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Cited by 868Digital Marketing and Social MediaPrivacy, Security, and Data ProtectionConsumer Market Behavior and Pricing

Unraveling the Personalization Paradox: The Effect of Information Collection and Trust-Building Strategies on Online Advertisement Effectiveness

Open access
Aguirre, Elizabeth, Mahr, Dominik, Grewal, Dhruv, de Ruyter, Ko, Wetzels, Martin·2015·Journal of Retailing
DOI 10.1016/j.jretai.2014.09.005
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Crossref · 10.1016/j.jretai.2014.09.005

Cites

74 of 74 references verified0 citation errors · 0 not checkable

Statistics

Claims the paper makes

0 of 49 cited sources checked · 0 supported · 0 flagged

  • Findingown data

    An exploratory field study on Facebook and secondary data about a personalized advertising campaign indicate sharp drops in click-through rates when customers realize their personal information has been collected without their consent.

    “an exploratory field study on Facebook and secondary data about a personalized advertising campaign indicate sharp drops in click-through rates when customers realize their personal information has been collected without their consent.”
    Quote in the paperSubstantial claim
  • Findingown data

    Employing covert data collection undermines the beneficial impact of increased relevance on advertising effectiveness.

    “we find that employing covert data collection undermines the beneficial impact of increased relevance on advertising effectiveness.”
    Quote in the paperSubstantial claim
  • Findingreasoning

    Trust-building marketing strategies that transfer trust from another website or signal trust with informational cues can offset the negative effect of covert information collection on personalized advertising effectiveness.

    “Trust-building marketing strategies that transfer trust from another website or signal trust with informational cues can offset this negative effect.”
    Quote in the paperSubstantial claim
  • Findingown data

    A firm's strategy for collecting information from social media websites is a crucial determinant of how customers react to online personalized advertising.

    “this study uses three experiments that confirm a firm's strategy for collecting information from social media websites is a crucial determinant of how customers react to online personalized advertising.”
    Quote in the paperSubstantial claim
  • Findingown data

    Immediately after the introduction of the cookie law, click-through rate (CTR) dropped significantly from baseline by 11%.

    “The results of the analysis (see Fig. 2) show that CTR significantly drops from the baseline immediately after the introduction of the cookie law (-11%);”
    Quote in the paperSubstantial claim
  • May combine two claims. 35
  • The quote only partly states this claim. 3
  • Classified as probably not a substantial claim. 33

  • May combine two claims.

    Findingreasoning

    When firms engage in overt information collection, participants exhibit greater click-through intentions in response to more personalized advertisements, in contrast with their reactions when firms collect information covertly.

    “When firms engage in overt information collection, participants exhibit greater clickthrough intentions in response to more personalized advertisements, in contrast with their reactions when firms collect information covertly.”
    Quote in the paperSubstantial claim
    • The authors state this as an assumption: Continued use of the services after information provision creates an ad hoc consent to the data collection.

  • The quote only partly states this claim.

    Findingown data

    For the dog food brand, CTR significantly increased from no personalization to moderate personalization.

    “Similar findings emerged for the dog food brand, with significant CTR increases from no to moderate personalization (CTR no personalization = .047%,CTR moderate personalization = .064%;z = -1.38,p = .084,one-tailed) but significant decreases from moderate to high personalization (CTR moderate personalization = .064%,CTR high personalization = 033%; z = 2.60, p = .009,two-tailed; see”
    Quote in the paperNot a substantial claim

  • May combine two claims.

    Findingown data

    Some personalized advertisements are effective, but others fail to induce desired behaviors, such as clicking on the advertisement.

    “Some personalized advertisements are effective, but others fail to induce desired behaviors, such as clicking on the advertisement.”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Findingown data

    After nine weeks, CTR rebounded, exceeded the initial baseline, and continued to increase thereafter.

    “after nine weeks, the CTR rebounds, exceeds the initial baseline, and then continues to increase thereafter.”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Findingown data

    In Study 1, the conditional indirect effects confirmed the mediating role of perceived vulnerability for the covert condition (z = -2.00, p = .045) but not for the overt condition (z = .66, p = .510).

    “The conditional indirect effects (Preacher, Rucker, and Hayes 2007) confirmed the mediating role of perceived vulnerability for the covert condition (z = -2.00,p = .045)but not for the overt condition (z = .66,p = .510).”
    Quote in the paperSubstantial claim0 of 1 sources checked
    • cites Preacher, Rucker, and Hayes 2007 source

  • May combine two claims.

    Findingown data

    In Study 2, the mediation analysis confirmed an indirect effect of personalization, through perceived vulnerability, when participants belonged to the covert condition and saw a personalized advertisement on Facebook (β = -.20; 95% CI -.45, -.04), but not for CNN (β = -.03; 95% CI -.18, .10).

    “We thus confirmed an indirect effect of personalization, through perceived vulnerability, when participants belonged to the covert condition and saw a personalized advertisement on Facebook (β = -.20), for which the 95% confidence interval (CI) excluded zero (-.45, -.04); the same effect did not emerge for CNN (β = -.03), and the 95% CI included zero (-.18, .10).”
    Quote in the paperSubstantial claim0 of 1 sources checked
    • cites Hayes 2013

      Couldn’t be matched to a paper in Crossref, so it can’t be checked.

