IDEAS home Printed from https://ideas.repec.org/a/spr/elmark/v30y2020i3d10.1007_s12525-018-0318-1.html
   My bibliography  Save this article

How pull vs. push information delivery and social proof affect information disclosure in location based services

Author

Listed:
  • Johannes Klumpe

    (Technische Universität Darmstadt)

  • Oliver Francis Koch

    (Technische Universität Darmstadt)

  • Alexander Benlian

    (Technische Universität Darmstadt)

Abstract

With the boom of the app economy, users’ location information has become an increasingly valuable differentiator to deliver personalized products and services, yet continues to raise severe privacy concerns. While research on information privacy has paid great attention on explaining and predicting factors of information disclosure decisions, there is still a significant gap in terms of how app providers can combine different mechanisms in the design of their apps to effectuate better disclosure outcomes. Drawing on a randomized online experiment with 143 smartphone users, we analyze how pull (i.e., services with user-controlled position awareness) and push (i.e., demanding always-on access location tracking) information delivery and social proof cues separately and jointly affect users’ actual location information disclosure. The results reveal that both strategies increase actual location information disclosure via two distinct mediation paths. While pull information delivery mitigates users’ privacy concerns, social proof increases their trusting beliefs. However, when both strategies are employed together, we found that social proof overrides the effect of pull information delivery mechanisms.

