Advertisement

Wireless Personal Communications

, Volume 81, Issue 4, pp 1511–1529 | Cite as

The Opportunities and Challenges of Persuasive Technology in Creating Sustainable Innovation and Business Model Innovation

  • Annabeth Aagaard
  • Peter LindgrenEmail author
Article

Abstract

The opportunities of persuasive technology in facilitating sustainable innovation and business model innovation have been witnessed continuously during the last decade. The unique ability of persuasive technology in interacting and mediating across users, customers, decisions makers and other stakeholders provides access to core knowledge about behavior and opportunities to influence and even change their behavior in a positive and more sustainable manner. Sustainable innovation and business model innovation is gaining more and more competitive leverage due to customer requirements, the growing strength of NGO’s and the increasing sustainable agenda of global businesses. However, getting knowledge of the stakeholders and their behavior as well as the potentials in actively supporting more sustainable behaviors provides totally new and unique opportunities for radical and customer-focused sustainable innovation and business model innovation, which is explored through a theoretical review and case examples in the present study. The findings reveal a number of key opportunities to pursue and a number of critical challenges to adjust to as presented in propositions.

Keywords

Persuasive technology Sustainable innovation Business model innovation 

References

  1. 1.
    Aagaard, A. (2012). CSR med succes: fra teori til praksis (In English: CSR with success—from theory to practice). Copenhagen Gyldendal Business.Google Scholar
  2. 2.
    Abernathy, W. J., & Clark, K. B. (1985). Innovation: Mapping the winds of creative destruction. Research Policy, 14, 3–22.CrossRefGoogle Scholar
  3. 3.
    Austin, J. E., & Seitanidi, M. (2011). Social Enterprise Series No. 32: Value creation in business—nonprofit collaborations. Working paper 12–019. Harvard Business Review, September 26th, 2011, p. 1–94.Google Scholar
  4. 4.
    Bailenson, J. N., Beall, A. C., Loomis, J., Blascovich, J., & Turk, M. (2004). Transformed social interaction: Decoupling representation from behavior and form in collaborative virtual environments. Presence: Teleoperators and Virtual Environments, 13(4), 428–441.CrossRefGoogle Scholar
  5. 5.
    Banerjee, S. B. (2001). Managerial perceptions of corporate environmentalism: interpretations from industry and strategic implications for organizations. Journal of Management Studies, 38(4), 489–513.CrossRefGoogle Scholar
  6. 6.
    Banerjee, S. B., Iyer, E. S., & Kashyap, R. K. (2003). Corporate environmentalism: antecedents and influence of industry type. Journal of Marketing, 67(2), 106–122.CrossRefGoogle Scholar
  7. 7.
    Bansal, P. (2003). From issues to actions: the importance of individual concerns and organizational values in responding to natural environmental issues. Organization Science, 14(5), 510–527.CrossRefGoogle Scholar
  8. 8.
    Belz, F. M., & Peattie, K. (2012). Sustainability marketing: A global perspective. Chichester: Wiley.Google Scholar
  9. 9.
    Berdichevsky, D., & Neunschwander, E. (1999). Toward an ethics of persuasive technology. Communications of the ACM, 42(5), 51–58.CrossRefGoogle Scholar
  10. 10.
    Bogost, I. (2007). Persuasive games: The expressive power of videogames. Cambridge: MIT Press.Google Scholar
  11. 11.
    Boons, F., & Lüdeke-Freund, F. (2013). Business models for sustainable innovation: State-of-the-art and steps towards a research agenda. Journal of Cleaner Production, 45, 9–19.CrossRefGoogle Scholar
  12. 12.
    Brundtland, G. H. (1987). Report of the World Commission on environment and development: “Our common future”. United Nations.Google Scholar
  13. 13.
    Brynjarsdottir, H., Håkansson, M., Pierce, J., Baumer, E., DiSalvo, C., & Sengers, P. (2012). Sustainably unpersuaded: How persuasion narrows our vision of sustainability. In Proceedings of the 2012 ACM annual conference on human factors in computing systems (pp. 947–956). ACM.Google Scholar
  14. 14.
    Chak, A. (2003). Guiding Users with Persuasive Design: An Interview with Andrew Chak, by Christine Perfetti. User Interface Engineering. Originally published March 1st, 2003. http://www.uie.com/articles/chak_interview/.
