Can you be persuaded? Individual differences in susceptibililty to persuasion

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    Abstract

    Persuasive technologies are growing in popularity and many designers create systems which intentionally change users attitudes or behaviors. This study shows that peoples individual differences in susceptibility to persuasion, as implemented using the six persuasion principles proposed by Cialdini 2, relates to their compliance to a persuasive request which is accompanied by a persuasive cue. This result is a starting point for designers to start incorporating individual differences in susceptibility to persuasive cues in their adaptive persuasive systems.
    Original languageEnglish
    Title of host publicationProceedings of Interact 2009, 13th International Conference on Human-Computer Interaction
    EditorsT. Gross, J. Gulliksen, P. Kotzé
    Place of PublicationBerlin
    PublisherSpringer
    Pages115-118
    ISBN (Print)978-3-642-03654-5
    DOIs
    Publication statusPublished - 2009
    Event12th IFIP International Conference on Human-Computer Interaction (INTERACT 2009) - Upsalla, Sweden
    Duration: 24 Aug 200928 Aug 2009
    Conference number: 12

    Publication series

    NameLecture Notes in Computer Science
    Volume5726
    ISSN (Print)0302-9743

    Conference

    Conference12th IFIP International Conference on Human-Computer Interaction (INTERACT 2009)
    Abbreviated titleINTERACT 2009
    Country/TerritorySweden
    CityUpsalla
    Period24/08/0928/08/09

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