Normative Social Influence in Persuasive Technology: Intensity versus Effectiveness

Waardenburg, Thijs; Winkel, Robbert; Lamers, Maarten H.

doi:10.1007/978-3-642-31037-9_13

Cited by 6 publications

(3 citation statements)

References 16 publications

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“…Several studies have focused on normative social influence (Nolan, Schultz, Cialdini, Goldstein, & Griskevicius, 2008;Waardenburg, Winkel, & Lamers, 2012). Nolan, Schultz, Cialdini, Goldstein, and Griskevicius (2008) investigated the persuasive effect and detectability of normative social influence and found that normative social influence had a significant effect on group decisions.…”

Section: Social Influence Theorymentioning

confidence: 99%

How social influence through information adoption from online review sites affects collective decision making

Cho

Chan

2019

Enterprise Information Systems

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With the advancement of Web 2.0, virtual communities have emerged in which individuals are able to express their views and influence others. Consumers can now exchange their views on products/services in online communities such as group buying sites, discussion forums, social networking sites, and online review sites (Trusov, Bucklin & Pauwels, 2009;Zhang et al., 2014). A recent survey by Brightlocal suggested that online reviews can have a powerful influence on consumers. The survey showed that 92% of consumers read online reviews and that 40% of consumers form an opinion by reading just one to three reviews. As a result, online reviews are becoming an increasingly important source of information for consumers and can enhance the effectiveness of their purchase decisions.The information systems (IS) literature primarily focuses on the persuasiveness of the information in online review sites (

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Section: Social Influence Theorymentioning

confidence: 99%

How social influence through information adoption from online review sites affects collective decision making

Cho

Chan

2019

Enterprise Information Systems

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“…Social Norm Messages (Normative Influence) Normative social influence can be successfully used in persuasive technologies to alter existing behaviour [49,50]. Social norms refer to the beliefs that individuals hold about others in a social group and what others in that social group do or think [51][52][53].…”

Section: Tunnelingmentioning

confidence: 99%

Can We Re-design Social Media to Persuade People to Challenge Misinformation? An Exploratory Study

Gurgun

Arden‐Close

McAlaney

et al. 2023

Lecture Notes in Computer Science

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Persuasive design techniques have often been presented where the desired behaviour is primarily within personal boundaries, e.g., one's own health and learning. Limited research has been conducted on behaviours that require exposure to others, including correcting, confronting mistakes and wrongdoing. Challenging misinformation in others' posts online is an example of such social behaviour. This study draws on the main persuasive system design models and principles to create interfaces on social media to motivate users to challenge misinformation. We conducted a questionnaire (with 250 participants from the UK) to test the influence of these interfaces on willingness to challenge and how age, gender, personality traits, perspective-taking and empathy affected their perception of the persuasiveness of the interfaces. Our proposed interfaces exemplify seven persuasive strategies: reduction, suggestion, self-monitoring, recognition, normative influence, tunneling and liking. Most participants thought existing social media did not provide enough techniques and tools to challenge misinformation. While predefined question stickers (suggestion), private commenting (reduction), and thinking face reactions (liking) were seen as effective ways to motivate users to challenge misinformation, sentence openers (tunneling) was seen as the least influential. Increasing age and perspective taking were associated with increased likelihood of perceived persuasiveness and increasing openness to experience was associated with a reduction in the likelihood of perceived persuasiveness for "predefined question stickers". Increasing openness to experience was associated with increased likelihood of perceived persuasiveness for "thinking face reaction", while increasing age was associated with a reduction in the likelihood of perceived persuasiveness for "private commenting".

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“…We can often find influence principles applied in several applications, especially oriented to social media [17,25,42,45]. Cialdini wrote a reference book for Influence on people [8].…”

Section: Influence Usermentioning

confidence: 99%

Persuasive Events and User's Roles in Mobile-Based Interactive Solutions for Nature Discovery

Fenicio

Laurillau

Calvary

2017

Proceedings of the 14th EAI International Conference on Mobile and Ubiquitous Systems: Computing, Networking and Services

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The exploration and discovery of nature through walking, cycling, touring, trekking and hiking are targeted by this work, part of an on-going research on mobile-based persuasive user interaction. Considering HCI solutions dedicated to discover and explore nature, we uncover the concept of persuasive event and several classes of roles that users may endorse during a long-term usage of such interactive solutions. We claim the importance of these events and roles as, leveraging persuasion, they may contribute to improve nature discovery experience and to sustain motivation through user interaction. In this work we share these insights from our studies on the Mhikes platform, designed for such kind of nature-involved activities. CCS CONCEPTS• Human-centered computing → User models; Graphical user interfaces; Collaborative interaction; HCI theory, concepts and models; Empirical studies in HCI; Interaction design process and methods; Collaborative and social computing theory, concepts and paradigms; • Applied computing → Psychology; Sociology;

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Normative Social Influence in Persuasive Technology: Intensity versus Effectiveness

Cited by 6 publications

References 16 publications

How social influence through information adoption from online review sites affects collective decision making

How social influence through information adoption from online review sites affects collective decision making

Can We Re-design Social Media to Persuade People to Challenge Misinformation? An Exploratory Study

Persuasive Events and User's Roles in Mobile-Based Interactive Solutions for Nature Discovery

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