Suggested Citation

  • Johannes Klumpe & Oliver Francis Koch & Alexander Benlian, 2020. "How pull vs. push information delivery and social proof affect information disclosure in location based services," Electronic Markets, Springer;IIM University of St. Gallen, vol. 30(3), pages 569-586, September.
    • Handle: RePEc:spr:elmark:v:30:y:2020:i:3:d:10.1007_s12525-018-0318-1
    DOI: 10.1007/s12525-018-0318-1
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s12525-018-0318-1
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s12525-018-0318-1?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Constance Elise Porter & Naveen Donthu, 2008. "Cultivating Trust and Harvesting Value in Virtual Communities," Management Science, INFORMS, vol. 54(1), pages 113-128, January.
    2. Bearden, William O & Rose, Randall L, 1990. "Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(4), pages 461-471, March.
    3. Koch, Oliver Francis & Benlian, Alexander, 2015. "Promotional Tactics for Online Viral Marketing Campaigns: How Scarcity and Personalization Affect Seed Stage Referrals," Journal of Interactive Marketing, Elsevier, vol. 32(C), pages 37-52.
    4. Wanda J. Orlikowski & C. Suzanne Iacono, 2001. "Research Commentary: Desperately Seeking the “IT” in IT Research—A Call to Theorizing the IT Artifact," Information Systems Research, INFORMS, vol. 12(2), pages 121-134, June.
    5. Shuk Ying Ho & David Bodoff & Kar Yan Tam, 2011. "Timing of Adaptive Web Personalization and Its Effects on Online Consumer Behavior," Information Systems Research, INFORMS, vol. 22(3), pages 660-679, September.
    6. Goldbach, Tobias & Kemper, Viktoria & Benlian, Alexander, 2014. "Mobile Application Quality and Platform Stickiness under Formal vs. Self-Control — Evidence from an Experimental Study," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 66130, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    7. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    8. Koch, Oliver Francis & Benlian, Alexander, 2015. "Promotional Tactics for Online Viral Marketing Campaigns: How Scarcity and Personalization Affect Seed Stage Referrals," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 76494, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    9. Thies, Ferdinand & Wessel, Michael & Benlian, Alexander, 2016. "Effects of Social Interaction Dynamics on Platforms," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 82420, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    10. Benlian, Alexander, 2015. "Web Personalization Cues and their Differential Effects on User Assessments of Website Value," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 74450, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    11. Koch, Oliver Francis & Benlian, Alexander, 2015. "Promotional Tactics for Online Viral Marketing Campaigns: How Scarcity and Personalization Affect Seed Stage Referrals," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 75347, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    12. Pan, Lee-Yun & Chiou, Jyh-Shen, 2011. "How Much Can You Trust Online Information? Cues for Perceived Trustworthiness of Consumer-generated Online Information," Journal of Interactive Marketing, Elsevier, vol. 25(2), pages 67-74.
    13. Thies, Ferdinand & Wessel, Michael & Benlian, Alexander, 2016. "Effects of Social Interaction Dynamics on Platforms," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 84688, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    14. Goldbach, Tobias & Kemper, Viktoria & Benlian, Alexander, 2014. "Mobile Application Quality and Platform Stickiness under Formal vs. Self-Control — Evidence from an Experimental Study," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 66129, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    15. Mary J. Culnan & Pamela K. Armstrong, 1999. "Information Privacy Concerns, Procedural Fairness, and Impersonal Trust: An Empirical Investigation," Organization Science, INFORMS, vol. 10(1), pages 104-115, February.
    16. Nicky J. Welton & Howard H. Z. Thom, 2015. "Value of Information," Medical Decision Making, , vol. 35(5), pages 564-566, July.
    17. Wendy W. Moe & Peter S. Fader, 2004. "Dynamic Conversion Behavior at E-Commerce Sites," Management Science, INFORMS, vol. 50(3), pages 326-335, March.
    18. Schneider, David, 2017. "Rewarding Prosociality on Non-Commercial Online Sharing Platforms," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 87221, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    19. D. Harrison McKnight & Vivek Choudhury & Charles Kacmar, 2002. "Developing and Validating Trust Measures for e-Commerce: An Integrative Typology," Information Systems Research, INFORMS, vol. 13(3), pages 334-359, September.
    20. Naresh K. Malhotra & Sung S. Kim & James Agarwal, 2004. "Internet Users' Information Privacy Concerns (IUIPC): The Construct, the Scale, and a Causal Model," Information Systems Research, INFORMS, vol. 15(4), pages 336-355, December.
    21. Benlian, Alexander, 2015. "Web Personalization Cues and their Differential Effects on User Assessments of Website Value," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 73386, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Ma, Shuang & Cui, Xuebin & Xiao, Xiaohong & Zhao, Xiaonan, 2022. "The impact of photo verification service on sales performance in the peer-to-peer economy: Moderating role of customer uncertainty," Journal of Business Research, Elsevier, vol. 142(C), pages 45-55.
