Cardiovascular reactions during exposure to persuasion principles

H.A.A. Spelt; J.H.D.M. Westerink; J.R.C. Ham; W.A. IJsselsteijn

doi:10.1007/978-3-319-78978-1_22

Cardiovascular reactions during exposure to persuasion principles

H.A.A. Spelt, J.H.D.M. Westerink, J.R.C. Ham, W.A. IJsselsteijn

Human Technology Interaction

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Academic › peer-review

1 Citation (Scopus)

1 Downloads (Pure)

Abstract

To optimize effectiveness of persuasive technology, understanding also psychophysiological processes of persuasion is crucial. The current research explored cardiovascular reactions to persuasive messages using four persuasion principles proposed by Cialdini (authority, scarcity, consensus, and commitment) in a laboratory experiment. The study had a randomized within-subject design. Participants (N = 56) were presented with 4 × 14 persuasive messages while cardiovascular reactions were measured with electrocardiography. Findings showed significantly different cardiovascular arousal regarding inter-beat interval and standard deviations of normal-to-normal heart rate peaks during persuasive principles compared to baseline or startle reflex. Results show no relation between cardiovascular arousal and self-reported susceptibility to persuasion. However, during the presentation of authority-based persuasion messages, data of the first stimulus condition showed a negative correlation between self-reported susceptibility and inter-beat interval reactivity. This explorative study advances our knowledge of psychophysiological processes underlying persuasion and suggested that at least certain persuasive principles may relate to physiological changes.

Original language	English
Title of host publication	Persuasive Technology - 13th International Conference, PERSUASIVE 2018, Proceedings
Editors	Plinio P. Morita, Catherine M. Burns, Jaap Ham, Evangelos Karapanos
Publisher	Springer
Pages	267-278
Number of pages	12
ISBN (Print)	9783319789774
DOIs	https://doi.org/10.1007/978-3-319-78978-1_22
Publication status	Published - 2018
Event	13th International Conference on Persuasive Technology (PERSUASIVE 2018) - University of Waterloo, Waterloo, Canada Duration: 18 Apr 2018 → 19 Apr 2018 Conference number: 13 http://www.persuasive2018.org/

Publication series

Name	Lecture notes in Computer Science(LNCS)
Publisher	Springer
Volume	10809

Conference

Conference	13th International Conference on Persuasive Technology (PERSUASIVE 2018)
Abbreviated title	PERSUASIVE 2018
Country/Territory	Canada
City	Waterloo
Period	18/04/18 → 19/04/18
Internet address	http://www.persuasive2018.org/

Keywords

Cardiovascular arousal
Persuasion profiling
Psychophysiology

Access to Document

10.1007/978-3-319-78978-1_22

Cite this

Spelt, H. A. A., Westerink, J. H. D. M., Ham, J. R. C., & IJsselsteijn, W. A. (2018). Cardiovascular reactions during exposure to persuasion principles. In P. P. Morita, C. M. Burns, J. Ham, & E. Karapanos (Eds.), Persuasive Technology - 13th International Conference, PERSUASIVE 2018, Proceedings (pp. 267-278). (Lecture notes in Computer Science(LNCS); Vol. 10809). Springer. https://doi.org/10.1007/978-3-319-78978-1_22

Spelt, H.A.A. ; Westerink, J.H.D.M. ; Ham, J.R.C. ; IJsselsteijn, W.A. / Cardiovascular reactions during exposure to persuasion principles. Persuasive Technology - 13th International Conference, PERSUASIVE 2018, Proceedings. editor / Plinio P. Morita ; Catherine M. Burns ; Jaap Ham ; Evangelos Karapanos. Springer, 2018. pp. 267-278 (Lecture notes in Computer Science(LNCS)).

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Spelt, HAA, Westerink, JHDM , Ham, JRC & IJsselsteijn, WA 2018, Cardiovascular reactions during exposure to persuasion principles. in PP Morita, CM Burns, J Ham & E Karapanos (eds), Persuasive Technology - 13th International Conference, PERSUASIVE 2018, Proceedings. Lecture notes in Computer Science(LNCS), vol. 10809, Springer, pp. 267-278, 13th International Conference on Persuasive Technology (PERSUASIVE 2018), Waterloo, Ontario, Canada, 18/04/18. https://doi.org/10.1007/978-3-319-78978-1_22

Cardiovascular reactions during exposure to persuasion principles. / Spelt, H.A.A.; Westerink, J.H.D.M.; Ham, J.R.C.; IJsselsteijn, W.A.

Persuasive Technology - 13th International Conference, PERSUASIVE 2018, Proceedings. ed. / Plinio P. Morita; Catherine M. Burns; Jaap Ham; Evangelos Karapanos. Springer, 2018. p. 267-278 (Lecture notes in Computer Science(LNCS); Vol. 10809).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Academic › peer-review

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AU - Westerink, J.H.D.M.

AU - Ham, J.R.C.

AU - IJsselsteijn, W.A.

N1 - Conference code: 13

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N2 - To optimize effectiveness of persuasive technology, understanding also psychophysiological processes of persuasion is crucial. The current research explored cardiovascular reactions to persuasive messages using four persuasion principles proposed by Cialdini (authority, scarcity, consensus, and commitment) in a laboratory experiment. The study had a randomized within-subject design. Participants (N = 56) were presented with 4 × 14 persuasive messages while cardiovascular reactions were measured with electrocardiography. Findings showed significantly different cardiovascular arousal regarding inter-beat interval and standard deviations of normal-to-normal heart rate peaks during persuasive principles compared to baseline or startle reflex. Results show no relation between cardiovascular arousal and self-reported susceptibility to persuasion. However, during the presentation of authority-based persuasion messages, data of the first stimulus condition showed a negative correlation between self-reported susceptibility and inter-beat interval reactivity. This explorative study advances our knowledge of psychophysiological processes underlying persuasion and suggested that at least certain persuasive principles may relate to physiological changes.

AB - To optimize effectiveness of persuasive technology, understanding also psychophysiological processes of persuasion is crucial. The current research explored cardiovascular reactions to persuasive messages using four persuasion principles proposed by Cialdini (authority, scarcity, consensus, and commitment) in a laboratory experiment. The study had a randomized within-subject design. Participants (N = 56) were presented with 4 × 14 persuasive messages while cardiovascular reactions were measured with electrocardiography. Findings showed significantly different cardiovascular arousal regarding inter-beat interval and standard deviations of normal-to-normal heart rate peaks during persuasive principles compared to baseline or startle reflex. Results show no relation between cardiovascular arousal and self-reported susceptibility to persuasion. However, during the presentation of authority-based persuasion messages, data of the first stimulus condition showed a negative correlation between self-reported susceptibility and inter-beat interval reactivity. This explorative study advances our knowledge of psychophysiological processes underlying persuasion and suggested that at least certain persuasive principles may relate to physiological changes.

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Y2 - 18 April 2018 through 19 April 2018

ER -

Spelt HAA, Westerink JHDM , Ham JRC , IJsselsteijn WA. Cardiovascular reactions during exposure to persuasion principles. In Morita PP, Burns CM, Ham J, Karapanos E, editors, Persuasive Technology - 13th International Conference, PERSUASIVE 2018, Proceedings. Springer. 2018. p. 267-278. (Lecture notes in Computer Science(LNCS)). https://doi.org/10.1007/978-3-319-78978-1_22

Cardiovascular reactions during exposure to persuasion principles

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