Social penetration theory

Social penetration theory is states that as relationships develop individuals begin to reveal more about themselves. Every encounter between a buyer and seller will allow each party to discover more about the other and make judgements about assigning suitable levels of relationship confidence.

Definitions

According to the Marketing Communications by Fill (5th edition),

Social penetration theory. States that as relationships develop individuals begin to reveal more about themselves. Every encounter between a buyer and seller will allow each party to discover more about the other and make judgements about assigning suitable levels of relationship confidence.