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Persuasion Theories and IT Design

2007; Springer Science+Business Media; Linguagem: Inglês

10.1007/978-3-540-77006-0_37

1611-3349

Marja Harjumaa, Harri Oinas‐Kukkonen,

Opinion Dynamics and Social Influence

A growing number of information technology systems and services are being developed for persuasive purposes, i.e. to change users' attitudes or behaviour or both. This paper proposes a taxonomy of general persuasive approaches, with interpersonal, computer-mediated and human-computer persuasion as the key types. It also recognizes and briefly describes related theories from social psychology, namely information processing theory, cognitive consistency theory, the elaboration likelihood model and Cialdini's influence techniques.