TY - GEN
T1 - Actual persuasiveness
T2 - 14th International Conference on Persuasive Technology, PERSUASIVE 2019
AU - Ciocarlan, Ana
AU - Masthoff, Judith
AU - Oren, Nir
N1 - The authors would like to acknowledge and thank all the volunteers who participated in the experiment and provided helpful comments. The first author is funded by an EPSRC doctoral training grant.
PY - 2019
Y1 - 2019
N2 - Persuasive technologies use a variety of strategies and principles to encourage people to adopt and maintain beneficial behaviours and attitudes. In this paper we investigate the influence of Cialdini’s seven persuasive principles on people’s choices, actions and behaviour. In contrast to related work investigating perceived persusaion, this study analyses actual persuasion. We also investigate the impact of personality, age and gender on people’s susceptibility to different message types. Furthermore, we investigate if people’s susceptibility to different persuasive messages is consistent over time. The findings suggest that certain persuasive principles have a greater influence on a person’s actions than others, with Reciprocity and Liking being the most effective. Our results differ from work investigating perceived persuasiveness, suggesting that what people perceive to be more persuasive is not necessarily what will persuade them to perform an action. Moreover, the study showed that people’s susceptibility to different principles is dependent on their personality traits, and it remains constant with time. The findings from this study have implications for future work on personalising persuasive strategies and designing digital behaviour change interventions.
AB - Persuasive technologies use a variety of strategies and principles to encourage people to adopt and maintain beneficial behaviours and attitudes. In this paper we investigate the influence of Cialdini’s seven persuasive principles on people’s choices, actions and behaviour. In contrast to related work investigating perceived persusaion, this study analyses actual persuasion. We also investigate the impact of personality, age and gender on people’s susceptibility to different message types. Furthermore, we investigate if people’s susceptibility to different persuasive messages is consistent over time. The findings suggest that certain persuasive principles have a greater influence on a person’s actions than others, with Reciprocity and Liking being the most effective. Our results differ from work investigating perceived persuasiveness, suggesting that what people perceive to be more persuasive is not necessarily what will persuade them to perform an action. Moreover, the study showed that people’s susceptibility to different principles is dependent on their personality traits, and it remains constant with time. The findings from this study have implications for future work on personalising persuasive strategies and designing digital behaviour change interventions.
UR - http://www.scopus.com/inward/record.url?scp=85064536314&partnerID=8YFLogxK
UR - http://www.mendeley.com/research/actual-persuasiveness-impact-personality-age-gender-message-type-susceptibility
UR - https://abdn.pure.elsevier.com/en/en/researchoutput/actual-persuasiveness(171d1667-a165-4d63-aaa4-e9db60795509).html
U2 - 10.1007/978-3-030-17287-9_23
DO - 10.1007/978-3-030-17287-9_23
M3 - Published conference contribution
AN - SCOPUS:85064536314
SN - 9783030172879
SN - 9783030172862
T3 - Lecture Notes in Computer Science
SP - 283
EP - 294
BT - Persuasive Technology
A2 - Oinas-Kukkonen, Harri
A2 - Win, Khin Than
A2 - Karapanos, Evangelos
A2 - Karppinen, Pasi
A2 - Kyza, Eleni
PB - Springer-Verlag
CY - Cham
Y2 - 9 April 2019 through 11 April 2019
ER -