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Thinking About Persuasive Technology from the Strategic Business Perspective: A Call for Research on Cost-Based Competitive Advantage

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Persuasive Technology (PERSUASIVE 2018)

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Abstract

Persuasive system features have been extensively examined, and many of them have been shown to be effective in supporting individuals’ achieving their behavioral goals and enhancing system use. Also, companies and organizations have utilized persuasive features in their implementations successfully. However, in order to obtain competitive advantage, organizations need to not only take using persuasive features as differentiation strategy, but also to think about cost of developing persuasive systems. While the research on evaluating persuasive features is important, we argue that previous research has ignored the cost of building persuasive features. As a first step in remedying this gap in research, we present and discuss four research directions for studying cost of developing persuasive systems. This study contributes to persuasive technology field by paving the way for a new research area with highly practical implications.

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Acknowledgement

We wish to thank the Finnish Cultural Foundation for supporting this research.

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Authors and Affiliations

  1. Oulu Advanced Research on Service and Information Systems, University of Oulu, P.O. Box 3000, 90014, Oulu, Finland

    Xiuyan Shao & Harri Oinas-Kukkonen

Authors
  1. Xiuyan Shao
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  2. Harri Oinas-Kukkonen
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Corresponding author

Correspondence to Xiuyan Shao .

Editor information

Editors and Affiliations

  1. Eindhoven University of Technology, Eindhoven, The Netherlands

    Jaap Ham

  2. Cyprus University of Technology, Limassol, Cyprus

    Evangelos Karapanos

  3. University of Waterloo, Waterloo, Ontario, Canada

    Plinio P. Morita

  4. University of Waterloo, Waterloo, Ontario, Canada

    Catherine M. Burns

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Shao, X., Oinas-Kukkonen, H. (2018). Thinking About Persuasive Technology from the Strategic Business Perspective: A Call for Research on Cost-Based Competitive Advantage. In: Ham, J., Karapanos, E., Morita, P., Burns, C. (eds) Persuasive Technology. PERSUASIVE 2018. Lecture Notes in Computer Science(), vol 10809. Springer, Cham. https://doi.org/10.1007/978-3-319-78978-1_1

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  • DOI: https://doi.org/10.1007/978-3-319-78978-1_1

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-78977-4

  • Online ISBN: 978-3-319-78978-1

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