  15. 15.
    Chatterjee, S., & Price, A. (2009). Healthy living with persuasive technologies: Framework, issues, and challenges. Journal of the American Medical Informatics Association, 16(2), 171–179.CrossRefGoogle Scholar
  16. 16.
    Cramer, J., van der Heijden, A., & Jonker, J. (2006). Corporate social responsibility: Making sense through thinking and acting. Business Ethics: A European Review, 15(4), 380–389.CrossRefGoogle Scholar
  17. 17.
    Cugelman, B., Thelwall, M., & Dawes, P. (2011). Online interventions for social marketing health behavior change campaigns: A meta-analysis of psychological architectures and adherence factors. Journal of Medical Internet Research, 13(1), e17.CrossRefGoogle Scholar
  18. 18.
    Dillard, J., & Pfau, M. (2002). The persuasion handbook: Development in theory and practice. Thousand Oaks, CA: Sage Publications.Google Scholar
  19. 19.
    DiMicco, J. M., Pandolfo, A., & Bender, W. (2004). Influencing group participation with a shared display: Proceedings of CSCW 2004 (pp. 614–623). Chicago, Illinois, USA: ACM. doi: 10.1145/1031607.1031713.
  20. 20.
    Dominic, D., Hounkponou, F., Doh, R., Ansong, E., & Brighter, A. (2013). Promoting physical activity through persuasive technology. International Journal of Inventive Engineering and Sciences (IJIES), 2(1), 16–22.Google Scholar
  21. 21.
    Elton, C. (2007). ’Laura’ makes digital health coaching personal. Boston: The Boston Globe.Google Scholar
  22. 22.
    Fogg, B. J., & Nass, C. (1997). Silicon sycophants: the effects of computers that flatter. International Journal of Human-Computer Studies, 46(5), 551–561.CrossRefGoogle Scholar
  23. 23.
    Fogg, B. J., & Nass, C. (1997b). How users reciprocate to computers: an experiment that demonstrates behavior change: Proceedings of CHI 1997, (pp. 331–332). ACM Press.Google Scholar
  24. 24.
    Fogg, B. J. (1998). Persuasive computers: perspectives and research directions: Proceedings of CHI 1998, (pp. 225–232) ACM Press.Google Scholar
  25. 25.
    Fogg, B. J. (2002). Persuasive technology: Using computers to change what we think and do. San Francisco, CA: Morgan Kaufmann Publishers.CrossRefGoogle Scholar
  26. 26.
    Fogg, B. J. (2003). Persuasive technology: Using computers to change what we think and do. San Francisco, CA: Morgan Kaufmann Publishers.Google Scholar
  27. 27.
    Gabrielli, S., et al. (2014) Design challenges in motivating change for sustainable urban mobility. Computers in Human Behavior, 41, 416–423.Google Scholar
  28. 28.
    Gallego-Alvarez, I., Prado-Lorenzo, J. M., & García-Sanchez, I. (2011). Corporate social responsibility and innovation: A resource-based theory. Management Decision, 49(19), 1709–1727.CrossRefGoogle Scholar
  29. 29.
    Hart, S. L. (1995). A natural-resource-based view of the firm. Academy of Management Review, 20(4), 986–1014.Google Scholar
  30. 30.
    Holmes, S., & Moir, L. (2007). Developing a conceptual framework to identify corporate innovations through engagement with non-profit stakeholders. Corporate Governance, 7(4), 414–422.CrossRefGoogle Scholar
  31. 31.
    Jamali, D., Yianni, M., & Abdallah, H. (2011). Strategic partnerships, social capital and innovation: accounting for social alliance innovation. Business Ethics: A European Review, 20(4), 375–391.CrossRefGoogle Scholar
  32. 32.
    Jupp, R. (2002). Getting down to business—an agenda for corporate social innovation. UK: Demos.Google Scholar
  33. 33.
    Kanter, R. M. (1999). From spare change to real change: The social sector as beta site for business. Harvard Business Review. http://hbswk.hbs.edu/item/2974.html.
  34. 34.
    Kaptein, M., & Eckles, D. (2010). Selecting effective means to any end: Futures and ethics of persuasion profiling. Persuasive technology (pp. 82–93). Berlin: Springer.CrossRefGoogle Scholar
  35. 35.
    Khalil, A., & Abdallah, S. (2013). Harnessing social dynamics through persuasive technology to promote healthier lifestyle. Computers in Human Behavior, 29(2013), 2674–2681.CrossRefGoogle Scholar
  36. 36.
    Kilcullen, D. (2013). Out of the mountains: The coming age of the urban guerrilla. Oxford: Oxford University Press.Google Scholar
  37. 37.