  • May combine two claims.

    Findingown data

    In Study 3, the ANOVA on click-through intentions showed no significant main effects but a significant interaction effect (F(1,119) = 4.75, p = .031).

    “There were no significant main effects but a significant interaction effect (F(1,119) = 4.75, p = .031;see Fig. 7).”
    Quote in the paperSubstantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Findingown data

    The interviews revealed an affective feeling associated with information collection.

    “The interviews revealed an affective feeling associated with information collection”
    Quote in the paperNot a substantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Findingown data

    The five-item single-factor model showed good fit (χ2=2.13, df=5, p=.831; RMSEA<.01; GFI=.99; AGFI=.98; NFI=.99).

    “The model revealed a small chi-square value (χ 2 = 2.13; df = 5; p = .831),and a good fit (root mean square error of approximation < .01,goodness-offit index = .99,adjusted goodness-of-fit index = .98,normed fit index = .99).”
    Quote in the paperNot a substantial claim

  • May combine two claims.

    Findingcitation

    The composite reliability (CR) of perceived vulnerability was .941, exceeding the recommended minimum of .7.

    “and the composite reliability (CR) exceeded the recommended minimum of .7 (Fornell and Larcker 1981; CR = .941).”
    Quote in the paperSubstantial claim0 of 1 sources checked
    • cites Fornell and Larcker 1981 source

  • Classified as probably not a substantial claim.

    Findingown data

    Vulnerability went beyond an understanding of risk to include affective feelings of discomfort.

    “First, in a series of 50 qualitative interviews, we identified that vulnerability went beyond an understanding of risk to include affective feelings of discomfort”
    Quote in the paperSubstantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Findingown data

    The modification index values indicated a single-factor model with five items.

    “the modification index values indicated a single-factor model with five items (Lastovicka et al. 1999)”
    Quote in the paperNot a substantial claim0 of 1 sources checked
    • cites Lastovicka et al. 1999 source

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Findingown data

    The Cronbach's alpha was .864.

    “The Cronbach's alpha was .864.”
    Quote in the paperNot a substantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Findingreasoning

    The item reduction process led to the retention of seven items.

    “This process led to the retention of seven items.”
    Quote in the paperNot a substantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Findingcitation

    The corrected item-to-total correlations were all above .50.

    “The corrected item-to-total correlations were all above .50(Brocato, Voorhees, and Baker, 2012), as well the interitem correlations (Netemeyer, Bearden, and Sharma 2003).”
    Quote in the paperNot a substantial claim0 of 2 sources checked
    • cites Brocato, Voorhees, and Baker, 2012 source
    • cites Netemeyer, Bearden, and Sharma 2003

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Findingown data

    A prestudy with 108 students in a laboratory setting established the minimum (11.20 s) and maximum (29.05 s) time needed to examine the manipulation containing the advertisement.

    “A prestudy with 108 students in a laboratory setting established the minimum (11.20 s) and maximum (29.05 s) time needed to examine the manipulation containing the advertisement.”
    Quote in the paperNot a substantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Findingnone given

    A two-cell post-control condition resulted in no significant differences for the covert conditions pertaining to either click-through intentions or vulnerability.

    “A two-cell post-control condition resulted in no significant differences for the covert conditions pertaining to either click-through intentions or vulnerability.”
    Quote in the paperNot a substantial claim

  • May combine two claims.

    Findingown data

    Perceived vulnerability and privacy are moderately correlated (r = -.480; p = .002) and move in similar directions, as predicted by theory (lower values indicate higher privacy concerns).

    “Perceived vulnerability and privacy are not only moderately correlated (r = -.480;p = .002)but also move in similar directions, as predicted by theory (lower values indicate higher privacy concerns).”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Premisereasoning

    Personalization can be both an effective and an ineffective marketing strategy, depending on the context.

    “This phenomenon gives rise to what we refer to as the personalization paradox: Personalization can be both an effective and an ineffective marketing strategy, depending on the context.”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Study design and conductown data

    Consumer vulnerability was operationalized with a newly developed, robust, five-item measure and its impact on advertising effectiveness was validated.

    “we operationalize consumer vulnerability with a newly developed, robust, five-item measure and validate its impact on advertising effectiveness.”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Premisecitation

    Affective responses strongly influence retail shopping experiences and consumer judgments.

    “Such affective responses strongly influence retail shopping experiences (Arnold and Reynolds 2009) and consumer judgments (Avnet, Pham, and Stephen 2012).”
    Quote in the paperSubstantial claim0 of 2 sources checked
    • cites Arnold and Reynolds 2009 source
    • cites Avnet, Pham, and Stephen 2012 source

  • Classified as probably not a substantial claim. May combine two claims.

    Premisecitation

    Milne, Bahl, and Rohm (2008) suggest that consumers may experience an affective sense of vulnerability in response to covert information collection, but empirical tests of this proposition or its implications for consumer behavior are lacking.

    “Milne, Bahl, and Rohm (2008) suggest that consumers may experience an affective sense of vulnerability in response to covert information collection, but empirical tests of this proposition or its implications for consumer behavior are lacking.”
    Quote in the paperSubstantial claim0 of 1 sources checked
    • cites Milne, Bahl, and Rohm (2008) source

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Premisecitation

    Personalized advertisements appear twice as effective as similar, impersonal versions.

