Understanding consumers' reactance of online personalized advertising: A new scheme of rational choice from a perspective of negative effects
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When the type of information used to personalize an ad is perceived as too personal and intrusive, this may cause resistance or reactance.
“When the type of information used to personalize an ad is perceived as too personal and intrusive, this may cause resistance or reactance (Chen et al., 2019;White et al., 2008).”
From When is personalized advertising crossing personal boundaries? How type of information, data sharing, and personalized pricing influence consumer perceptions of personalized advertising (2021) · cites this paper as Chen et al., 2019
Cites
Trust and TAM in Online Shopping: An Integrated Model1
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Experimental Tests of the Endowment Effect and the Coase Theorem
Kahneman, D., Knetsch, J. L., & Thaler, R. H. (1990) · Journal of Political Economy · doi:10.1086/261737 · Cited by 3,194 · cited 1× · see citing works
“One plausible explanation for this positive influence is the “endowment effect”, suggesting that a loss from giving an object away is greater than the gain from receiving an alternative offering (Kahneman et al., 1990).”
BackgroundSolove, D. J. (2006) · University of Pennsylvania Law Review · doi:10.2307/40041279 · Cited by 1,388 · cited 2× · see citing works
“, when a marketer collects a consumer profile) may make users feel uncomfortable (Daniel, 2006).”
BackgroundBuilding Understanding of the Domain of Consumer Vulnerability
Baker, S. M., Gentry, J. W., & Rittenburg, T. L. (2005) · Journal of Macromarketing · doi:10.1177/0276146705280622 · Cited by 895 · see citing works
Aguirre, E., Mahr, D., Grewal, D., de Ruyter, K., & Wetzels, M. (2015) · Journal of Retailing · doi:10.1016/j.jretai.2014.09.005 · Cited by 868 · cited 10× · see citing works
“Users then may perceive a right to gain information about the target and take control over it (Aguirre et al., 2015).”
BackgroundResultInfluentialSocial Networks, Personalized Advertising, and Privacy Controls
Tucker, C. E. (2014) · Journal of Marketing Research · doi:10.1509/jmr.10.0355 · Cited by 829 · see citing works
Xu, H., Luo, X. (., Carroll, J. M., & Rosson, M. B. (2011) · Decision Support Systems · doi:10.1016/j.dss.2010.11.017 · Cited by 708 · see citing works
Reactance to Recommendations: When Unsolicited Advice Yields Contrary Responses
Fitzsimons, G. J., & Lehmann, D. R. (2004) · Marketing Science · doi:10.1287/mksc.1030.0033 · Cited by 604 · see citing works
The Importance of Trust for Personalized Online Advertising
Bleier, A., & Eisenbeiss, M. (2015) · Journal of Retailing · doi:10.1016/j.jretai.2015.04.001 · Cited by 529 · see citing works
Consumers’ Trust in Feelings as Information
Avnet, T., Pham, M. T., & Stephen, A. T. (2012) · Journal of Consumer Research · doi:10.1086/664978 · Cited by 110 · cited 1× · see citing works
“They believe their affections render “correct” judgments, especially in any situation where their cognitive processing abilities are limited (Avnet et al., 2012).”
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Boerman, S. C., Kruikemeier, S., & Bol, N. (2021) · Computers in Human Behavior Reports · doi:10.1016/j.chbr.2021.100144 · Cited by 80 · see citing works
McKee, K. M., Dahl, A. J., & Peltier, J. W. (2024) · Journal of Consumer Behaviour · doi:10.1002/cb.2199 · Cited by 75 · see citing works
Semeradova, T., & Weinlich, P. (2019) · IEEE Access · doi:10.1109/access.2019.2948401 · Cited by 39 · see citing works
“[75] referred to this phenomenon using the term personalization paradox.”
Background
- Authors
- Chen, Q., Feng, Y., Liu, L., & Tian, X.
- Affiliations
- Harbin Institute of Technology (CN)
- Corresponding author
- Liu, Luning
- Venue
- International Journal of Information Management
- Publisher
- Elsevier BV
- Published
- 2019-02
- Volume
- 44
- Pages
- 53-64
- ISSN
- 0268-4012 (ISSN-L)
- OpenAlex
- W2893840913
- Cited by
- 117
- References
- 11
- Citations by year
- 2026: 14 · 2025: 11 · 2024: 11 · 2023: 32 · 2022: 21 · 2021: 14 · 2020: 9 · 2019: 4 · 2018: 1
- FWCI
- 15.93
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- International Journal of Information Management (publishedVersion)
- RePEc: Research Papers in Economics (submittedVersion)
- Funders
- National Natural Science Foundation of China (71429001, 71472053, 71771064, 91646105)
- Ministry of Education of the People's Republic of China (20132302110017)
- China Postdoctoral Science Foundation (2014M550198, 2015T80363)
- Topics
- Social Sciences › Sociology and Political Science › Digital Marketing and Social Media
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Market Behavior and Pricing
- Social Sciences › Business, Management and Accounting › Marketing › Marketing and Advertising Strategies
- Keywords
- rational choice theory, adverse outcomes, emotional factors, ownership, vulnerability, mediation
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