    Kourula, A., & Halme, M. (2008). Types of corporate responsibility and engagement with NGOs: An exploration of business and societal outcomes. Corporate Governance, 8(4), 557–570.CrossRefGoogle Scholar
  38. 38.
    Kvale, S., & Brinkmann, S. (2009). Interviews: Learning the craft of qualitative research interviewing. Thousand Oaks, CA: Sage.Google Scholar
  39. 39.
    Licklider, J. C. R., & Taylor, R. W. (1968). The computer as a communication device. Science and Technology, 76(2), 1.Google Scholar
  40. 40.
    Lindgren, P. & Rasmussen, O. H. (2013). The business model cube. Journal of Multi Business Model Innovation and Technology, 135–182.Google Scholar
  41. 41.
    Lockton, D., Harrison, D., & Stanton, N. A. (2010). The design with intent method: A design tool for influencing user behaviour. Applied Ergonomics, 41(3), 382–392. doi: 10.1016/j.apergo.2009.09.001.CrossRefGoogle Scholar
  42. 42.
    Menon, A., & Menon, A. (1997). Enviropreneurial marketing strategy: The emergence of corporate environmentalism as market strategy. Journal of Marketing, 61(1), 51–67.CrossRefMathSciNetGoogle Scholar
  43. 43.
    Moon, Y. (2000). Intimate exchanges: Using computers to elicit self-disclosure from consumers. The Journal of Consumer Research, 26(4), 323–339.CrossRefGoogle Scholar
  44. 44.
    Oinas-Kukkonen Harri & Harjumaa Marja. 2008. A systematic framework for designing and evaluating persuasive systems: Proceedings of Persuasive Technology: Third International Conference, (pp. 164–176).Google Scholar
  45. 45.
    Oinas-Kukkonen, H., Hasle, P., Harjumaa, M., Segerståhl, K., Øhrstrøm, P. (Eds.). (2008): Proceedings of Persuasive Technology: Third International Conference. Oulu, Finland, June 4–6, 2008. Lecture Notes in Computer Science. Springer.Google Scholar
  46. 46.
    Porter, M. E., & Van der Linde, C. (1995). Green and competitive—ending the stalemate. Harvard Business Review, 73(5), 120–134.Google Scholar
  47. 47.
    Rawls, J. A. (1989). Theory of justice. Cambridge, Mass: Harvard University Press.Google Scholar
  48. 48.
    Reeves, B., & Nass, C. (1996). The media equation: How people treat computers, television, and new media like real people and places. Cambridge: Cambridge University Press.Google Scholar
  49. 49.
    Sarkis, J. (Ed.). (2010). Facilitating sustainable innovation through collaboration. Berlin: Springer.Google Scholar
  50. 50.
    Sharma, S. (2000). Managerial interpretations and organizational context as predictors of corporate choice of environmental strategy. Academy of Management Journal, 43(4), 681–697.CrossRefGoogle Scholar
  51. 51.
    Tidd, J., & Bessant, J. (2009). Managing innovation—integrating technological. Wiley: Market and Organizational Change.Google Scholar
  52. 52.
    Turkle, S. (1984). The second self: Computers and the human spirit. New York, NY: Simon and Schuster, Inc.Google Scholar
  53. 53.
    Vandelanotte, C., Spathonis, K. M., Eakin, E. G., & Owen, N. (2007). Website-delivered physical activity interventions: A review of the literature. American Journal of Preventive Medicine, 33(1), 54–64.CrossRefGoogle Scholar
  54. 54.
    Warhurst, A. (2005). Future roles of business in society: the expanding boundaries of corporate responsibility and a compelling case for partnership. Futures, 37(2), 151–168.CrossRefGoogle Scholar
  55. 55.
    Winograd, T. (1986). A language/action perspective on the design of cooperative work, Proceedings of the 1986 ACM conference on Computer-supported cooperative work, (pp. 203–220).Google Scholar
  56. 56.
    Zapico, J. L., Turpeinen, M., & Brandt, N. (2009). Climate persuasive services: Changing behavior towards low-carbon lifestyles, Proceedings of the 4th ACM international conference on persuasive technology (p. 8). (Article 14).Google Scholar

External links

  1. 57.
    Stanford persuasive technology lab.Google Scholar
  2. 58.
    The 6th International Conference on Persuasive Technology—Columbus, OH, USA—June 2–5th, 2011.Google Scholar
  3. 59.
    Global Wireless Summit 2014. Ten Year Anniversary—Center for TeleInFrastructure (CTIF). Aalborg, Denmark, April 15–17th, 2014.Google Scholar

Copyright information

© Springer Science+Business Media New York 2015

Authors and Affiliations

  1. 1.University of Southern DenmarkSlagelseDenmark
  2. 2.Aarhus University, Herning AUAarhusDenmark

Personalised recommendations