    “In an online advertising context, firms also benefit from greater recall, higher content evaluations, and more purchases (Tam and Ho 2006), such that personalized advertisements appear twice as effective as similar, impersonal versions (Tucker 2014).”
    Quote in the paperNot a substantial claim0 of 1 sources checked
    • cites Tucker 2014 source

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Premisecitation

    Research indicates that the feeling of vulnerability may shape privacy concerns.

    “Research also indicates that this feeling of vulnerability may shape privacy concerns, which suggests the potential relationship between these constructs (Bandyopadhyay 2009;Dinev and Hart 2004).”
    Quote in the paperNot a substantial claim0 of 2 sources checked
    • cites Bandyopadhyay 2009

      Couldn’t be matched to a paper in Crossref, so it can’t be checked.

    • cites Dinev and Hart 2004 source

  • Classified as probably not a substantial claim. May combine two claims.

    Premisecitation

    Milne, Bahl, and Rohm (2008) suggest that exposure to such cues results in negative customer reactions and thus harms the firm's reputation and future business.

    “Milne, Bahl, and Rohm (2008) suggest that exposure to such cues results in negative customer reactions and thus harms the firm's reputation and future business.”
    Quote in the paperSubstantial claim0 of 1 sources checked
    • cites Milne, Bahl, and Rohm (2008) source

  • May combine two claims.

    Premisecitation

    Tucker (2014) shows that introducing privacy controls increases the effectiveness of personalized advertisements by reducing reactance.

    “Building on this finding, Tucker (2014) shows that introducing privacy controls increases the effectiveness of personalized advertisements by reducing reactance.”
    Quote in the paperNot a substantial claim0 of 1 sources checked
    • cites Tucker (2014) source

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Premisereasoning

    In online settings, evaluating the effectiveness of a personalized strategy translates into evaluating it with measurable instruments, such as click-through rates.

    “In online settings, this last stage translates into evaluating the effectiveness of the personalized strategy with measurable instruments, such as click-through rates.”
    Quote in the paperNot a substantial claim

  • May combine two claims.

    Interpretationreasoning

    When customers recognize covert information collection through exposure to highly personalized advertisements, they likely perceive a loss of control and experience feelings of vulnerability.

    “When customers recognize covert information collection, through exposure to highly personalized advertisements, they likely perceive a loss of control and experience feelings of vulnerability.”
    Quote in the paperNot a substantial claim
    • Rests on an assumption: Vulnerability is highly undesirable, so consumers avoid objects associated with it.

  • May combine two claims.

    Interpretationnone given

    Feelings of vulnerability emerge subconsciously and may be hard to express, despite their strong impact.

    “In contrast with cognitive theory-based predictions, feelings of vulnerability emerge subconsciously and may be hard to express, despite their strong impact.”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Premisecitation

    The unobtrusiveness of covert data collection helps the firm gain unbiased data, and thus a richer customer understanding that it can use to tailor its services.

    “The unobtrusiveness of this form of data collection helps the firm gain unbiased data, and thus a richer customer understanding that it can use to tailor its services (Verhoef et al. 2010).”
    Quote in the paperNot a substantial claim0 of 1 sources checked
    • cites Verhoef et al. 2010 source

  • Classified as probably not a substantial claim.

    Premisecitation

    The Internet Advertising Bureau UK (2011) urges firms to incorporate icons to inform users about data collection and usage practices.

    “The Internet Advertising Bureau UK (2011) urges firms to incorporate icons to inform users about data collection and usage practices”
    Quote in the paperSubstantial claim0 of 1 sources checked
    • cites Internet Advertising Bureau UK (2011)

      Couldn’t be matched to a paper in Crossref, so it can’t be checked.

  • Classified as probably not a substantial claim. May combine two claims.

    Premisecitation

    Such icons could increase trust perceptions, benevolence and integrity beliefs, and behavioral intentions.

    “such icons could increase trust perceptions (Pan and Zinkhan 2006), benevolence and integrity beliefs (Schlosser, White, and Lloyd 2006), and behavioral intentions (Wang, Beatty, and Foxx 2004).”
    Quote in the paperSubstantial claim0 of 3 sources checked
    • cites Pan and Zinkhan 2006 source
    • cites Schlosser, White, and Lloyd 2006 source
    • cites Wang, Beatty, and Foxx 2004 source

  • Probably not a substantial claim: may not pass S4 (based).

    Interpretationreasoning

    Online visitors suddenly confronted evidence of the extent to which their information was being collected, similar to the effects of receiving a highly personalized advertisement.

    “Online visitors suddenly confronted evidence of the extent to which their information was being collected, similar to the effects of receiving a highly personalized advertisement.”
    Quote in the paperNot a substantial claim

  • Probably not a substantial claim: may not pass S4 (based).

    Premisenone given

    Information collection strategies largely determine the personalization process.

    “Information collection strategies largely determine the personalization process, so we investigate how such strategies affect customers' reactions to personalized advertisements.”
    Quote in the paperNot a substantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Study design and conductnone given

    The quality standards for excluding participants remained constant across all three main studies.

