Abstract
Thanks to the ubiquity of wireless network, location has become an easily available resource to exploit when sending purchase recommendations. We rely on Fogg’s Behavior model (FBM; Fogg, 2009) and on previous research to study whether the appearance of such recommendations when the user spatially approaches a target item improves the recommendation persuasiveness. We created a virtual supermarket, where products images are displayed on posters and customers can scan products’ QR codes with a tablet to buy them. The persuasiveness of triggers co-located or not with the target product was examined, in conditions of high vs. poor motivation to purchase that product. Confirming our hypotheses, triggers co-located with the target product lead to higher sales of that product. Furthermore, participants who received a colocated trigger that also contained a motivating message purchased more items than participants in other conditions. Therefore, setting triggers to appear at a specific location proximal to the target item can change behavior, especially for motivated subjects.
Original language | English |
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Title of host publication | Persuasive Technology : 10th International Conference, PERSUASIVE 2015, Chicago, IL, USA, June 3-5, 2015. Proceedings |
Editors | T. MacTavish, S. Basapur |
Place of Publication | Cham |
Publisher | Springer |
Pages | 121-132 |
Number of pages | 12 |
ISBN (Electronic) | 978-3-319-20306-5 |
ISBN (Print) | 9783319203058 |
DOIs | |
Publication status | Published - 2015 |
Event | 10th International Conference on Persuasive Technology (PERSUASIVE 2015) - Chicago, United States Duration: 3 Jun 2015 → 5 Jun 2015 Conference number: 10 https://www.id.iit.edu/persuasive2015/ |
Publication series
Name | Lecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics) |
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Volume | 9072 |
ISSN (Print) | 03029743 |
ISSN (Electronic) | 16113349 |
Conference
Conference | 10th International Conference on Persuasive Technology (PERSUASIVE 2015) |
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Abbreviated title | PERSUASIVE 2015 |
Country/Territory | United States |
City | Chicago |
Period | 3/06/15 → 5/06/15 |
Internet address |
Keywords
- Fogg behavior model
- Location-based
- Motivation
- Persuasive technology
- Triggers
- Virtual supermarket