$$Topenurlfull_article</openurlfulltext><thumbnail>$$Tsyndetics_thumb_exl</thumbnail><link.rule.ids>314,315,780,784,4024,27860</link.rule.ids></links><search><creatorcontrib>Grosso, Monica</creatorcontrib><creatorcontrib>Castaldo, Sandro</creatorcontrib><creatorcontrib>Li, Hua (Ariel)</creatorcontrib><creatorcontrib>Larivière, Bart</creatorcontrib><title>What information do shoppers share? The effect of personnel-, retailer-, and country-trust on willingness to share information</title><description>The relationship between consumers' privacy concerns and their willingness to disclose personal information to retailers is more complex than a simple negative one. The multi-faced context, within which privacy decisions take place, shapes and bounds this relationship. Drawing on privacy contextual integrity theory, we model the privacy decisions as influenced by individuals' multilevel trusting surroundings, which include trust in a retailer and in its personnel at the micro-level, and trust in a country at the macro-level. Based on 22,050 survey data across seven product categories in fourteen countries, our Bayesian multilevel modeling reveals that micro- and macro-level trust may promote consumers' disclosure intentions via three mechanisms: (1) micro-level trust positive effect on consumers' willingness to disclose their data; (2) micro-level trust effect by attenuating privacy concerns' negative influence on this willingness; and (3) the positive indirect effect of trust in the country on both the direct and indirect impacts of trust in a retailer and in its personnel. Interestingly, trust's direct effects are found in all the investigated types of information (i.e., identification, medical, financial, locational, demographic, lifestyle, and media usage data), whereas the indirect effects are found to vary across information types. Our post-hoc cluster analysis shows that different retail contexts can be classified into three clusters and help retailers understand whether they should invest in developing both trust in their retail company and in their personnel, or mainly on one of the two. By taking different types of trust and context effects into consideration, our findings help different retailers encourage customers to disclose their data with them. (C) 2020 New York University. Published by Elsevier Inc. All rights reserved.</description><subject>ATTITUDES</subject><subject>Business and Economics</subject><subject>CONTEXT</subject><subject>Contextual integrity</subject><subject>CUSTOMER</subject><subject>DISCLOSURE</subject><subject>in a country</subject><subject>INTERNET</subject><subject>MODELING HETEROGENEITY</subject><subject>MODERATING ROLE</subject><subject>ONLINE TRUST</subject><subject>Privacy concerns</subject><subject>PRIVACY PARADOX</subject><subject>SENSITIVITY</subject><subject>theory</subject><subject>TRUST</subject><subject>Trust in a retailer</subject><subject>Trust in retail personnel</subject><subject>Willingness to provide information</subject><issn>1873-3271</issn><issn>0022-4359</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>2020</creationdate><recordtype>article</recordtype><sourceid>ADGLB</sourceid><recordid>eNqdjTtOxDAQhl2AxPK4wxyASE6yIukoEIgDrERpzWbHsZGZWY0nIBrOTlZQUFP9n_S_ztymHYe-6buhvXCXtb5677vt6Dfu6yWhQeYo-oaWheEgUJMcj6R1BVS6h10ioBhpMpAIJ0eYqTS3oGSYC-mKyAeYZGHTz8Z0qWuW4SOXknlmqhVMfvb-vl2784il0s2vXrnu6XH38NzMidhCyXulCS0I5oA6pfxOYZlP1p7COLR-6-_6f5W-AYbPXGc</recordid><startdate>2020</startdate><enddate>2020</enddate><creator>Grosso, Monica</creator><creator>Castaldo, Sandro</creator><creator>Li, Hua (Ariel)</creator><creator>Larivière, Bart</creator><scope>ADGLB</scope></search><sort><creationdate>2020</creationdate><title>What information do shoppers share? The effect of personnel-, retailer-, and country-trust on willingness to share information</title><author>Grosso, Monica ; Castaldo, Sandro ; Li, Hua (Ariel) ; Larivière, Bart</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-ghent_librecat_oai_archive_ugent_be_87104063</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>2020</creationdate><topic>ATTITUDES</topic><topic>Business and Economics</topic><topic>CONTEXT</topic><topic>Contextual integrity</topic><topic>CUSTOMER</topic><topic>DISCLOSURE</topic><topic>in a country</topic><topic>INTERNET</topic><topic>MODELING HETEROGENEITY</topic><topic>MODERATING ROLE</topic><topic>ONLINE