Our approach builds on both the design traditions of participatory design and embodiment. We attempt to connect these traditions to the existing body of knowledge on persuasion. First we describe some basic theoretical concepts and infer how they influence persuasive design. Then we present a basic framework with which we intend to address the different abstraction layers involved. Finally, we discuss the principal differences and meeting areas between the disciplines of design and communication, ending up with some considerations for a persuasion toolbox that is intended to help communication professionals and designers effectively design behavior change interventions that fit the messy lives of people in the real world
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Ambient Intelligent environments are interactive environments that sense human behaviour and can respond intelligently. This workshop explores how interactive environments can be designed with persuasive quality, influencing human experience and behaviour. The workshop follows a research-through-design approach where practise-relevant insights are gained while designing. The focus will be on intuitive and rational decision-making, the role of aesthetics in persuasion, social and spatial influences on persuasion and the ethics of designing for persuasion.
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Social media, such as Facebook, offer brands the opportunity to reach their target audience in a less obtrusive way than traditional media, through sponsored posts. Regulations require marketers to explicitly inform consumers about the commercial nature of these posts. This study addresses the effects of sponsorship disclosures by means of a 2 (no disclosure vs. the sponsorship disclosure ‘Sponsored’) × 2 (source: celebrity endorser vs. brand) experiment. Results suggest that a sponsorship disclosure only influences the use of persuasion knowledge when the post is disseminated by a celebrity. Moreover, a disclosure starts a process in which the recognition of advertising (i.e., the activation of conceptual persuasion knowledge) causes consumers to develop distrusting beliefs about the post (i.e., higher attitudinal persuasion knowledge), and in turn, decreases their intention to engage in electronic word of mouth.
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Human factor in cybersecurity This unique event aims to: -Provide a near zero cost event to reduce barriers to international collaborations between researchers -Promote the exchange of cybersecurity findings and perspectives -Reach out to and engage new audiences curious about cybersecurity
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This study focusses on the influence of the family context on the development of entrepreneurial intention (EI) among young adults with entrepreneurial parents. It extends the EI literature by drawing on social cognitive career theory to study the interaction between entrepreneurial parents and their children. We introduce the learning experiences ‘vicarious learning’ and ‘social persuasion’ as antecedents of EI and found significant empirical support for the influence of social persuasion. In addition, we study the relationship between gender and EI. Our results not only confirm the direct effect of gender on EI but also reveal a significant mediating effect of parental preference – one of the social persuasion factors studied – on the gender–EI relationship.
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Although it appears increasingly important yet potentially challenging to attract consumers to physical stores, location‐based messaging has been said to enable such attraction. Still, existing studies offer very limited insight into which particular location‐based persuasion approach retailers should use. This study aimed to establish and compare the potential of two discrepant persuasion strategies to influence consumers’ experiences and thereby stimulate them to visit the retailer's physical store. Drawing on persuasion theory and construal level theory, and using a vignette‐based online survey method, we determined that scarcity is a more effective persuasion strategy in the studied context than social proof; scarcity‐focused messages are experienced as more informative, more entertaining and less irritating, are therefore valued more, and are thus more likely to induce store visits. We discuss these findings and their implications for theory as well as for practice.
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Although it appears increasingly important yet potentially challenging to attract customers to physical stores, location-based messaging, i.e., delivering mobile phone messages using data about the recipient's location when that recipient is near the sender, has been said to enable such attraction. Still, existing studies offer very limited insight into which particular location-based persuasion approach retailers should use. Drawing on persuasion theory, this exploratory study aims to investigate and compare the potential of two discrepant persuasion techniques (scarcity and social proof) to influence customers' experiences and thereby stimulate them to visit the retailer's physical store. A factorial survey design was applied to test the research model. Data were collected from a sample of actual customers of a Dutch fashion retailer (n = 579). The results suggest that scarcity is a more effective persuasion technique in the studied context than social proof; scarcity-focused messages appear to be experienced as more informative, more entertaining and less irritating, seem to be valued more because of this, and are thus more likely to incline customers to visit the store. We discuss these findings and their implications for theory as well as for practice.
MULTIFILE
People tend to disclose personal identifiable information (PII) that could be used by cybercriminals against them. Often, persuasion techniques are used by cybercriminals to trick people to disclose PII. This research investigates whether people can be made less susceptible to persuasion by reciprocation (i.e., making people feel obligated to return a favour) and authority, particularly in regard to whether information security knowledge and positive affect moderate the relation between susceptibility to persuasion and disclosing PII. Data are used from a population-based survey experiment that measured the actual disclosure of PII in an experimental setting (N = 2426). The results demonstrate a persuasion–disclosure link, indicating that people disclose more PII when persuaded by reciprocation, but not by authority. Knowledge of information security was also found to relate to disclosure. People disclosed less PII when they possessed more knowledge of information security. Positive affect was not related to the disclosure of PII. And contrary to expectations, no moderating effects were found of information security knowledge nor positive affect on the persuasion–disclosure link. Possible explanations are discussed, as well as limitations and future research directions. Uitgegeven door Sage, APA beschrijving: van der Kleij, R., van ‘t Hoff—De Goede, S., van de Weijer, S., & Leukfeldt, R. (2023). Social engineering and the disclosure of personal identifiable information: Examining the relationship and moderating factors using a population-based survey experiment. Journal of Criminology, 56(2-3), 278-293. https://doi.org/10.1177/26338076231162660
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It has been established that normative social influence can be used effec-tively in persuasive technology. However, it is unknown whether the application of more social pressure makes it more effective. To test this hypothesis, a quantitative experiment was conducted on the online social network Facebook. Although evidence to support the hypothesis was found, it cannot be concluded from this experiment that more intense persuasion is more effective, when utilizing normative social influence in persuasive technology.
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In order to design effective Persuasive Technology (PT) interventions, it is essential that designers understand the multitude of factors that lead to behavioral change, rather than guessing at a solution or imitating successful techniques without understanding why. The few available PT design frameworks solely distinguish behavioral determinants on an individual (micro) level (e.g., motivation), whereas successfully persuading a user is a multifaceted and complex task depending also on factors on a meso (e.g., available resources) and macro (e.g., social support and praise) level. We developed an analysis grid that enables PT designers to acknowledge the multifaceted character of determinants leading to behavioral change and select appropriate PT channels and strategies, preventing the failure of PT design. This analysis grid was validated in a case study in which we designed a PT intervention aimed at reporting minor crime incidents among citizens.
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