Persuasive technologies are commonly engineered to change behavior and attitudes of users through persuasion and social influence without using coercion and deception. While earlier research has been extensively focused on exploring the concept of persuasion, the present theory-refining study aims to explain the role of social influence and its distinctive characteristics in the field of persua...

Persuasion is an important element of human communication. But in many situations, we resist rather than embrace persuasive attempts. Resistance to persuasion has been studied in many different disciplines, including communication science, psychology, and marketing. The present paper reviews and connects these diverse literatures, and provides an organizing framework for understanding and study...

While it is widely agreed that obtaining top management support is critical for the success of IT projects, little research has provided prescriptive implications for how such support can be obtained. Much of the prescriptive literature has argued for cognition-based approaches, where managers are persuaded to participate in an IT project using logical arguments and factual evidence. We apply a...

The relationship between speaking rate and attitude change was investigated in two field experiments. Manipulations of speech rate were crossed with (a) credibility of the speaker and (b) complexity of the spoken message. The results suggest that speech rate functions as a general cue that augments credibility; rapid speech enhances persuasion. No support was obtained for information-processing...

It has been argued that the accessibility of persuasion motives elicits distrust in a communicator’s underlying motives and leads to decreased persuasion success. However, this research highlights the fact that salient and positive communicator characteristics (here physical attractiveness) can temper consumers’ attributions of selfish motives and lead to increased behavioral compliance when re...

Discussion is frequently observed in democratic politics, but change in view is rarely observed. Call this the ‘unchanging minds hypothesis’. I assume that a given belief or desire is not isolated, but, rather, is located in a network structure of attitudes, such that persuasion sufficient to change an attitude in isolation is not sufficient to change the attitude as supported by its network. T...

An increasing body of information is being assembled to understand how persuasive technology can be applied to develop successful persuasive health systems. Both technology and human issues contribute to reduced success of some persuasive systems. Neuroscience research has opened the door to improved understanding of how humans process information during attitude formation, attitude change, and...

Our proof is built on Perron-Frobenius theorem, a seminal work in matrix theory (Meyer 2000). By Perron-Frobenius theorem, the power iteration algorithm for predicting top K persuaders converges to a unique C and this convergence is independent of the initialization of C if the persuasion probability matrix P is nonnegative, irreducible, and aperiodic (Heath 2002). We first show that P is nonne...

Recent research has suggested that when people resist persuasion they can perceive this resistance and, under specifiable conditions, become more certain of their initial attitudes (e.g., Z. L. Tormala & R. E. Petty, 2002). Within the same metacognitive framework, the present research provides evidence for the opposite phenomenon--that is, when people resist persuasion, they sometimes become le...

While the concept of presence has been investigated for over 10 years, there have been few studies investigating presence and persuasion. Work in the area of consumer psychology has recently begun to explore the possible connections between aspects of presence and persuasion and have developed a new concept called – transportation imagery model. This paper attempts to demonstrate the similariti...