    2. Rainer Alt, 2020. "Electronic Markets on business model development," Electronic Markets, Springer;IIM University of St. Gallen, vol. 30(3), pages 405-411, September.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. David Schneider & Johannes Klumpe & Martin Adam & Alexander Benlian, 2020. "Nudging users into digital service solutions," Electronic Markets, Springer;IIM University of St. Gallen, vol. 30(4), pages 863-881, December.
    2. Oliver Francis Koch & Alexander Benlian, 2017. "The effect of free sampling strategies on freemium conversion rates," Electronic Markets, Springer;IIM University of St. Gallen, vol. 27(1), pages 67-76, February.
    3. Wallbach, Sören, 2020. "Assimilation and Diffusion of Multi-Sided Platforms in Dynamic B2B Networks: Inhibiting Factors and Their Consequences," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 123277, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    4. Simon, Françoise & Tossan, Vesselina, 2018. "Does brand-consumer social sharing matter? A relational framework of customer engagement to brand-hosted social media," Journal of Business Research, Elsevier, vol. 85(C), pages 175-184.
    5. Das, Gopal & Mukherjee, Amaradri & Smith, Ronn J., 2018. "The Perfect Fit: The Moderating Role of Selling Cues on Hedonic and Utilitarian Product Types," Journal of Retailing, Elsevier, vol. 94(2), pages 203-216.
    6. Sumeet Gupta & Haejung Yun & Heng Xu & Hee-Woong Kim, 2017. "An exploratory study on mobile banking adoption in Indian metropolitan and urban areas: a scenario-based experiment," Information Technology for Development, Taylor & Francis Journals, vol. 23(1), pages 127-152, January.
    7. Anjali Singh & Ajay Kumar, 2021. "Designing the marketspace for millennials: fun, functionality or risk?," Journal of Marketing Analytics, Palgrave Macmillan, vol. 9(4), pages 311-327, December.
    8. Martin, Kirsten, 2018. "The penalty for privacy violations: How privacy violations impact trust online," Journal of Business Research, Elsevier, vol. 82(C), pages 103-116.
    9. Heng Xu & Hock-Hai Teo & Bernard C. Y. Tan & Ritu Agarwal, 2012. "Research Note ---Effects of Individual Self-Protection, Industry Self-Regulation, and Government Regulation on Privacy Concerns: A Study of Location-Based Services," Information Systems Research, INFORMS, vol. 23(4), pages 1342-1363, December.
    10. Chen, Qi & Feng, Yuqiang & Liu, Luning & Tian, Xianyun, 2019. "Understanding consumers’ reactance of online personalized advertising: A new scheme of rational choice from a perspective of negative effects," International Journal of Information Management, Elsevier, vol. 44(C), pages 53-64.
    11. Cheng, Junjun & Chen, Bo & Huang, Zihang, 2023. "Collective-based ad transparency in targeted hotel advertising: Consumers’ regulatory focus underlying the crowd safety effect," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
    12. Sara Moussawi & Marios Koufaris & Raquel Benbunan-Fich, 2021. "How perceptions of intelligence and anthropomorphism affect adoption of personal intelligent agents," Electronic Markets, Springer;IIM University of St. Gallen, vol. 31(2), pages 343-364, June.
    13. Hu, Miao & Chen, Jie & Chen, Qimei & He, Wei, 2020. "It pays off to be authentic: An examination of direct versus indirect brand mentions on social media," Journal of Business Research, Elsevier, vol. 117(C), pages 19-28.
    14. Lena Steinhoff & Denni Arli & Scott Weaven & Irina V. Kozlenkova, 2019. "Online relationship marketing," Journal of the Academy of Marketing Science, Springer, vol. 47(3), pages 369-393, May.
    15. Grigorios, Lamprinakos & Magrizos, Solon & Kostopoulos, Ioannis & Drossos, Dimitrios & Santos, David, 2022. "Overt and covert customer data collection in online personalized advertising: The role of user emotions," Journal of Business Research, Elsevier, vol. 141(C), pages 308-320.
    16. Tamara Dinev & Paul Hart, 2006. "An Extended Privacy Calculus Model for E-Commerce Transactions," Information Systems Research, INFORMS, vol. 17(1), pages 61-80, March.
    17. Andreas Hein & Maximilian Schreieck & Tobias Riasanow & David Soto Setzke & Manuel Wiesche & Markus Böhm & Helmut Krcmar, 2020. "Digital platform ecosystems," Electronic Markets, Springer;IIM University of St. Gallen, vol. 30(1), pages 87-98, March.
    18. Jia, Lin & Xue, Geng & Fu, Yuwei & Xu, Longjia, 2018. "Factors affecting consumers’ acceptance of e-commerce consumer credit service," International Journal of Information Management, Elsevier, vol. 40(C), pages 103-110.
    19. Morlok, Tina & Matt, Christian & Hess, Thomas, 2017. "Privatheitsforschung in den Wirtschaftswissenschaften: Entwicklung, Stand und Perspektiven," Working Papers 1/2017, University of Munich, Munich School of Management, Institute for Information Systems and New Media.
    20. Starr, Richard G. & Zhu, Andrew Q. & Frethey-Bentham, Catherine & Brodie, Roderick J., 2020. "Peer-to-peer interactions in the sharing economy: Exploring the role of reciprocity within a Chinese social network," Australasian marketing journal, Elsevier, vol. 28(3), pages 67-80.

    More about this item

    Keywords

    Location based services; Pull information delivery; Social proof; Location disclosure; Privacy concerns; Trust;
    All these keywords.

    JEL classification:

    • L86 - Industrial Organization - - Industry Studies: Services - - - Information and Internet Services; Computer Software
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D81 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Criteria for Decision-Making under Risk and Uncertainty

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:elmark:v:30:y:2020:i:3:d:10.1007_s12525-018-0318-1. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.