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首页> 外文会议>International Conference on Persuasive Technology >Actual Persuasiveness: Impact of Personality, Age and Gender on Message Type Susceptibility
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Actual Persuasiveness: Impact of Personality, Age and Gender on Message Type Susceptibility

机译：实际说服性：人格，年龄和性别对消息类型易感性的影响

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Persuasive technologies use a variety of strategies and principles to encourage people to adopt and maintain beneficial behaviours and attitudes. In this paper we investigate the influence of Cialdini's seven persuasive principles on people's choices, actions and behaviour. In contrast to related work investigating perceived persusaion, this study analyses actual persuasion. We also investigate the impact of personality, age and gender on people's susceptibility to different message types. Furthermore, we investigate if people's susceptibility to different persuasive messages is consistent over time. The findings suggest that certain persuasive principles have a greater influence on a person's actions than others, with Reciprocity and Liking being the most effective. Our results differ from work investigating perceived persuasiveness, suggesting that what people perceive to be more persuasive is not necessarily what will persuade them to perform an action. Moreover, the study showed that people's susceptibility to different principles is dependent on their personality traits, and it remains constant with time. The findings from this study have implications for future work on personalising persuasive strategies and designing digital behaviour change interventions.
机译：有说服力的技术使用各种策略和原则来鼓励人们采取和维护有益的行为和态度。在本文中，我们研究了Cialdini的七个有说服力原则对人们选择，行动和行为的影响。与相关的工作相比，调查被感知的持有性，这项研究分析了实际的劝说。我们还调查人格，年龄和性别对人民对不同信息类型的影响的影响。此外，我们调查人们对不同说服性信息的易感性随着时间的推移是一致的。调查结果表明，某些有说服力的原则对一个人的行为产生了更大的影响，而互惠性和喜欢是最有效的。我们的结果与调查感知的有说服力的工作不同，这表明人们认为更有说服力是什么不一定会使他们履行行动。此外，该研究表明，人们对不同原则的易感性取决于他们的个性特征，并且随着时间的推移保持不变。本研究的调查结果对未来的工作有关个性化的说服策略和设计数字行为改变干预措施。

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