Abstract
Since long, persuasion, or exerting influence, has been associated with certain professions such as sales people, therapists, coaches, and teachers. Recent technological developments create the possibility of using computers as persuasive instruments, as a means to elicit specific (desired) behavior, which paves the way for novel, intelligent systems that support the empowerment of seniors.
Behavior is explained as a combination of motivation, ability, and opportunity. A number of persuasive strategies can be applied to entice people to perform specific behavior, for instance commitment, social proof, and authority.
Smart homes are equipped with various kinds of sensors, actuators, and intelligent software, integrated in furniture, walls, and everyday objects. This enables people to be interconnected always and everywhere. Computers are able to recognize what people are doing, and in case the observed behavior deviates from the normal pattern, family members or an emergency service can automatically be warned. In this way, smart homes are excellent contexts for persuasive technology.
Energy saving and health are the two dominant application domains for persuasive systems in smart home environments. Current research and development projects are often in the experimental phase, implementing and evaluating only prototype systems. Extensive user studies providing a detailed account of the effect of an implemented persuasive system on people’s behavior are therefore scarce. Challenges to be addressed in future research on persuasive technology in smart home contexts are related to the evaluation of the effectiveness of persuasive systems, the acceptance and adoption of these systems, and the ethical considerations.
This is a preview of subscription content, log in via an institution.
Buying options
Tax calculation will be finalised at checkout
Purchases are for personal use only
Learn about institutional subscriptionsReferences
Albaina I, Visser T, Van der Mast C, Vastenburg M (2009) Flowie: a persuasive virtual coach to motivate elderly individuals to walk. In: Proceedings of 3rd international conference on pervasive computing technologies for healthcare, London, 1–3 April 2009
Chatterjee S, Price A (2009) Healthy living with persuasive technologies: framework, issues, and challenges. J Am Med Inform Assoc 16(2):171–178
Chatterjee S, Byun J, Pottahil A, Moore MN, Dutta K, Xie Q (2012) Persuasive sensing: a novel in-home monitoring technology to assist elderly adult diabetic patients. Persuasive technology. Design for health and safety. Lect Notes Comput Sci 7284:31–42
Cialdini RB (2009) Influence, The psychology of persuasion. Harper Collins, New York
De Oliveira R, Cherubini M, Oliver N (2010) MoviPill: improving medication compliance for elders using a mobile persuasive social game. In Proceedings of the 12th ACM international conference on Ubiquitous computing (Ubicomp '10). ACM, New York, NY, USA, 251–260
Deterding S (2012) The MAO model: research for behavior change. http://codingconduct.cc/The-MAO-Model. Retrieved 31 Mar 2014
Fogg B (2002) Persuasive technology using computers to change what we think and do (1 ed.). Jonathan Grudin, Jakob Nielsen, and Stuart Card (Eds.). Science & Technology Books.
Fogg B (2009a) A behavior model for persuasive design. In: Proceedings of the 4th international conference on persuasive technology – Persuasive’09, 1. Claremont, California
Fogg B (2009b) Creating persuasive technologies: an eight-step design process. In Proceedings of the 4th international conference on persuasive technology. ACM, New York, pp 44:1–44:6
Hughes J (2007) The ability-motivation-opportunity framework for behavior research in IS. In: Proceedings of 40th annual Hawaii international conference on system sciences (HICSS‘07), Waikoloa, Hawaii, p 250a.
Oinas-kukkonen H, Harjumaa M (2008) A systematic framework for designing and evaluating persuasive systems. In: Proceedings of the persuasive’08 3rd international conference on persuasive technology, Oulu, Finland. pp 164–176.
Oinas-kukkonen H, Harjumaa M (2009) Persuasive systems design: key issues, process model, and system features. Commun ACM 24. Article 28
Ölander F, Thøgersen J (1995) Understanding of consumer behavior as a prerequisite for environmental protection. J Consum Policy 18:317–357
Romero N, Sturm J, Bekker T, de Valk L, Kruitwagen S (2010) Playful persuasion to support older adults’ social and physical activities. Interact Comput 22(2010):485–495
Ryan RM, Deci EL (2000) Intrinsic and extrinsic motivations: classic definitions and new directions. Contemp Educ Psychol 25:54–67
Vankipuram M, McMahon S, Fleury J (2012) Readysteady: app for accelerometer-based activity monitoring and wellness-motivation feedback system for older adults. In: Proceedings of AMIA Annual Symposium Proceeding 2012, Chicago, Illinois, pp 931–939
Vargheese J, Sripada S, Masthoff J, Oren N, Schofield P, Hanson V (2013) Persuasive dialogue for older adults: promoting and encouraging social interaction. CHI ‘13 Extended abstracts on human factors in computing systems.
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2017 Springer International Publishing Switzerland
About this entry
Cite this entry
Sturm, J. (2017). Persuasive Technology. In: van Hoof, J., Demiris, G., Wouters, E. (eds) Handbook of Smart Homes, Health Care and Well-Being. Springer, Cham. https://doi.org/10.1007/978-3-319-01583-5_56
Download citation
DOI: https://doi.org/10.1007/978-3-319-01583-5_56
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-01582-8
Online ISBN: 978-3-319-01583-5
eBook Packages: EngineeringReference Module Computer Science and Engineering