    “(These standards remained constant across all three of our main studies.)”
    Quote in the paperNot a substantial claim

  • Classified as probably not a substantial claim. May combine two claims. The quote only partly states this claim.

    Study design and conductcitation

    Perceived vulnerability was measured using a multi-item self-reported scale developed for this study using suggested procedures for multi-item scale development (Netemeyer, Bearden, and Sharma 2003), with five items and α = .88.

    “Perceived vulnerability was measured using a multi-item, self-reported scale, which we developed for this study (see Appendix 4) using the suggested procedures for multi-item scale development (Netemeyer, Bearden, and Sharma 2003).”
    • Also stated in: § Method · plain
      “Respondents indicated the extent to which the advertisement made them feel “exposed,” “unprotected,” “susceptible,” “unsafe,” and “vulnerable” (α = .88).”
    Quote in the paperSubstantial claim0 of 1 sources checked
    • cites Netemeyer, Bearden, and Sharma 2003

  • May combine two claims.

    Interpretationown data

    In Study 1, the more personalized advertisement in the overt condition increased click-through intentions, but in the covert condition, there were no changes.

    “Thus, the more personalized advertisement in the overt condition increased click-through intentions, but in the covert condition, we found no changes.”
    Quote in the paperSubstantial claim

  • Classified as probably not a substantial claim. May combine two claims. The quote only partly states this claim.

    Study design and conductown data

    In Study 1, 137 participants from an online panel familiar with Facebook completed the survey, and 17 were excluded for failing quality requirements, leaving 120 respondents in a 2 (less vs. more personalized advertisement) × 2 (overt vs. covert information collection) between-subjects design.

    “One hundred thirty-seven participants from an online panel who were familiar with Facebook completed the survey.”
    • Also stated in: § Method · plain
      “Thus, 120 respondents participated in a 2 (less vs. more personalized advertisement) × 2 (overt vs. covert information collection) between-subjects design.”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Interpretationown data

    As time passed and people grew accustomed to the data collection, they began to appreciate the transparency provided by the cookie information and increased their CTR.

    “However, as time passed and people grew accustomed to the data collection, they apparently began to appreciate the transparency provided by the cookie information and increased their CTR.”
    Quote in the paperSubstantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Study design and conductreasoning

    In Study 2, after screening and exclusions, 194 participants were included in the analysis.

    “Thus, 194 participants were included in the analysis.”
    Quote in the paperNot a substantial claim

  • May combine two claims.

    Interpretationown data

    In Study 1, vulnerability mediated the effects of personalization and information collection on click-through intentions, and participants in the covert condition expressed lower click-through intentions because they felt vulnerable.

    “Thus, vulnerability mediated the effects of personalization and information collection on click-through intentions, and participants in the covert condition expressed lower click-through intentions because they felt vulnerable,”
    Quote in the paperSubstantial claim

  • Classified as probably not a substantial claim.

    Study design and conductown data

    In Study 2, 251 participants from an online panel familiar with Facebook participated in a 2 (less vs. more personalized advertisement) × 2 (overt vs. covert information collection) × 2 (Facebook vs. CNN) between-subjects design.

    “Two hundred fifty-one participants from an online panel who were familiar with Facebook participated in a 2 (less vs. more personalized advertisement) × 2 (overt vs. covert information collection) × 2 (Facebook vs. CNN) between-subjects design.”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Interpretationown data

    When firms covertly collect data, consumers feel more vulnerable when they realize their information has been collected without their permission, which decreases their click-through intentions.

    “When firms covertly collect data though, consumers feel more vulnerable when they realize their information has been collected without their permission, which decreases their click-through intentions.”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Interpretationown data

    The outcomes vary depending on the credibility of the website on which advertisements appear (Study 2) and the presence of trust-building cues (Study 3).

    “We also demonstrate that the outcomes vary, depending on the credibility of the website on which advertisements appear (Study 2) and the presence of trust-building cues (Study 3).”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Interpretationcitation

    If firms take the initiative to inform customers about their data collection procedures, this negative effect disappears, likely because proactive information provision signals the firms' benevolence and reliability, increases trust, and thus minimizes the negative effects of covert data collection.

    “However, if firms take the initiative to inform customers about their data collection procedures, this negative effect disappears, likely because proactive information provision signals the firms' benevolence and reliability (Kim and Kim 2011), increases trust, and thus minimizes the negative effects of covert data collection.”
    Quote in the paperSubstantial claim0 of 1 sources checked
    • cites Kim and Kim 2011 source

  • May combine two claims.

    Interpretationreasoning

    When firms practice covert strategies, click-through intentions do not change (Studies 1-2), because respondents who were previously unaware of the information collection felt more vulnerable in the face of a highly personalized advertisement.

    “When firms practice covert strategies, click-through intentions do not change (Studies 1-2), because respondents who were previously unaware of the information collection felt more vulnerable in the face of a highly personalized advertisement.”
    Quote in the paperSubstantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing). May combine two claims.

    Study design and conductnone given

    In Study 3, 140 participants from an online panel familiar with Facebook completed the survey; 17 did not meet preset requirements, leaving 123 participants in a 2 (overt vs. covert information collection) × 2 (icon present vs. absent) between-subjects design.

