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. © 2009 Springer.
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Kaptein, M., Markopoulos, P., De Ruyter, B., & Aarts, E. (2009). Can you be persuaded? Individual differences in susceptibility to persuasion. In Lecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics) (Vol. 5726 LNCS, pp. 115–118). https://doi.org/10.1007/978-3-642-03655-2_13
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