Overcoming Personal Barriers to Adoption When Technology Enables Information to Be Available to Others

Electronic health records constitute a significant technological advance in the way medical information is stored, communicated, and processed by the multiple parties involved in the delivery of health care. However, there is widespread concern that privacy issues may impede the diffusion of this technology. In this study, we integrate the Concern For Information Privacy (CFIP) construct with the Elaboration Likelihood Model (ELM) to examine attitude persuasion regarding the use of EHRs when concerns about privacy of information are present in patients. We draw from attitude and attitude persuasion literatures to develop our hypotheses that individuals can be persuaded to support the use of EHRs, even in the presence of significant privacy concerns, if appropriate messages about the value of EHRs are imparted to the recipient. Using a novel experimental methodology, we randomly assign two different types of respondents(high and low involvement) to two different treatments (strong and weak argument quality) and assess the impact of CFIP on the relationship between these variables and attitude change. We find that an individual's CFIP interacts with argument quality and issue involvement to affect attitudes toward the use of EHRs (three-way interaction term is significant (F(7,329)=5.63, p

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