Can you be persuaded? Individual differences in susceptibililty to persuasion

M.C. Kaptein, P. Markopoulos, B.E.R. Ruyter de, E.H.L. Aarts

Research output: Other contribution

46 Citations (Scopus)

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
PublisherSpringer
Number of pages4
Place of PublicationBerlin
ISBN (Print)978-3-642-03654-5
DOIs
Publication statusPublished - 2009
Externally publishedYes

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