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
Introduction: Many adults do not reach the recommended physical activity (PA) guidelines, which can lead to serious health problems. A promising method to increase PA is the use of smartphone PA applications. However, despite the development and evaluation of multiple PA apps, it remains unclear how to develop and design engaging and effective PA apps. Furthermore, little is known on ways to harness the potential of artificial intelligence for developing personalized apps. In this paper, we describe the design and development of the Playful data-driven Active Urban Living (PAUL): a personalized PA application.Methods: The two-phased development process of the PAUL apps rests on principles from the behavior change model; the Integrate, Design, Assess, and Share (IDEAS) framework; and the behavioral intervention technology (BIT) model. During the first phase, we explored whether location-specific information on performing PA in the built environment is an enhancement to a PA app. During the second phase, the other modules of the app were developed. To this end, we first build the theoretical foundation for the PAUL intervention by performing a literature study. Next, a focus group study was performed to translate the theoretical foundations and the needs and wishes in a set of user requirements. Since the participants indicated the need for reminders at a for-them-relevant moment, we developed a self-learning module for the timing of the reminders. To initialize this module, a data-mining study was performed with historical running data to determine good situations for running.Results: The results of these studies informed the design of a personalized mobile health (mHealth) application for running, walking, and performing strength exercises. The app is implemented as a set of modules based on the persuasive strategies “monitoring of behavior,” “feedback,” “goal setting,” “reminders,” “rewards,” and “providing instruction.” An architecture was set up consisting of a smartphone app for the user, a back-end server for storage and adaptivity, and a research portal to provide access to the research team.Conclusions: The interdisciplinary research encompassing psychology, human movement sciences, computer science, and artificial intelligence has led to a theoretically and empirically driven leisure time PA application. In the current phase, the feasibility of the PAUL app is being assessed.
Lack of physical activity in urban contexts is an increasing health risk in The Netherlands and Brazil. Exercise applications (apps) are seen as potential ways of increasing physical activity. However, physical activity apps in app stores commonly lack a scientific base. Consequently, it remains unknown what specific content messages should contain and how messages can be personalized to the individual. Moreover, it is unknown how their effects depend on the physical urban environment in which people live and on personal characteristics and attitudes. The current project aims to get insight in how mobile personalized technology can motivate urban residents to become physically active. More specifically, we aim to gain insight into the effectiveness of elements within an exercise app (motivational feedback, goal setting, individualized messages, gaming elements (gamification) for making people more physically active, and how the effectiveness depends on characteristics of the individual and the urban setting. This results in a flexible exercise app for inactive citizens based on theories in data mining, machine learning, exercise psychology, behavioral change and gamification. The sensors on the mobile phone, together with sensors (beacons) in public spaces, combined with sociodemographic and land use information will generate a massive amount of data. The project involves analysis in two ways. First, a unique feature of our project is that we apply machine learning/data mining techniques to optimize the app specification for each individual in a dynamic and iterative research design (Sequential Multiple Assignment Randomised Trial (SMART)), by testing the effectiveness of specific messages given personal and urban characteristics. Second, the implementation of the app in Sao Paolo and Amsterdam will provide us with (big) data on use of functionalities, physical activity, motivation etc. allowing us to investigate in detail the effects of personalized technology on lifestyle in different geographical and cultural contexts.
Lack of physical activity in urban contexts is an increasing health risk in The Netherlands and Brazil. Exercise applications (apps) are seen as potential ways of increasing physical activity. However, physical activity apps in app stores commonly lack a scientific base. Consequently, it remains unknown what specific content messages should contain and how messages can be personalized to the individual. Moreover, it is unknown how their effects depend on the physical urban environment in which people live and on personal characteristics and attitudes. The current project aims to get insight in how mobile personalized technology can motivate urban residents to become physically active. More specifically, we aim to gain insight into the effectiveness of elements within an exercise app (motivational feedback, goal setting, individualized messages, gaming elements (gamification) for making people more physically active, and how the effectiveness depends on characteristics of the individual and the urban setting. This results in a flexible exercise app for inactive citizens based on theories in data mining, machine learning, exercise psychology, behavioral change and gamification. The sensors on the mobile phone, together with sensors (beacons) in public spaces, combined with sociodemographic and land use information will generate a massive amount of data. The project involves analysis in two ways. First, a unique feature of our project is that we apply machine learning/data mining techniques to optimize the app specification for each individual in a dynamic and iterative research design (Sequential Multiple Assignment Randomised Trial (SMART)), by testing the effectiveness of specific messages given personal and urban characteristics. Second, the implementation of the app in Sao Paolo and Amsterdam will provide us with (big) data on use of functionalities, physical activity, motivation etc. allowing us to investigate in detail the effects of personalized technology on lifestyle in different geographical and cultural contexts.