Can You Be Persuaded? Individual Differences in Susceptibility to Persuasion

Authors:
Maurits Kaptein;Panos Markopoulos;Boris Ruyter;Emile Aarts
Affiliations:
Eindhoven University of Technology, Eindhoven, The Netherlands 5600MB;Eindhoven University of Technology, Eindhoven, The Netherlands 5600MB;Philips Research, Eindhoven, The Netherlands 5656;Philips Research, Eindhoven, The Netherlands 5656
Venue:
INTERACT '09 Proceedings of the 12th IFIP TC 13 International Conference on Human-Computer Interaction: Part I
Year:
2009

Citing 3
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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.