Research on the Non-Linear Relationship between Information Disclosure and Subsequent Purchases: The Moderating Effect of Membership Level
In order to provide better marketing services to customers, companies often want to obtain as much customer information as possible. However, for customers, as well as leading to better service, information disclosure may also put them at risk of information leakage, so customers may respond in two...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
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MDPI AG
2023-08-01
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| Series: | Systems |
| Subjects: | |
| Online Access: | https://www.mdpi.com/2079-8954/11/8/398 |
| _version_ | 1797583171713236992 |
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| author | Chunming Qin Le Zuo |
| author_facet | Chunming Qin Le Zuo |
| author_sort | Chunming Qin |
| collection | DOAJ |
| description | In order to provide better marketing services to customers, companies often want to obtain as much customer information as possible. However, for customers, as well as leading to better service, information disclosure may also put them at risk of information leakage, so customers may respond in two different ways to firms’ invitations to disclose information. This paper applies theories of social capital and communication boundary management to developing a framework for understanding the psychological mechanisms behind individuals’ responses to disclosure invitations and their subsequent purchase behavior. The results of this study show that under the combined effect of social capital and communication boundaries, subsequent purchases show an inverted-U-shaped relationship, initially increasing and then decreasing as the level of disclosure increases. Furthermore, because the social capital of high-level members and firms is higher than that of low-level members, it moderates the inverted-U-shaped relationship; that is, the higher the level of membership, the more moderate the inverted-U-shaped relationship. |
| first_indexed | 2024-03-10T23:33:06Z |
| format | Article |
| id | doaj.art-e30925d003eb478bb1076c822d0f4c7f |
| institution | Directory Open Access Journal |
| issn | 2079-8954 |
| language | English |
| last_indexed | 2024-03-10T23:33:06Z |
| publishDate | 2023-08-01 |
| publisher | MDPI AG |
| record_format | Article |
| series | Systems |
| spelling | doaj.art-e30925d003eb478bb1076c822d0f4c7f2023-11-19T03:12:37ZengMDPI AGSystems2079-89542023-08-0111839810.3390/systems11080398Research on the Non-Linear Relationship between Information Disclosure and Subsequent Purchases: The Moderating Effect of Membership LevelChunming Qin0Le Zuo1Department of Marketing, Economics and Management School, Wuhan University, Wuhan 430072, ChinaDepartment of Marketing, Economics and Management School, Wuhan University, Wuhan 430072, ChinaIn order to provide better marketing services to customers, companies often want to obtain as much customer information as possible. However, for customers, as well as leading to better service, information disclosure may also put them at risk of information leakage, so customers may respond in two different ways to firms’ invitations to disclose information. This paper applies theories of social capital and communication boundary management to developing a framework for understanding the psychological mechanisms behind individuals’ responses to disclosure invitations and their subsequent purchase behavior. The results of this study show that under the combined effect of social capital and communication boundaries, subsequent purchases show an inverted-U-shaped relationship, initially increasing and then decreasing as the level of disclosure increases. Furthermore, because the social capital of high-level members and firms is higher than that of low-level members, it moderates the inverted-U-shaped relationship; that is, the higher the level of membership, the more moderate the inverted-U-shaped relationship.https://www.mdpi.com/2079-8954/11/8/398information disclosuresocial capitalcommunication boundary managementmembership levelsubsequent purchases |
| spellingShingle | Chunming Qin Le Zuo Research on the Non-Linear Relationship between Information Disclosure and Subsequent Purchases: The Moderating Effect of Membership Level Systems information disclosure social capital communication boundary management membership level subsequent purchases |
| title | Research on the Non-Linear Relationship between Information Disclosure and Subsequent Purchases: The Moderating Effect of Membership Level |
| title_full | Research on the Non-Linear Relationship between Information Disclosure and Subsequent Purchases: The Moderating Effect of Membership Level |
| title_fullStr | Research on the Non-Linear Relationship between Information Disclosure and Subsequent Purchases: The Moderating Effect of Membership Level |
| title_full_unstemmed | Research on the Non-Linear Relationship between Information Disclosure and Subsequent Purchases: The Moderating Effect of Membership Level |
| title_short | Research on the Non-Linear Relationship between Information Disclosure and Subsequent Purchases: The Moderating Effect of Membership Level |
| title_sort | research on the non linear relationship between information disclosure and subsequent purchases the moderating effect of membership level |
| topic | information disclosure social capital communication boundary management membership level subsequent purchases |
| url | https://www.mdpi.com/2079-8954/11/8/398 |
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