No Strings Attached: When Giving it Away versus Making Them Pay Reduces Consumer Information Disclosure
研究发现，当消费者用个人信息换取在线营销激励时，若激励与披露在时间上分离或非条件性，他们会低估激励价值，从而减少信息披露。
We examine egocentric biases in mental accounting that occur when consumers face the prospect of disclosing personal information in exchange for online marketing incentives. We find that consumers keep balanced “mental accounts” of the costs and benefits of such exchanges when they are contingent or temporally integrated. However, when non-contingent exchanges are temporally separated so that benefits precede costs, or when bias correction is impeded in the same non-contingent transaction, consumers keep separate mental accounts in which they egocentrically devalue the marketers’ incentives, making them less likely to reciprocate by disclosing. We explore consequences of these findings for online relationships between consumers and marketers.