    “One hundred forty participants from an online panel who were familiar with Facebook completed the survey.Seventeen respondents did not meet the preset requirements, leaving a sample of 123 participants in the 2 (overt vs. covert information collection) × 2 (icon present vs. absent) between-subjects design.”
    Quote in the paperNot a substantial claim

  • May combine two claims.

    Interpretationown data

    When firms covertly collect data and present highly personalized advertisements, customers feel vulnerable and express lower click-through intentions if the advertisements appear on an untrustworthy website but not if they show up on a trustworthy website.

    “Therefore, when firms covertly collect data and present highly personalized advertisements, customers feel vulnerable (see Fig. 6, Panel a) and express lower click-through intentions (Fig. 6, Panel b) if the advertisements appear on an untrustworthy website but not if they show up on a trustworthy website, in support of H3.”
    Quote in the paperSubstantial claim

  • May combine two claims.

    Interpretationown data

    The credibility of the website can mitigate the negative effects of covert data collection, in that the results persisted for respondents viewing an advertisement on Facebook, whereas people who viewed the advertisement on CNN-a more trustworthy website-indicated different click-through intentions.

    “We find that the credibility of the website can mitigate the negative effects of covert data collection, in that the results persisted for respondents viewing an advertisement on Facebook, whereas people who viewed the advertisement on CNN-a more trustworthy website-indicated different clickthrough intentions.”
    Quote in the paperSubstantial claim

  • Probably not a substantial claim: may not pass S4 (based). May combine two claims.

    Interpretationnone given

    Both the level of information sensitivity and how closely that information ties to each consumer's identity likely determine consumer acceptance of a personalization strategy.

    “Both elements likely determine consumer acceptance of a personalization strategy.”
    Quote in the paperNot a substantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Interpretationcitation

    The results may not generalize to other contexts, especially those in which personalization implies different levels of information sensitivity.

    “it is difficult to say whether the results generalize to other contexts, especially those in which the personalization implies different levels of information sensitivity (Mothersbaugh et al. 2012).”
    Quote in the paperNot a substantial claim0 of 1 sources checked
    • cites Mothersbaugh et al. 2012 source

  • May combine two claims.

    Interpretationown data

    The results reveal mediation, in support of the robustness of these outcomes.

    “The results reveal mediation, in support of the robustness of these outcomes.”
    Quote in the paperSubstantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Premisecitation

    Industry associations advocate icons as a best practice solution for targeted advertising.

    “The icons have been advocated by industry associations as a best practice solution (Internet Advertising Bureau UK 2011)”
    Quote in the paperNot a substantial claim0 of 1 sources checked
    • cites Internet Advertising Bureau UK 2011

      Couldn’t be matched to a paper in Crossref, so it can’t be checked.

  • May combine two claims.

    Premisecitation

    Trust has a direct correlation with recommendation intentions, loyalty, and share of wallet.

    “which has a direct correlation with recommendation intentions, loyalty, and share of wallet (IBM Institute for Business Value 2012)”
    Quote in the paperNot a substantial claim0 of 1 sources checked
    • cites IBM Institute for Business Value 2012

      Couldn’t be matched to a paper in Crossref, so it can’t be checked.

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Interpretationnone given

    Consumer decision making in the real world may differ from the hypothetical buying scenario used in the study.

    “Although the scenario resembled reality, consumer decision making in the real world may differ.”
    Quote in the paperNot a substantial claim

  • May combine two claims.

    Study design and conductown data

    The main studies demonstrate the discriminant, convergent, and nomological validity of the perceived vulnerability measure.

    “Fourth, our main studies demonstrate the discriminant, convergent, and nomological validity of the measure.”
    Quote in the paperSubstantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Study design and conductreasoning

    The limitations of this study stem largely from the experimental context used to test the predictions.

    “The limitations of this study stem largely from the experimental context we used to test our predictions.”
    Quote in the paperNot a substantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing), S4 (based).

    Interpretationnone given

    Online publishers other than Facebook could produce different results.

    “Moreover, online publishers other than Facebook could produce different results.”
    Quote in the paperNot a substantial claim

  • Classified as probably not a substantial claim.

    Premisereasoning

    Instruments available to measure vulnerability did not apply readily to our study.

    “From a thorough review of literature, we concluded that instruments available to measure vulnerability did not apply readily to our study.”
    Quote in the paperSubstantial claim

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Study design and conductcitation

    The vulnerability scale was developed following a four-step scale development approach (Netemeyer, Bearden, and Sharma 2003).

    “Therefore, we followed established procedures and adopted a four-step scale development approach (Netemeyer, Bearden, and Sharma 2003): construct definition and content domain, generating and judging measurement items, designing and conducting studies to develop and refine the scale, and finalizing the scale.”
    Quote in the paperNot a substantial claim0 of 1 sources checked
    • cites Netemeyer, Bearden, and Sharma 2003

  • Probably not a substantial claim: may not pass S3 (load-bearing).

    Premisecitation

    College students are an acceptable population for item reduction efforts.

