A digital foot-in-the-door: Increasing information disclosure and conversion

Naama Ilany-Tzur; Lior Fink

A digital foot-in-the-door: Increasing information disclosure and conversion

Naama Ilany-Tzur, Lior Fink

Department of Industrial Engineering and Management

Ben-Gurion University of the Negev

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

Abstract

Drawing on foot-in-the-door theory, we identify two structural mechanisms in sign-up procedures that are hypothesized to increase the willingness of online service users to disclose private information (information disclosure) and to become active users (conversion). The two mechanisms are presenting information items in an ascending privacy-intrusion order (vs. a non-ascending order) and on multiple pages (vs. a single page), both applying the reasoning of gradualism advocated by foot-in-the-door theory. To test these hypothesized effects, as well as the moderating effects of the device being used (mobile vs. PC), we perform two digital experiments. The results of the first experiment-a field experiment conducted in collaboration with an international FinTech startup company that provides digital banking services-provide support for our hypotheses about the positive effects of the two foot-in-the-door mechanisms on information disclosure and conversion, as well as partial support for the effects of the device.

Original language	American English
Title of host publication	International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive
Subtitle of host publication	Blending the Local and the Global
Publisher	Association for Information Systems
ISBN (Electronic)	9781733632553
State	Published - 1 Jan 2020
Event	2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020 - Virtual, Online, India Duration: 13 Dec 2020 → 16 Dec 2020

Publication series

Name	International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global

Conference

Conference	2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020
Country/Territory	India
City	Virtual, Online
Period	13/12/20 → 16/12/20

UN SDGs

This output contributes to the following UN Sustainable Development Goals (SDGs)

SDG 8 Decent Work and Economic Growth

Keywords

Conversion
Device
Digital experiment
Information disclosure
User behavior

All Science Journal Classification (ASJC) codes

Applied Mathematics
Library and Information Sciences
Computer Science Applications
Statistics, Probability and Uncertainty

Cite this

Ilany-Tzur, N., & Fink, L. (2020). A digital foot-in-the-door: Increasing information disclosure and conversion. In International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global (International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global). Association for Information Systems.

Ilany-Tzur, Naama ; Fink, Lior. / A digital foot-in-the-door : Increasing information disclosure and conversion. International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global. Association for Information Systems, 2020. (International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global).

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abstract = "Drawing on foot-in-the-door theory, we identify two structural mechanisms in sign-up procedures that are hypothesized to increase the willingness of online service users to disclose private information (information disclosure) and to become active users (conversion). The two mechanisms are presenting information items in an ascending privacy-intrusion order (vs. a non-ascending order) and on multiple pages (vs. a single page), both applying the reasoning of gradualism advocated by foot-in-the-door theory. To test these hypothesized effects, as well as the moderating effects of the device being used (mobile vs. PC), we perform two digital experiments. The results of the first experiment-a field experiment conducted in collaboration with an international FinTech startup company that provides digital banking services-provide support for our hypotheses about the positive effects of the two foot-in-the-door mechanisms on information disclosure and conversion, as well as partial support for the effects of the device.",

keywords = "Conversion, Device, Digital experiment, Information disclosure, User behavior",

author = "Naama Ilany-Tzur and Lior Fink",

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Ilany-Tzur, N & Fink, L 2020, A digital foot-in-the-door: Increasing information disclosure and conversion. in International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global. International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global, Association for Information Systems, 2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020, Virtual, Online, India, 13/12/20.

A digital foot-in-the-door: Increasing information disclosure and conversion. / Ilany-Tzur, Naama; Fink, Lior.
International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global. Association for Information Systems, 2020. (International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

TY - GEN

T1 - A digital foot-in-the-door

T2 - 2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020

AU - Ilany-Tzur, Naama

AU - Fink, Lior

PY - 2020/1/1

Y1 - 2020/1/1

N2 - Drawing on foot-in-the-door theory, we identify two structural mechanisms in sign-up procedures that are hypothesized to increase the willingness of online service users to disclose private information (information disclosure) and to become active users (conversion). The two mechanisms are presenting information items in an ascending privacy-intrusion order (vs. a non-ascending order) and on multiple pages (vs. a single page), both applying the reasoning of gradualism advocated by foot-in-the-door theory. To test these hypothesized effects, as well as the moderating effects of the device being used (mobile vs. PC), we perform two digital experiments. The results of the first experiment-a field experiment conducted in collaboration with an international FinTech startup company that provides digital banking services-provide support for our hypotheses about the positive effects of the two foot-in-the-door mechanisms on information disclosure and conversion, as well as partial support for the effects of the device.

AB - Drawing on foot-in-the-door theory, we identify two structural mechanisms in sign-up procedures that are hypothesized to increase the willingness of online service users to disclose private information (information disclosure) and to become active users (conversion). The two mechanisms are presenting information items in an ascending privacy-intrusion order (vs. a non-ascending order) and on multiple pages (vs. a single page), both applying the reasoning of gradualism advocated by foot-in-the-door theory. To test these hypothesized effects, as well as the moderating effects of the device being used (mobile vs. PC), we perform two digital experiments. The results of the first experiment-a field experiment conducted in collaboration with an international FinTech startup company that provides digital banking services-provide support for our hypotheses about the positive effects of the two foot-in-the-door mechanisms on information disclosure and conversion, as well as partial support for the effects of the device.

KW - Conversion

KW - Device

KW - Digital experiment

KW - Information disclosure

KW - User behavior

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M3 - Conference contribution

T3 - International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global

BT - International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive

PB - Association for Information Systems

Y2 - 13 December 2020 through 16 December 2020

ER -

Ilany-Tzur N, Fink L. A digital foot-in-the-door: Increasing information disclosure and conversion. In International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global. Association for Information Systems. 2020. (International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global).

A digital foot-in-the-door: Increasing information disclosure and conversion

Abstract

Publication series

Conference

UN SDGs

Keywords

All Science Journal Classification (ASJC) codes

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Cite this