@inproceedings{d539025c08a54a968774d7390e23aa04,
title = "A digital foot-in-the-door: Increasing information disclosure and conversion",
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",
note = "Publisher Copyright: {\textcopyright} ICIS 2020. All rights reserved.; 2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020 ; Conference date: 13-12-2020 Through 16-12-2020",
year = "2020",
month = jan,
day = "1",
language = "English",
series = "International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global",
publisher = "Association for Information Systems",
booktitle = "International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive",
address = "United States",
}
