Fogg and Cialdini's persuasive principles present in different types of e-services' web pages

This work is built on the research done on persuasion by Fogg and Cialdini. It investigates the type and number of persuasive tools applied to the web design of different categories of e-services, them being: e-commerce, e-banking, and e-government. The aim is to provide an insight into a possible link between the type of service provided and the persuasive techniques applied to the web design. The results of this study indicate that e-commerce applies almost all the persuasive tools described both by Fogg and Cialdini, while e-government is the subcategory that applies the least amount of persuasive techniques in their design. This study concludes by discussing the results and highlighting limitations and possible future directions.This work is built on the research done on persuasion by Fogg and Cialdini. It investigates the type and number of persuasive tools applied to the web design of different categories of e-services, them being: e-commerce, e-banking, and e-government. The aim is to provide an insight into a possible link between the type of service provided and the persuasive techniques applied to the web design. The results of this study indicate that e-commerce applies almost all the persuasive tools described both by Fogg and Cialdini, while e-government is the subcategory that applies the least amount of persuasive techniques in their design. This study concludes by discussing the results and highlighting limitations and possible future directions

E-commerce Website With Persuasive Elements

Websites are a form of digital media that is favored because it can reach a wide audience, and the number of users of the internet is constantly increasing. In Indonesia, the number of internet users in 2019 had reached 73.7% of the total population of Indonesia, approximately 196.71 million internet users out of a total of 266.91 million Indonesian people. The website is also used as a medium for electronic transactions (e-commerce websites), to carry out various types of business transactions, in the arena of both goods and services. The purpose of this research was to develop an e-commerce website that was designed using page layouts, text elements, graphic elements, and other elements that can increase the persuasive power of the website. The web development life cycle (WDLC) development model was used, which divides the development stages into five steps, namely: (1) planning; (2) analysis; (3) design and development; (4) testing; and (5) implementation and maintenance. An e-commerce website was produced that comes equipped with persuasive elements. The average score from the assessment by material experts and media experts was 4.71 and 4.70, respectively (both from a scale of 1-5), indicating that the e-commerce website is of high quality. Keywords: website, e-commerce website, persuasiv

On the Impact of Fallacy-based Schemata and Framing Techniques in Persuasive Technologies

Persuasive technologies can adopt several strategies to change the attitudes and behaviors of their users. In this work we present some empirical results stemming from the hypothesis - firstly formulated in [3] - that there is a strong connection between some well known cognitive biases reducible to fallacious argumentative schemata and some of the most common persuasion strategies adopted within digital technologies. In particular, we will report how both framing and fallacious-reducible mechanisms are nowadays used to design web and mobile technologies in domains ranging from e-commerce [4] and news recommendations [1] to the jihadist propaganda. We will also show how and to what extent such persuasive strategies have an impact on nudging the choices of the users in digital environments

Cognitive Biases for the Design of Persuasive Technologies: Uses, Abuses and Ethical Concerns

In the last decades Human-Computer Interaction (HCI) has started to focus attention on “persuasive technologies” having the goal of changing users’ behavior and attitudes according to a predefined direction. In this talk we show how some of the techniques employed in such technologies trigger some well known cognitive biases by adopting a strategy relying on logical fallacies (i.e. forms of reasoning which are logically invalid but psychologically persuasive). In particular, we will show how the mechanisms reducible to logical fallacies are used to design web and mobile interfaces in domains ranging from the e-commerce to the jihadist propaganda. The final part of the talk will be devoted to point out the potential ethical dangers related to the misuse of these techniques in the design of persuasive technologies

EFFECTS OF DIGITAL PSYCHOLOGY ON CONSUMER BEHAVIOUR ONLINE BUYING BEHAVIOUR (A STUDY OF JUMIA)

The increasing use of digital psychology techniques in the online space has caused apprehension regarding their potential influence on consumer behaviour. The moderating effect of digital psychology on consumer online buying behaviour were examined in this study. The investigation was conducted in Jumia pick-up station, Federal Poly Ilaro. This investigation used the combination of descriptive and qualitative methodologies. The actual figure of the users of Jumia pick-up station, Federal Poly Ilaro could not be determined at the time of carrying out this research. Hence, the population is tagged as infinite, the researcher used a sample determination formula developed by Cochran (1977) for an infinite population. The Statistical Package for the Social Sciences (SPSS) Version 27 was utilized and in this study, regression analysis was conducted using Structural Equation Modelling (SEM) in Analysis of Moment Structures (AMOS) Version 26. The findings showed that web design/user experience, social proof, persuasive language and emotional trigger has a significant effect on consumer online buying behaviour. It can be concluded that businesses should prioritize web design and user experience of their e-commerce websites. E-commerce platforms should actively encourage and display customer reviews, ratings, and testimonials to leverage social proof by providing evidence of positive experiences from previous customers. E-commerce platforms should carefully craft persuasive language in their communication strategies. By emphasizing the benefits of products or services, creating a sense of urgency, and using compelling language, businesses can enhance consumers' behaviour to engage and make purchases. E-commerce platforms should also incorporate effective emotional triggers to enhance consumers' online buying behaviour. By utilizing emotionally engaging content, such as storytelling or appealing to consumers' aspirations, businesses can capture their attention and facilitate better information processing and retentio

Dimensions of web site credibility and their relation to active trust and behavioural impact

This paper discusses two trends that threaten to undermine the effectiveness of online social marketing interventions: growing mistrust and competition. As a solution, this paper examines the relationships between Web site credibility, target audiences’ active trust and behaviour. Using structural equation modelling to evaluate two credibility models, this study concludes that Web site credibility is best considered a three-dimensional construct composed of expertise, trustworthiness and visual appeal, and that trust plays a partial mediating role between Web site credibility and behavioural impacts. The paper examines theoretical implications of conceptualizing Web sites according to a human credibility model, and factoring trust into Internet-based behavioural change interventions. Practical guidelines suggest ways to address these findings when planning online social marketing interventions

EVALUATION OF THE PERSUASIVE DESIGN PRINCIPLES IN A WEB-BASED PRAYER APP

Persuasive technology is an approach to designing persuasive systems. The ultimate goal of PT is to enable users of persuasive systems to achieve their desired behavior change without any form of coercion. Based on the persuasive system model, persuasive technology has found application in several domains like Health and Wellness, Education, E-commerce, etc with varying degrees of results, etc. but has found a paucity of studies in the domain of religion and religious application. The rate of engagement with some prayer apps in comparison to other religious-based apps like bible study and worship apps is low. Such apps include daily prayer, pray as you go, and prayer mate. The above findings birthed the need for a design that would be persuasive and goal driven. The goals set to be achieved in this study are to identify the most effective persuasive strategies within its principles for the design of a progressive web app to influence strong adherence to prayer behavior, to evaluate the most persuasive strategy through the system use, and the strategy that encourages more engagement. Using Scopus, ScienceDirect, and Google Scholar, works of literature were situated in 54 papers to find dominant strategies incorporated in different domains to select the most relevant ones in building a persuasive system. The selected strategies were used to design a model which was then converted into a functional and credible system. The Persuasive Potential Questionnaire was adopted to evaluate the user’s susceptibility to the system. The result shows nine strategies are dominant in the PT domains and that personalization is the most persuasive strategy and that social comparison is the least persuasive. This will help researchers to broaden their scope in this domain to investigate some other strategies that will be relevant in such systems as these which will also help the designer to easily select some strategies already investigated to be persuasive in this context. Lastly, this study will help users in engaging continuously with the system for the desired behavior which will eventually lead to continuity in the desired behavior even without the persuasive system