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Means based adaptive persuasive systems

Published: 07 May 2011 Publication History

Abstract

Large differences in individual responses to persuasive strategies suggest the need for systems that rely on persuasion profiles: estimates of an individual user's susceptibility to different persuasive strategies. Establishing an empirical ground supporting decisions regarding user involvement can provide valuable guidelines for the design of such systems. We describe two studies examining the effects of choice, disclosure, and multiple strategy usage on user compliance to persuasive attempts. We show that involving users in the selection of a specific influence strategy can increase compliance, while disclosing the persuasive intent can reduce compliance. Furthermore, we demonstrate that it is not only feasible, but optimal to choose the single correct influence strategy for a given context; even more so than implementing multiple relevant and congruent influence attempts.

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    cover image ACM Conferences
    CHI '11: Proceedings of the SIGCHI Conference on Human Factors in Computing Systems
    May 2011
    3530 pages
    ISBN:9781450302289
    DOI:10.1145/1978942
    Permission to make digital or hard copies of all or part of this work for personal or classroom use is granted without fee provided that copies are not made or distributed for profit or commercial advantage and that copies bear this notice and the full citation on the first page. Copyrights for components of this work owned by others than ACM must be honored. Abstracting with credit is permitted. To copy otherwise, or republish, to post on servers or to redistribute to lists, requires prior specific permission and/or a fee. Request permissions from [email protected]

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    Published: 07 May 2011

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    Author Tags

    1. adaptive systems
    2. influence strategies
    3. online commerce
    4. persuasive technology
    5. recommender systems

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    • (2023)Towards Ethical Argumentative Persuasive ChatbotsCoordination, Organizations, Institutions, Norms, and Ethics for Governance of Multi-Agent Systems XVI10.1007/978-3-031-49133-7_8(141-160)Online publication date: 20-Dec-2023
    • (2022)Persuasive strategy implementation choices and their effectiveness: towards personalised persuasive systemsBehaviour & Information Technology10.1080/0144929X.2022.211261242:13(2176-2209)Online publication date: 24-Aug-2022
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    • (2021)Susceptibility to social influence strategies and persuasive system design: exploring the relationshipBehaviour & Information Technology10.1080/0144929X.2021.194568541:12(2705-2726)Online publication date: 8-Jul-2021
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