Abstract
Persuasive technologies are growing in popularity and many designers create systems which intentionally change users attitudes or behaviors. This study shows that peoples individual differences in susceptibility to persuasion, as implemented using the six persuasion principles proposed by Cialdini 2, relates to their compliance to a persuasive request which is accompanied by a persuasive cue. This result is a starting point for designers to start incorporating individual differences in susceptibility to persuasive cues in their adaptive persuasive systems.
Keywords
References
Cacioppo, J.T., Petty, R.E.: The need for Cognition. Journal of Personality and Social Psychology (1982)
Cialdini, R.: Influence, Science and Practice. Allyn and Bacon (2001)
Cialdini, R.: The science of persuasion. Scientific American Mind (2004)
Fogg, B.J.: Persuasive technologies: Introduction. Communications of the ACM archive 42(5) (1999)
Fogg, B.J.: Persuasive Technology: Using Computers to Change what We Think and Do. Morgan Kaufmann, San Francisco (2002)
Ijsselsteijn, W., de Kort, Y., Midden, C., Eggen, B., van den Hoven, E.: Persuasive Technology for Human Well-Being: Setting the Scene. In: IJsselsteijn, W.A., de Kort, Y.A.W., Midden, C., Eggen, B., van den Hoven, E. (eds.) PERSUASIVE 2006. LNCS, vol. 3962, pp. 1–5. Springer, Heidelberg (2006)
Petty, R.E., Cacioppo, J.T.: Attitudes and persuasion: Classic and contemporary approaches. Dubuque (1981)
Petty, R.E., Wegener, D.T.: The Elaboration Likelihood Model: Current Status and Controversies. In: Dual-process Theories in Social Psychology (1999)
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2009 IFIP International Federation for Information Processing
About this paper
Cite this paper
Kaptein, M., Markopoulos, P., de Ruyter, B., Aarts, E. (2009). Can You Be Persuaded? Individual Differences in Susceptibility to Persuasion. In: Gross, T., et al. Human-Computer Interaction – INTERACT 2009. INTERACT 2009. Lecture Notes in Computer Science, vol 5726. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-03655-2_13
Download citation
DOI: https://doi.org/10.1007/978-3-642-03655-2_13
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-642-03654-5
Online ISBN: 978-3-642-03655-2
eBook Packages: Computer ScienceComputer Science (R0)