Personalized Persuasive Technology - Development and Validation of Scales for Measuring Persuadability

In this study we develop and validate an inventory for measuring persuadability to selected persuasive strategies. The development of the initial inventory was successful by means of internal consistency and item-scale correlation for the persuasive strategies rewards, competition, social comparison, trustworthiness and social learning. The inventory can be used to estimate susceptibility to persuasive strategies to personalize persuasive technology according to the users' personality based on self-reports. This can help system designers to make informed design decisions and to adapt persuasive technology.

[1]  Manfred Tscheligi,et al.  Applying the Implicit Association Test for the Evaluation of Persuasive Technology-Implicitly Measuring Attitudes and Attitude Changes , 2010 .

[2]  Michael Burmester,et al.  AttrakDiff: Ein Fragebogen zur Messung wahrgenommener hedonischer und pragmatischer Qualität , 2003, MuC.

[3]  Human-Computer Interaction – INTERACT 2009 , 2009, Lecture Notes in Computer Science.

[4]  R. Cialdini.  The Science of PERSUASION. , 2001 .

[5]  Anastasis D. Petrou.  Review of “Persuasive technology: Using computers to change what we think and do by B. J. Fogg” Morgan Kaufmann, 2003 , 2003 .

[6]  Harri Oinas-Kukkonen,et al.  Persuasive system design: state of the art and future directions , 2009, Persuasive '09.

[7]  B. J. Fogg,et al.  Persuasive technology: using computers to change what we think and do , 2002, UBIQ.

[8]  D. Garvin,et al.  Harvard Business School Publishing TN , 1996 .

[9]  KapteinMaurits.  Personalized persuasion in Ambient Intelligence , 2012 .

[10]  Privender Saini,et al.  Individual Differences in Persuadability in the Health Promotion Domain , 2010, PERSUASIVE.

[11]  Scott B. MacKenzie,et al.  Construct Measurement and Validation Procedures in MIS and Behavioral Research: Integrating New and Existing Techniques , 2011, MIS Q..

[12]  L Nahemow,et al.  Conformity, persuasibility and counternormative persuasion. , 1967, Sociometry.

[13]  Boris E. R. de Ruyter,et al.  Adaptive Persuasive Systems: A Study of Tailored Persuasive Text Messages to Reduce Snacking , 2012, TIIS.

[14]  C. F. Kao,et al.  The efficient assessment of need for cognition. , 1984, Journal of personality assessment.

[15]  Dean Eckles,et al.  Heterogeneity in the Effects of Online Persuasion , 2012 .

[16]  T. Neal.  Harnessing the Science of Persuasion for Expert Witness Testimony , 2015 .

[17]  Boris E. R. de Ruyter,et al.  Can You Be Persuaded? Individual Differences in Susceptibility to Persuasion , 2009, INTERACT.