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Using Social Influence for Motivating Customers to Generate and Share Feedback

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Persuasive Technology (PERSUASIVE 2014)

Part of the book series: Lecture Notes in Computer Science ((LNISA,volume 8462))

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Abstract

A combination of high tech environments and social influence concepts holds great potential to positively effect behaviors and attitudes of individuals. Drawing upon socio-psychological theories, this study explores how social influence design principles change customer engagement in sharing feedback. For that purpose, an information system consisting of social influence design principles was implemented on situated displays and examined with 77 Twitter users. The results reveal interplay between the design principles and their capacity to explain 52% of the variance in perceived persuasiveness of the system, which can further predict 40% of the variance in behavioral intention of participants to provide feedback through the system in the future. The findings could be instrumental in progress towards a richer understanding of how to further harness social influence for customer engagement through socio-technical environments and how it effects the development of novel persuasive systems.

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Author information

Authors and Affiliations

  1. Oulu Advanced Research on Software and Information Systems,Department of Information Processing Science, University of Oulu, P.O. Box 3000, FI-90014, Finland

    Agnis Stibe & Harri Oinas-Kukkonen

Authors
  1. Agnis Stibe
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  2. Harri Oinas-Kukkonen
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Editor information

Editors and Affiliations

  1. Human Technology Lab, Department of General Psychology, University of Padova, Via Venezia, 8, 35131, Padova, Italy

    Anna Spagnolli

  2. Human-Computer Interaction Lab, University of Udine, via delle Scienze 206, 33100, Udine, Italy

    Luca Chittaro

  3. Department of General Psychology, University of Padova, Italy

    Luciano Gamberini

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Stibe, A., Oinas-Kukkonen, H. (2014). Using Social Influence for Motivating Customers to Generate and Share Feedback. In: Spagnolli, A., Chittaro, L., Gamberini, L. (eds) Persuasive Technology. PERSUASIVE 2014. Lecture Notes in Computer Science, vol 8462. Springer, Cham. https://doi.org/10.1007/978-3-319-07127-5_19

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  • DOI: https://doi.org/10.1007/978-3-319-07127-5_19

  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-07126-8

  • Online ISBN: 978-3-319-07127-5

  • eBook Packages: Computer ScienceComputer Science (R0)

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