It’s Not Just About the Product: How Persuasive Communication Affects the Disclosure of Personal Health Information

Becker, M.; Matt, C; Hess, T. (2020). It’s Not Just About the Product: How Persuasive Communication Affects the Disclosure of Personal Health Information (Submitted). The DATA BASE for Advances in Information Systems, pp. 1-17. ACM

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Individuals’ disclosure of personal health information (PHI) can hold substantial benefits for both users and providers, but users are often reluctant to disclose, even if they gain benefits such as better personalization. While previous research has dealt with message framing and information quality in a health related context, factors have been observed separately. To our best knowledge, we are among the first to have examined both factors (attribute framing and argument strength) and their interactions concerning PHI disclosure. Thus, we conducted a web based experiment with 529 participants to examine the impacts of two persuasive message techniques (attribute framing and argument strength) on individuals’ PHI disclosure. We reveal that individuals tend to disclose more PHI when they experience persuasive messages with more positively framed health wearable (HW) attributes or messages with higher argument strength concerning data collection. We enable researchers to uncover the impacts of persuasive messages in highly sensitive data environments and provide practitioners with workable suggestions on how to affect individuals’ PHI disclosure behaviors.

Item Type:

Journal Article (Original Article)

Division/Institute:

03 Faculty of Business, Economics and Social Sciences > Department of Business Management > Institute of Information Systems > Information Management
03 Faculty of Business, Economics and Social Sciences > Department of Business Management > Institute of Information Systems

UniBE Contributor:

Matt, Christian

Subjects:

000 Computer science, knowledge & systems
600 Technology > 650 Management & public relations
300 Social sciences, sociology & anthropology > 330 Economics

ISSN:

1532-0936

Publisher:

ACM

Language:

English

Submitter:

Patrick Cédric Munz

Date Deposited:

10 Sep 2019 13:01

Last Modified:

26 Oct 2019 11:27

BORIS DOI:

10.7892/boris.132856

URI:

https://boris.unibe.ch/id/eprint/132856

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