Tell me more, tell me more: Repeated personal data requests increase disclosure

Fleming, Piers, Edwards, S. Gareth, Bayliss, Andrew P. ORCID: and Seger, Charles R. (2023) Tell me more, tell me more: Repeated personal data requests increase disclosure. Journal of Cybersecurity, 9 (1). ISSN 2057-2085

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Personal data is of great commercial benefit and potential sensitivity. However, for the consumers who provide their personal data, doing so comes with potential costs, benefits and security risks. Typically, consumers have the option to consent to the use of personal/sensitive data but existing research suggests consumer choices may only be weakly related to their concerns (the privacy paradox). Here, we examine if the repetitive nature of data requests alters behaviour but not concern, therefore, explaining the divergence. This work is theoretically grounded in ‘Foot in the door’ research in which small initial requests facilitate subsequent larger requests. An initial laboratory study asking for real, personal data demonstrated increased information disclosure at a subsequent request. A second online study replicated the increased information disclosure effect and found no change in associated privacy concern. We find this supports foot-in-the-door as one explanation of the privacy paradox. We suggest ways for businesses and consumers to encourage an acceptable level of disclosure to match personal beliefs for mutual trust and benefit.

Item Type: Article
Additional Information: Funding information: This work was supported by the Research Councils UK ( via the Centre for Copyright and New Business Models in the Creative Economy (CREATe), AHRC grant number AH/K000179/1, and the University of East Anglia. The funders had no role in study design, data collection and analysis, decision to publish or preparation of the manuscript.
Uncontrolled Keywords: 2*,bayliss ,/dk/atira/pure/researchoutput/REFrank/2_
Faculty \ School: Faculty of Social Sciences > School of Psychology
UEA Research Groups: Faculty of Social Sciences > Research Centres > Centre for Behavioural and Experimental Social Sciences
Faculty of Social Sciences > Research Groups > Cognition, Action and Perception
Faculty of Social Sciences > Research Groups > Social Cognition Research Group
Depositing User: LivePure Connector
Date Deposited: 07 Mar 2023 09:44
Last Modified: 01 May 2024 09:30
DOI: 10.1093/cybsec/tyad005


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