    “for item reduction efforts, college students are an acceptable population (Netemeyer, Bearden, and Sharma 2003)”
    Quote in the paperNot a substantial claim0 of 1 sources checked
    • cites Netemeyer, Bearden, and Sharma 2003

  • May combine two claims.

    Study design and conductown data

    The relationship between perceived vulnerability and privacy, as well as those between perceived vulnerability and the constructs in Studies 1 and 2, provide support for the measure of perceived vulnerability.

    “This relationship, as well as those between perceived vulnerability and the constructs in Studies 1 and 2, provide support for our measure of perceived vulnerability.”
    Quote in the paperSubstantial claim
62 of 62

  • The authors state this as an assumption.

    Continued use of the services after information provision creates an ad hoc consent to the data collection.

    “The underlying assumption is that continued use of the services, after this information provision, creates an ad hoc consent to the data collection.”

  • The paper relies on this without support.

    Reactions to the enforcement of the cookie law mimic reactions to the recognition of covert information collection.

    “Therefore, reactions to the enforcement of the cookie law might mimic the reactions to the recognition of covert information collection.”

  • The paper relies on this without support.

    Vulnerability is highly undesirable, so consumers avoid objects associated with it.

    “Vulnerability is highly undesirable, so consumers avoid objects associated with it.”

  • The paper relies on this without support.

    The effects of personalized advertisements in the lab studies are similar to those prompted by the Dutch cookie law.

    “To specify the mechanism that drives this phenomenon, we embarked on a series of studies to test the effect when customers consider personalized advertisements, which may create responses similar to those prompted by the Dutch cookie law.”

  • The paper relies on this without support.

    Retailers prefer to reach the vast Facebook market.

    “But Facebook attracts approximately 66% of the U.S. population (Nielson 2013), and retailers prefer to reach this vast market, so other strategies are needed to offset the vulnerability effect.”

  • The paper relies on this without support.

    Firms consider the U.K. Internet Advertising Bureau icon an effective means to prevent government regulations.

    “Firms appear to consider this icon an effective means to prevent government regulations, yet to the best of our knowledge, no research has tested its effectiveness empirically.”

  • The paper relies on this without support.

    Consumers are increasingly aware that firms collect their information, online and offline.

    “Increased media attention and the spread of personalization practices mean that consumers are increasingly aware that firms collect their information, online and offline.”

  • The paper relies on this without support.

    When consumers receive personalized advertising, they likely express more skepticism toward the retailer, especially if it cites information they did not explicitly consent to provide.

    “When they receive personalized advertising, these consumers likely express more skepticism toward the retailer, especially if it cites information they did not explicitly consent to provide.”

  • The paper relies on this without support.

    Consumers believe that they own their personal information.

    “Consumers believe that they own such personal information”

  • The paper relies on this without support.

    It is difficult to implement proactive communications in all circumstances and across the various complex relationships on the Web.

    “it is difficult to implement proactive communications in all circumstances and across the various complex relationships on the Web”

  • The paper relies on this without support.

    Icons are not universally implemented yet.

    “but not universally implemented yet”
11 of 11

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

  • Perceived vulnerability is a positive predictor of privacy protective behaviors.

    “Perceived vulnerability is a positive predictor of privacy protective behaviors (Aguirre et al., 2015;Ham, 2017;Mousavi et al., 2020).”

    From The validation of the Perceived Surveillance Scale (2022) · cites this paper as Aguirre et al., 2015

    The Perceived vulnerability results section reports that greater vulnerability was associated with lower intentions to click a personalized advertisement. Appendix D also reports an association between vulnerability and privacy concerns. Neither passage establishes that vulnerability positively predicts privacy-protective behaviors; the measured outcome was click-through intention, not a privacy-protection behavior. Page numbers are not available in our copy. (LLM, conf=0.82)

    Experimental — accuracy not yet measured

  • Higher degrees of personalization in advertising increase perceived severity among individuals.

    “Higher degrees of personalization in advertising have been shown to increase perceived severity among individuals (Aguirre et al., 2015).”

    From The validation of the Perceived Surveillance Scale (2022) · cites this paper as Aguirre et al., 2015

    The H2 passage predicts that more personalized advertisements increase feelings of vulnerability when information is collected covertly, but not overtly. The Method section measures vulnerability as feeling exposed, unprotected, susceptible, unsafe, or vulnerable—not perceived severity. The claim substitutes a different outcome and omits the information-collection condition. (LLM, conf=0.82)

    Experimental — accuracy not yet measured

  • Personalized ads can positively influence attention, attitudes, purchases, and click-through rates.

    “academic research shows that personalized ads can positively influence attention, attitudes, purchases, and click-through rates (e.g., Aguirre, Mahr, Grewal, Ruyter, & Wetzels, 2015;Bang and Wojdynski 2016;Bartsch and Kloβ 2019;Lambrecht and Tucker 2013;Matz, Kosinski, Nave, & Stillwell, 2017).”

    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 Aguirre, Mahr, Grewal, Ruyter, & Wetzels, 2015

    The Results report higher click-through rates with moderate personalization, and the Personalization section reports prior findings of greater recall, higher content evaluations, and more purchases. The copy does not establish a positive effect on attention or attitudes as such, and its own click-through findings depend on the degree of personalization and how data were collected. (LLM, conf=0.86)

    Experimental — accuracy not yet measured

  • Adding personal information (e.g., name, age, transaction information, and/or location) to a targeted ad based on browsing history makes it more intrusive and makes people feel more vulnerable.

