Advertisement

Personalized Persuasive Technology – Development and Validation of Scales for Measuring Persuadability

  • Marc Busch
  • Johann Schrammel
  • Manfred Tscheligi
Part of the Lecture Notes in Computer Science book series (LNCS, volume 7822)

Abstract

In this study we develop and validate an inventory for measuring persuadability to selected persuasive strategies. The development of the initial inventory was successful by means of internal consistency and item-scale correlation for the persuasive strategies rewards, competition, social comparison, trustworthiness and social learning. The inventory can be used to estimate susceptibility to persuasive strategies to personalize persuasive technology according to the users’ personality based on self-reports. This can help system designers to make informed design decisions and to adapt persuasive technology.

Keywords

Internal Consistency Social Comparison Initial Scale Persuasive Technology Expert Validation 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  1. 1.
    Fogg, B.J.: Persuasive Technology - Using Computers to Change What We Think and Do. Morgan Kaufmann (2002)Google Scholar
  2. 2.
    Döbelt, S., Schrammel, J., Subasi, Ö., Tscheligi, M.: Applying the Implicit Association Test for the Evaluation of Persuasive Technology. Persuasive Technology - Poster Proceedings (2010)Google Scholar
  3. 3.
    Kaptein, M., Markopoulos, P., de Ruyter, B., Aarts, E.: Can You Be Persuaded? Individual Differences in Susceptibility to Persuasion. In: Gross, T., Gulliksen, J., Kotzé, P., Oestreicher, L., Palanque, P., Prates, R.O., Winckler, M. (eds.) INTERACT 2009. LNCS, vol. 5726, pp. 115–118. Springer, Heidelberg (2009)CrossRefGoogle Scholar
  4. 4.
    Kaptein, M.C.: Personalized persuasion in Ambient Intelligence. Journal of Ambient Intelligence and Smart Environments (2012)Google Scholar
  5. 5.
    Kaptein, M., De Ruyter, B., Markopoulos, P., Aarts, E.: Adaptive Persuasive Systems: A Study of Tailored Persuasive Text Messages to Reduce Snacking. ACM Transactions on Interactive Intelligent Systems (2012)Google Scholar
  6. 6.
    Kaptein, M., Eckles, D.: Heterogeneity in the Effects of Online Persuasion. Journal of Interactive Marketing 26 (2012)Google Scholar
  7. 7.
    Torning, K., Oinas-Kukkonen, H.: Persuasive System Design: State of the Art and Future Directions. Persuasive Technology (2009)Google Scholar
  8. 8.
    Cialdini, R.B.: Harnessing the Science of Persuasion. Harvard Business School Publishing (2001)Google Scholar
  9. 9.
    Kaptein, M., Lacroix, J., Saini, P.: Individual Differences in Persuadability in the Health Promotion Domain. In: Ploug, T., Hasle, P., Oinas-Kukkonen, H. (eds.) PERSUASIVE 2010. LNCS, vol. 6137, pp. 94–105. Springer, Heidelberg (2010)CrossRefGoogle Scholar
  10. 10.
    Bauer, R.: Self-Confidence and Persuadability: One More Time. Journal of Marketing Research 7 (1970)Google Scholar
  11. 11.
    Nahemow, L., Bennett, R.: Conformity, persuasibility and counternormative persuasion. Sociometry 30 (1967)Google Scholar
  12. 12.
    Cacioppo, J., Petty, R., Kao, C.: The efficient assessment of need for cognition. Journal of Personality Assessment 48 (1984)Google Scholar
  13. 13.
    MacKenzie, S.B., Podsakoff, P.M., Podsakoff, N.P.: Construct measurement and validation procedures in MIS and behavioral research: integrating new and existing techniques. MIS Quarterly 35 (2011)Google Scholar
  14. 14.
    Hassenzahl, M., Burmester, M., Koller, F.: AttrakDiff: Ein Fragebogen zur Messung wahrgenommener hedonischer und pragmatischer Qualität. Mensch & Computer, 187–196 (2003)Google Scholar

Copyright information

© Springer-Verlag Berlin Heidelberg 2013

Authors and Affiliations

  • Marc Busch
    • 1
  • Johann Schrammel
    • 1
  • Manfred Tscheligi
    • 1
    • 2
  1. 1.CURE – Center for Usability Research & EngineeringViennaAustria
  2. 2.ICT&S CenterUniversity of SalzburgSalzburgAustria

Personalised recommendations