The drive to disclose

Abstract

Disclosure is a pervasive behavior critical to the human experience, and has been the focus of both empirical research and theorizing by social and consumer psychologists. This work has typically characterized disclosure as a deliberate and strategic act, the product of a careful weighing of costs and benefits. In this paper, we argue that, although some disclosure can be deliberate and "rational," much of it exhibits drive-like qualities. We review evidence to suggest that, much like other drive states (e.g., hunger), the desire to disclose can be visceral, driven by emotions and physical arousal, and satiated through the act of disclosing. And just as more basic drives evolved to motivate adaptive action but can engender maladaptive behavior (e.g., over-eating), disclosures can likewise be impulsive and ultimately regrettable.We propose a dual-process model that encompasses both viscerally driven and deliberate disclosures and that makes sense of the conflicts that often arise between the two.

Self-disclosure of body image, eating, and emotional concerns by female collegiate athletes: Associations with body image pressure, social media, and emotional distress.

“…Emotional self-disclosure is necessary for healthy functioning (Carbone & Loewenstein, 2023), positively associated with well-being and adjustment (Kahn et al, 2012), and, through its impact on self-esteem and self-compassion, predicts higher levels of resilience (Harvey & Boynton, 2021). Among college students, a lower level of self-disclosure of emotional experiences is associated with depression (Kahn & Garrison, 2009; Wei et al, 2005).…”

Listen to this: Why consumer behavior researchers should care about listening

“…Therefore, the desire to be listened to may be a common underlying factor in the various forms of word of mouth between consumers and in consumer‐initiated conversations with companies. Some have characterized consumer disclosure as akin to a physiological drive state—it can be a visceral state, driven by emotions and physical arousal, that is only satiated through disclosure (Carbone & Loewenstein, 2023). We suggest that this drive is best satisfied by a good listener.…”