TRUST</topic><topic>Privacy concerns</topic><topic>PRIVACY PARADOX</topic><topic>SENSITIVITY</topic><topic>theory</topic><topic>TRUST</topic><topic>Trust in a retailer</topic><topic>Trust in retail personnel</topic><topic>Willingness to provide information</topic><toplevel>peer_reviewed</toplevel><toplevel>online_resources</toplevel><creatorcontrib>Grosso, Monica</creatorcontrib><creatorcontrib>Castaldo, Sandro</creatorcontrib><creatorcontrib>Li, Hua (Ariel)</creatorcontrib><creatorcontrib>Larivière, Bart</creatorcontrib><collection>Ghent University Academic Bibliography</collection></facets><delivery><delcategory>Remote Search Resource</delcategory><fulltext>fulltext</fulltext></delivery><addata><au>Grosso, Monica</au><au>Castaldo, Sandro</au><au>Li, Hua (Ariel)</au><au>Larivière, Bart</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>What information do shoppers share? The effect of personnel-, retailer-, and country-trust on willingness to share information</atitle><date>2020</date><risdate>2020</risdate><issn>1873-3271</issn><issn>0022-4359</issn><abstract>The relationship between consumers' privacy concerns and their willingness to disclose personal information to retailers is more complex than a simple negative one. The multi-faced context, within which privacy decisions take place, shapes and bounds this relationship. Drawing on privacy contextual integrity theory, we model the privacy decisions as influenced by individuals' multilevel trusting surroundings, which include trust in a retailer and in its personnel at the micro-level, and trust in a country at the macro-level. Based on 22,050 survey data across seven product categories in fourteen countries, our Bayesian multilevel modeling reveals that micro- and macro-level trust may promote consumers' disclosure intentions via three mechanisms: (1) micro-level trust positive effect on consumers' willingness to disclose their data; (2) micro-level trust effect by attenuating privacy concerns' negative influence on this willingness; and (3) the positive indirect effect of trust in the country on both the direct and indirect impacts of trust in a retailer and in its personnel. Interestingly, trust's direct effects are found in all the investigated types of information (i.e., identification, medical, financial, locational, demographic, lifestyle, and media usage data), whereas the indirect effects are found to vary across information types. Our post-hoc cluster analysis shows that different retail contexts can be classified into three clusters and help retailers understand whether they should invest in developing both trust in their retail company and in their personnel, or mainly on one of the two. By taking different types of trust and context effects into consideration, our findings help different retailers encourage customers to disclose their data with them. (C) 2020 New York University. Published by Elsevier Inc. All rights reserved.</abstract><oa>free_for_read</oa></addata></record>
fulltext fulltext
identifier ISSN: 1873-3271
ispartof
issn 1873-3271
0022-4359
language eng
recordid cdi_ghent_librecat_oai_archive_ugent_be_8710406
source Ghent University Academic Bibliography; Access via ScienceDirect (Elsevier); ProQuest Central UK/Ireland
subjects ATTITUDES
Business and Economics
CONTEXT
Contextual integrity
CUSTOMER
DISCLOSURE
in a country
INTERNET
MODELING HETEROGENEITY
MODERATING ROLE
ONLINE TRUST
Privacy concerns
PRIVACY PARADOX
SENSITIVITY
theory
TRUST
Trust in a retailer
Trust in retail personnel
Willingness to provide information
title What information do shoppers share? The effect of personnel-, retailer-, and country-trust on willingness to share information
url https://sfx.bib-bvb.de/sfx_tum?ctx_ver=Z39.88-2004&ctx_enc=info:ofi/enc:UTF-8&ctx_tim=2024-12-25T03%3A53%3A38IST&url_ver=Z39.88-2004&url_ctx_fmt=infofi/fmt:kev:mtx:ctx&rfr_id=info:sid/primo.exlibrisgroup.com:primo3-Article-ghent&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=What%20information%20do%20shoppers%20share?%20The%20effect%20of%20personnel-,%20retailer-,%20and%20country-trust%20on%20willingness%20to%20share%20information&rft.au=Grosso,%20Monica&rft.date=2020&rft.issn=1873-3271&rft_id=info:doi/&rft_dat=%3Cghent%3Eoai_archive_ugent_be_8710406%3C/ghent%3E%3Curl%3E%3C/url%3E&disable_directlink=true&sfx.directlink=off&sfx.report_link=0&rft_id=info:oai/&rft_id=info:pmid/&rfr_iscdi=true