    “Furthermore, research has shown that adding personal information (e.g., name, age, transaction information, and/or location) to a targeted ad (based on browsing history) makes it more intrusive (Van Doorn and Hoekstra 2013) and make people feel more vulnerable (Aguirre et al., 2015).”

    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 Aguirre et al., 2015

    Study 1’s Perceived vulnerability results report that more personalized ads increased vulnerability when information collection was covert, but not when it was overt. Aguirre et al. thus support the vulnerability part attributed to them, not an unconditional effect of adding the listed personal details to an ad based on browsing history. The sentence cites a different source for intrusiveness. (LLM, conf=0.84)

    Experimental — accuracy not yet measured

  • The mere collection of one's personal data, followed by feelings of vulnerability and unfairness, may not weigh up to the perceived benefits of personalized ads.

    “As described in the 'personalization paradox' (Aguirre et al., 2015;Awad and Krishnan 2006), the mere collection of one's personal data, followed by feelings of vulnerability and unfairness, may not weigh up to the perceived benefits of personalized ads, such as economic discounts, receiving more personally relevant offers, and optimizing the shopping experience.”

    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 Aguirre et al., 2015

    The Discussion (page not supplied) reports that realizing data were collected without permission increased vulnerability and reduced click-through intentions, while overt collection had a different effect. The Personalization section describes benefits such as better preference matches and convenience, but the paper does not establish that mere data collection produces feelings of unfairness or identify economic discounts as a benefit in this account. (LLM, conf=0.85)

    Experimental — accuracy not yet measured

Statistics recomputed

Every reported test result, recomputed from its test statistic and degrees of freedom. A result shows as not adding up only once an independent check has confirmed it.

  • Not confirmedF(1, 116) = 0.01reported p = .946 · recomputed p = .921

    “F(1,116) = .01,p = .946”

  • Consistentz = 3.15reported p = .002 · recomputed p = .002

    “;z = 3.15, p = .002”

  • Consistentz = -1.38reported p = .084 · recomputed p = .168

    “;z = -1.38,p = .084”

    The paper states a one-tailed test

  • Consistentz = 2.6reported p = .009 · recomputed p = .009

    “z = 2.60, p = .009”

  • Consistentt(118) = -2.53reported p = .013 · recomputed p = .013

    “t(118) = -2.53,p = .013”

  • Consistentt(118) = -4.01reported p < .001 · recomputed p < .001

    “t(118) = -4.01,p < .001”

  • Consistentt(118) = -6.85reported p < .001 · recomputed p < .001

    “t(118) = -6.85,p < .001”

  • ConsistentF(1, 116) = 7.79reported p = .006 · recomputed p = .006

    “F(1,116) = 7.79, p = .006”

  • ConsistentF(1, 116) = 1.87reported p = .174 · recomputed p = .174

    “F(1,116) = 1.87, p = .174”

  • ConsistentF(1, 116) = 4.64reported p = .033 · recomputed p = .033

    “F(1,116) = 4.64, p = .033”

  • ConsistentF(1, 116) = 0.22reported p = .641 · recomputed p = .640

    “F(1,116) = .22,p = .641”

  • ConsistentF(1, 116) = 11.44reported p = .001 · recomputed p < .001

    “F(1,116) = 11.44,p = .001”

  • ConsistentF(1, 116) = 1.92reported p = .168 · recomputed p = .169

    “F(1,116) = 1.92, p = .168”

  • ConsistentF(1, 116) = 5.88reported p = .017 · recomputed p = .017

    “F(1,116) = 5.88, p = .017”

  • ConsistentF(1, 116) = 7.8reported p = .006 · recomputed p = .006

    “F(1,116) = 7.80, p = .006”

  • ConsistentF(1, 116) = 0.5reported p = .479 · recomputed p = .481

    “F(1,116) = .50,p = .479”

  • Consistentt(116) = 2.15reported p = .033 · recomputed p = .034

    “t(116) = 2.15, p = .033”

  • Consistentt(116) = -2.42reported p = .017 · recomputed p = .017

    “t(116) = -2.42,p = .017”

  • Consistentt(114) = -2.82reported p = .006 · recomputed p = .006

    “t(114) = -2.82,p = .006”

  • Consistentt(114) = 1.45reported p = .15 · recomputed p = .150

    “t(114) = 1.45, p = .150”

  • Consistentz = -2reported p = .045 · recomputed p = .046

    “(z = -2.00,p = .045”

  • Consistentz = 0.66reported p = .51 · recomputed p = .509

    “(z = .66,p = .510”

  • Consistentt(192) = -10.07reported p < .001 · recomputed p < .001

    “t(192) = -10.07,p < .001”

  • Consistentt(192) = -7.59reported p < .001 · recomputed p < .001

    “t(192) = -7.59,p < .001”

  • Consistentt(192) = -6.96reported p < .001 · recomputed p < .001

    “t(192) = -6.96,p < .001”

