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Information asymmetry and social exchange: exploring compliance gaining online

机译：信息不对称与社会交流：探索合规性在线获取

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摘要

Proliferation of social media has increased the amount of personal information available about users online, and this information is increasingly available to anyone including advertisers and other (unknown) users. Having knowledge about others creates information asymmetries that can be used strategically in compliance gaining scenarios. In an online text-based interaction, 66 (31 male and 35 female) same-sex dyads engaged in conversation with one partner tasked in gaining his partner's compliance. When the persuading partner benefited from information asymmetry, he was more successful at getting his conversation partner to comply with requests (42% success rate vs. 9% in the control condition). Text analysis using Linguistic Inquiry and Word Count indicates that while asymmetry affected conversational topics, compliance was linked to linguistic style - not content - as well as individual differences such as sex and behavioral sensitivity. This study demonstrates how individuals might utilize publicly available information about others in conversation to achieve self-serving goals. Implications for information sharing online are discussed.
机译：社交媒体的激增增加了有关在线用户可用的个人信息的数量，并且该信息对包括广告商和其他（未知）用户的任何人都越来越可用。了解其他人会造成信息不对称，可以在获得合规性的情况下策略性地使用信息。在基于文本的在线互动中，有66位男性（31位男性和35位女性）同性双性恋与一位伴侣进行了交谈，其任务是获得伴侣的遵守。当说服对方从信息不对称中受益时，他使对话对方符合要求更加成功（成功率42％，对照条件下为9％）。使用语言询问和字数统计进行的文本分析表明，尽管不对称影响了对话主题，但依从性与语言风格（而非内容）以及诸如性别和行为敏感性等个体差异有关。这项研究表明，个人如何在对话中利用他人的公开信息来实现自我服务的目标。讨论了在线信息共享的含义。

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