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- catalog abstract "This investigation examines the dynamics associated with soliciting intimate information from consumers. Experiment 1 identifies two factors - reciprocity and sequence - that affect the likelihood that people will reveal intimate information about themselves to a computer. Experiment 2 provides evidence that intimate information exchanges can have a positive effect on how consumers behave in subsequent interactions. Experiment 3 confirms this result in a more externally valid context, and further demonstrates that the "payoffs" associated with intimate exchanges are greater than those associated with casual exchanges. Implications for marketing research and practice are discussed.".
- catalog contributor b11016654.
- catalog contributor b11016655.
- catalog created "c1998.".
- catalog date "1998".
- catalog date "c1998.".
- catalog dateCopyrighted "c1998.".
- catalog description "Includes bibliographical references (p. 30-35).".
- catalog description "This investigation examines the dynamics associated with soliciting intimate information from consumers. Experiment 1 identifies two factors - reciprocity and sequence - that affect the likelihood that people will reveal intimate information about themselves to a computer. Experiment 2 provides evidence that intimate information exchanges can have a positive effect on how consumers behave in subsequent interactions. Experiment 3 confirms this result in a more externally valid context, and further demonstrates that the "payoffs" associated with intimate exchanges are greater than those associated with casual exchanges. Implications for marketing research and practice are discussed.".
- catalog extent "37, [2] p. :".
- catalog isPartOf "Working paper (Harvard University. Graduate School of Business Administration. Division of Research) ; 99-059.".
- catalog isPartOf "Working paper / Division of Research, Harvard Business School ; 99-059".
- catalog issued "1998".
- catalog issued "c1998.".
- catalog language "eng".
- catalog publisher "[Boston] : Division of Research, Harvard Business School,".
- catalog title "Intimate self-disclosure exhanges : using computers to build reciprocal relationships with consumers / Youngme Moon.".
- catalog type "text".