Abstract
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.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Fogg, B.J.: Persuasive Technology - Using Computers to Change What We Think and Do. Morgan Kaufmann (2002)
Döbelt, S., Schrammel, J., Subasi, Ö., Tscheligi, M.: Applying the Implicit Association Test for the Evaluation of Persuasive Technology. Persuasive Technology - Poster Proceedings (2010)
Kaptein, M., Markopoulos, P., de Ruyter, B., Aarts, E.: Can You Be Persuaded? Individual Differences in Susceptibility to Persuasion. In: Gross, T., Gulliksen, J., Kotzé, P., Oestreicher, L., Palanque, P., Prates, R.O., Winckler, M. (eds.) INTERACT 2009. LNCS, vol. 5726, pp. 115–118. Springer, Heidelberg (2009)
Kaptein, M.C.: Personalized persuasion in Ambient Intelligence. Journal of Ambient Intelligence and Smart Environments (2012)
Kaptein, M., De Ruyter, B., Markopoulos, P., Aarts, E.: Adaptive Persuasive Systems: A Study of Tailored Persuasive Text Messages to Reduce Snacking. ACM Transactions on Interactive Intelligent Systems (2012)
Kaptein, M., Eckles, D.: Heterogeneity in the Effects of Online Persuasion. Journal of Interactive Marketing 26 (2012)
Torning, K., Oinas-Kukkonen, H.: Persuasive System Design: State of the Art and Future Directions. Persuasive Technology (2009)
Cialdini, R.B.: Harnessing the Science of Persuasion. Harvard Business School Publishing (2001)
Kaptein, M., Lacroix, J., Saini, P.: Individual Differences in Persuadability in the Health Promotion Domain. In: Ploug, T., Hasle, P., Oinas-Kukkonen, H. (eds.) PERSUASIVE 2010. LNCS, vol. 6137, pp. 94–105. Springer, Heidelberg (2010)
Bauer, R.: Self-Confidence and Persuadability: One More Time. Journal of Marketing Research 7 (1970)
Nahemow, L., Bennett, R.: Conformity, persuasibility and counternormative persuasion. Sociometry 30 (1967)
Cacioppo, J., Petty, R., Kao, C.: The efficient assessment of need for cognition. Journal of Personality Assessment 48 (1984)
MacKenzie, S.B., Podsakoff, P.M., Podsakoff, N.P.: Construct measurement and validation procedures in MIS and behavioral research: integrating new and existing techniques. MIS Quarterly 35 (2011)
Hassenzahl, M., Burmester, M., Koller, F.: AttrakDiff: Ein Fragebogen zur Messung wahrgenommener hedonischer und pragmatischer Qualität. Mensch & Computer, 187–196 (2003)
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2013 Springer-Verlag Berlin Heidelberg
About this paper
Cite this paper
Busch, M., Schrammel, J., Tscheligi, M. (2013). Personalized Persuasive Technology – Development and Validation of Scales for Measuring Persuadability . In: Berkovsky, S., Freyne, J. (eds) Persuasive Technology. PERSUASIVE 2013. Lecture Notes in Computer Science, vol 7822. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-37157-8_6
Download citation
DOI: https://doi.org/10.1007/978-3-642-37157-8_6
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-642-37156-1
Online ISBN: 978-3-642-37157-8
eBook Packages: Computer ScienceComputer Science (R0)