Individuals are increasingly reluctant to disclose personal data and sometimes even intentionally fabricate information to avoid the risk of having it compromised. In such situations, , organizations face an acute dilemma: they must obtain accurate job applicant information in order to make good hiring decisions, but potential employees may be reluctant to provide accurate information because they fear it could be used for other purposes. Building on theoretical foundations from social cognition and persuasion theory, we propose that, depending on levels of privacy concerns, organizations could use appropriate strategies to persuade job applicants to provide accurate information. We conducted a laboratory experiment to examine the effects of two different persuasion strategies on prospective employees’ willingness to disclose information, measured as their intentions to disclose or falsify information. Our results show support for our suggestion. As part of this study, we propose the term information sensitivity to identify the types of personal information that potential employees are most reluctant to disclose.

There exists a large and growing population of noncomputer professionals utilizing wordprocessing software on personal computers. Noncomputer professional users of word processing technology are sometimes referred to as intermittent users. The purpose of this research was to understand the word processing characteristics and needs of this important group of users. We developed a model that describes their word processing performance and carried out two controlled experiments. We found that intermittent users behave like experts when executing a very small set of routine tasks but tend to be quite novice-like in most other tasks. Their editing behavior can be described as nonoptimal and relatively stable. Help systems and interface design are important factors of word processing technology that improve the performance of intermittent users. Our study indicates that intermittent users prefer and perform better with a menu-driven interface. In addition, we found that even a rudimentary help system can be a great aid to the intermittent user. © 1991 John Wiley & Sons, Inc.