Can you be persuaded? Individual differences in susceptibililty to persuasion

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

doi:10.1007/978-3-642-03655-2_13

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

78 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 language	English
Publisher	Springer
Number of pages	4
Place of Publication	Berlin
ISBN (Print)	978-3-642-03654-5
DOIs	https://doi.org/10.1007/978-3-642-03655-2_13
Publication status	Published - 2009
Externally published	Yes

Access to Document

10.1007/978-3-642-03655-2_13

Cite this

@misc{baa887491beb44e8bed3e5e32d71b414,

title = "Can you be persuaded? Individual differences in susceptibililty to persuasion",

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.",

author = "M.C. Kaptein and P. Markopoulos and {Ruyter de}, B.E.R. and E.H.L. Aarts",

year = "2009",

doi = "10.1007/978-3-642-03655-2_13",

language = "English",

isbn = "978-3-642-03654-5",

publisher = "Springer",

address = "Germany",

type = "Other",

}

TY - GEN

T1 - Can you be persuaded? Individual differences in susceptibililty to persuasion

AU - Kaptein, M.C.

AU - Markopoulos, P.

AU - Ruyter de, B.E.R.

AU - Aarts, E.H.L.

PY - 2009

Y1 - 2009

N2 - 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.

AB - 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.

U2 - 10.1007/978-3-642-03655-2_13

DO - 10.1007/978-3-642-03655-2_13

M3 - Other contribution

SN - 978-3-642-03654-5

PB - Springer

CY - Berlin

ER -

Can you be persuaded? Individual differences in susceptibililty to persuasion

Abstract

Access to Document

Fingerprint

Cite this