The role of affect and cognition on online consumers' decision to disclose personal information to unfamiliar online vendors

Han Li, Rathindra Sarathy, Heng Xu

Research output: Contribution to journalArticlepeer-review

210 Scopus citations

Abstract

Based on the privacy calculus framework and the stimulus-organism-response (S-O-R) model, this study examines online information disclosure decision as a result of affective and cognitive reactions of online consumers over several stages, i.e. an initial stage where an overall impression is formed about an unfamiliar online vendor, and a subsequent information exchange stage where information necessary to complete the ecommerce transaction will be provided to the online vendor. We found that, initial emotions formed from an overall impression of a Web site act as initial hurdles to information disclosure. Once online consumers enter the information exchange stage, fairness-based levers further adjust privacy beliefs.

Original languageEnglish (US)
Pages (from-to)434-445
Number of pages12
JournalDecision Support Systems
Volume51
Issue number3
DOIs
StatePublished - Jun 1 2011

All Science Journal Classification (ASJC) codes

  • Management Information Systems
  • Information Systems
  • Developmental and Educational Psychology
  • Arts and Humanities (miscellaneous)
  • Information Systems and Management

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