Abstract
| Original language | English |
|---|---|
| Title of host publication | 13th International Conference PERSUASIVE 2018 |
| Publisher | Springer |
| Pages | 267-278 |
| DOIs | |
| 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 | Canada |
| City | Waterloo |
| Period | 18/04/18 → 19/04/18 |
| Internet address |
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Cardiovascular reactions during exposure to persuasion principles. / Spelt, H.A.A.; Westerink, J.H.D.M.; Ham, J.R.C.; IJsselsteijn, W.A.
13th International Conference PERSUASIVE 2018. 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
TY - GEN
T1 - Cardiovascular reactions during exposure to persuasion principles
AU - Spelt, H.A.A.
AU - Westerink, J.H.D.M.
AU - Ham, J.R.C.
AU - IJsselsteijn, W.A.
PY - 2018
Y1 - 2018
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.
UR - https://link.springer.com/chapter/10.1007/978-3-319-78978-1_22
U2 - 10.1007/978-3-319-78978-1_22
DO - 10.1007/978-3-319-78978-1_22
M3 - Conference contribution
T3 - Lecture notes in Computer Science(LNCS)
SP - 267
EP - 278
BT - 13th International Conference PERSUASIVE 2018
PB - Springer
ER -