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

  • Xiuyan ShaoEmail author
  • Harri Oinas-Kukkonen
Conference paper
Part of the Lecture Notes in Computer Science book series (LNCS, volume 10809)


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.


Persuasive technology Business strategy Cost-based competitive advantage 



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


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Copyright information

© Springer International Publishing AG, part of Springer Nature 2018

Authors and Affiliations

  1. 1.Oulu Advanced Research on Service and Information SystemsUniversity of OuluOuluFinland

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