  • Consistentt(193) = -3.96reported p < .001 · recomputed p < .001

    “t(193) = -3.96,p < .001”

  • ConsistentF(1, 186) = 31.95reported p < .001 · recomputed p < .001

    “F(1,186) = 31.95,p < .001”

  • ConsistentF(1, 186) = 1.01reported p = .315 · recomputed p = .316

    “F(1,186) = 1.01, p = .315”

  • ConsistentF(1, 186) = 1.69reported p = .196 · recomputed p = .195

    “F(1,186) = 1.69, p = .196”

  • ConsistentF(1, 186) = 3.29reported p = .071 · recomputed p = .071

    “F(1,186) = 3.29, p = .071”

  • ConsistentF(1, 186) = 0.32reported p = .572 · recomputed p = .572

    “F(1,186) = .32,p = .572”

  • ConsistentF(1, 186) = 0.04reported p = .835 · recomputed p = .842

    “F(1,186) = .04,p = .835”

  • ConsistentF(1, 186) = 1.18reported p = .278 · recomputed p = .279

    “F(1,186) = 1.18, p = .278”

  • ConsistentF(1, 92) = 4.25reported p = .042 · recomputed p = .042

    “F(1,92) = 4.25, p = .042”

  • ConsistentF(1, 92) = 1.13reported p = .29 · recomputed p = .291

    “F(1,92) = 1.13, p = .290”

  • ConsistentF(1, 92) = 17.16reported p < .001 · recomputed p < .001

    “F(1,92) = 17.16, p < .001”

  • ConsistentF(1, 94) = 0.263reported p = .609 · recomputed p = .609

    “F(1,94) = .263,p = .609”

  • ConsistentF(1, 94) = 8.55reported p = .004 · recomputed p = .004

    “F(1,94) = 8.55, p = .004”

  • ConsistentF(1, 94) = 10.64reported p = .002 · recomputed p = .002

    “F(1,94) = 10.64,p = .002”

  • ConsistentF(1, 94) = 0.56reported p = .455 · recomputed p = .456

    “F(1,94) = .56,p = .455”

  • Consistentt(119) = -5.13reported p < .001 · recomputed p < .001

    “t(119) = -5.13,p < .001”

  • Consistentt(119) = -4.66reported p < .001 · recomputed p < .001

    “t(119) = -4.66,p < .001”

  • Consistentt(119) = -5.69reported p < .001 · recomputed p < .001

    “t(119) = -5.69,p < .001”

  • ConsistentF(1, 119) = 4.75reported p = .031 · recomputed p = .031

    “F(1,119) = 4.75, p = .031”

  • ConsistentF(1, 119) = 5.48reported p = .021 · recomputed p = .021

    “F(1,119) = 5.48, p = .021”

  • ConsistentF(1, 119) = 0.58reported p = .448 · recomputed p = .448

    “F(1,119) = .58,p = .448”

  • ConsistentF(1, 119) = 3.08reported p = .082 · recomputed p = .082

    “F(1,119) = 3.08, p = .082”

  • ConsistentF(1, 119) = 1.73reported p = .19 · recomputed p = .191

    “F(1,119) = 1.73, p = .190”

48 of 48

Self-check

Percentages, sums and reported differences re-computed from the paper’s own numbers.

Self-check results appear here once an independent check has confirmed them.

Cites

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Cited by

Sorted by citations

Related

Authors
Aguirre, E., Mahr, D., Grewal, D., de Ruyter, K., & Wetzels, M.
Affiliations
  • Maastricht University (NL)
  • Babson College (US)
Corresponding author
Aguirre, Elizabeth
ORCID
Venue
Journal of Retailing
Publisher
Elsevier BV
Published
2015-03
Volume
91
Issue
1
Pages
34-49
ISSN
0022-4359 (ISSN-L)
DOI
10.1016/j.jretai.2014.09.005
OpenAlex
W2097118035
Cited by
868
References
73
Citations by year
2026: 179 · 2025: 134 · 2024: 83 · 2023: 100 · 2022: 78 · 2021: 91 · 2020: 69 · 2019: 48 · 2018: 45 · 2017: 18 · 2016: 16 · 2015: 7
FWCI
44.38
Type
journal article
Language
en
Open access
Licence
www.elsevier.com/tdm/userlicense/1.0/ (tdm)
Locations
  • Journal of Retailing (publishedVersion)
  • Research Publications (Maastricht University) (publishedVersion, other-oa)
  • City Research Online (City University London) (acceptedVersion)
  • RePEc: Research Papers in Economics (submittedVersion)
  • Research Portal (King's College London) (submittedVersion)
  • Research Publications (Maastricht University) (submittedVersion, other-oa)
Topics
  • Social Sciences › Sociology and Political Science › Digital Marketing and Social Media
  • Social Sciences › Sociology and Political Science › Privacy, Security, and Data Protection
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Market Behavior and Pricing
Keywords
personalized advertising, information gathering, consumer trust, consumer vulnerability, click-through rate, online advertising effectiveness, social media data collection, Facebook, consumer privacy

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Claims read by deepseek-v4.1-flash under definition version 3 (extract-v3) on 2026-10-11.

Classified by jev-1.13-20260917 (gold-guideline-v0.2) on 2026-10-11.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

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