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
CountrySweden
CityUpsalla
Period24/08/0928/08/09

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    Kaptein, M. C., Markopoulos, P., Ruyter, de, B. E. R., & Aarts, E. H. L. (2009). Can you be persuaded? Individual differences in susceptibililty to persuasion. In T. Gross, J. Gulliksen, & P. Kotzé (Eds.), Proceedings of Interact 2009, 13th International Conference on Human-Computer Interaction (pp. 115-118). (Lecture Notes in Computer Science; Vol. 5726). Springer. https://doi.org/10.1007/978-3-642-03655-2_13