Adapting Healthy Eating Messages to Personality

Thomas, Rosemary Josekutty; Masthoff, Judith; Oren, Nir

doi:10.1007/978-3-319-55134-0_10

Cited by 22 publications

(17 citation statements)

References 22 publications

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“…In their context, emotional stability appeared to be a decisive factor for this selection. Other research has reached similar conclusions [16,17]. A promising way to tailor a persuasive strategy, which has not been explored before, is to use an end user’s motivation to work on his or her health as the main decisive factor.…”

Section: Introductionsupporting

confidence: 53%

“…The growing interest in persuasive eHealth design has mainly approached the use of persuasive features as a one-size-fits-all solution, which is strange, as personalization is one of the recommendations in the seminal overview of persuasive features by Oinas-Kukkonen [6]. Only recently have some studies focused on the use of personalized approaches toward offering persuasive eHealth features [15,16]. This study, however, is the first to use the end user’s motivation to act healthy as a main component in the user model and, thus, as a decisive factor for tailoring the persuasive approach.…”

Section: Discussionmentioning

confidence: 99%

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Tailoring Persuasive Electronic Health Strategies for Older Adults on the Basis of Personal Motivation: Web-Based Survey Study

Velsen¹,

Broekhuis²,

Jansen-Kosterink³

et al. 2019

J Med Internet Res

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BackgroundPersuasive design, in which the aim is to change attitudes and behaviors by means of technology, is an important aspect of electronic health (eHealth) design. However, selecting the right persuasive feature for an individual is a delicate task and is likely to depend on individual characteristics. Personalization of the persuasive strategy in an eHealth intervention therefore seems to be a promising approach.ObjectiveThis study aimed to develop a method that allows us to model motivation in older adults with respect to leading a healthy life and a strategy for personalizing the persuasive strategy of an eHealth intervention, based on this user model.MethodsWe deployed a Web-based survey among older adults (aged >60 years) in the Netherlands. In the first part, we administered an adapted version of the revised Sports Motivation Scale (SMS-II) as input for the user models. Then, we provided each participant with a selection of 5 randomly chosen mock-ups (out of a total of 11), each depicting a different persuasive strategy. After showing each strategy, we asked participants how much they appreciated it. The survey was concluded by addressing demographics.ResultsA total of 212 older adults completed the Web-based survey, with a mean age of 68.35 years (SD 5.27 years). Of 212 adults, 45.3% were males (96/212) and 54.7% were female (116/212). Factor analysis did not allow us to replicate the 5-factor structure for motivation, as targeted by the SMS-II. Instead, a 3-factor structure emerged with a total explained variance of 62.79%. These 3 factors are intrinsic motivation, acting to derive satisfaction from the behavior itself (5 items; Cronbach alpha=.90); external regulation, acting because of externally controlled rewards or punishments (4 items; Cronbach alpha=.83); and a-motivation, a situation where there is a lack of intention to act (2 items; r=0.50; P<.001). Persuasive strategies were appreciated differently, depending on the type of personal motivation. In some cases, demographics played a role.ConclusionsThe personal type of motivation of older adults (intrinsic, externally regulated, and/or a-motivation), combined with their educational level or living situation, affects an individual’s like or dislike for a persuasive eHealth feature. We provide a practical approach for profiling older adults as well as an overview of which persuasive features should or should not be provided to each profile. Future research should take into account the coexistence of multiple types of motivation within an individual and the presence of a-motivation.

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Section: Introductionsupporting

confidence: 53%

Section: Discussionmentioning

confidence: 99%

Tailoring Persuasive Electronic Health Strategies for Older Adults on the Basis of Personal Motivation: Web-Based Survey Study

Velsen¹,

Broekhuis²,

Jansen-Kosterink³

et al. 2019

J Med Internet Res

View full text Add to dashboard Cite

show abstract

“…Such a strategy can include a variety of persuasion techniques such as social proof, authority and scarcity. The effectiveness of the strategy can be assessed through experiments like A/B testing and randomized controlled trials (Avtgis, 1998;de Carolis and Mazzotta, 2017;Ciocarlan et al, 2019;Dodoo and Padovano, 2020;Hirsh et al, 2012;Josekutty Thomas et al, 2017).The results can be used to refine and optimize the strategy. Braca and Dondio (2023) proposed a prototype that employs ML techniques to predict and evaluate persuasive strategies utilising separate training and test data sets to estimate the level of influence of different techniques.…”

Section: Persuasion Techniques Using Data Science and The Elm Modelmentioning

confidence: 99%

Developing Persuasive Systems for Marketing: The interplay of persuasion techniques, customer traits and persuasive message design.

Braca

Dondio

2023

Preprint

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This paper presents a comprehensive review of persuasion techniques and their applications in the context of designing persuasive communication systems for marketing purposes. The study provides a condensed taxonomy of techniques and offer examples to guide the development of effective persuasive messages. Furthermore, the paper explores how attitudes, personality traits, and emotions can be leveraged as input data in predictive models, including machine learning approaches. The study's findings offer valuable insights for the design and implementation of persuasive communication systems across diverse contexts, including marketing and advertising, public health campaigns, and political messaging. This paper has the potential to serve as a valuable resource for both researchers and practitioners seeking to enhance their understanding of the science of persuasion, as it synthesizes existing literature and provides practical examples. In this way, the paper contributes to the field of persuasion research and practice, serving as a valuable tool for those seeking to expedite and deepen their knowledge of persuasive communication.

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“…A useful framework of persuasive strategies is Cialdini's set of principles of persuasion (Cialdini, 2006 ). These principles have been shown to be effective in a myriad of behavioral change domains, such as healthy eating (Thomas et al, 2017 ), fostering pro‐environmental behavior (Reese et al, 2014 ), and compliance with hygiene regulations (de Lange et al, 2012 ; Gaube et al, 2020 ). Furthermore, there is abundant evidence for their effectiveness in other compliance domains, such as tax compliance, blood donation requests, and charity donation requests (e.g., Cialdini & Ascani, 1976 ).…”

Section: Introductionmentioning

confidence: 99%

“…As a consequence, people are more likely to comply with requests of an authority (Dolinksi et al, 2020 ). For example, research shows that people are more likely to comply with recommendations for a healthier diet when it is supported by a dietician (Thomas et al, 2017 ). Commitment and consistency refer to our tendency to be consistent in our actions.…”

Section: Introductionmentioning

confidence: 99%

Applying persuasive messages to reduce public outdoor smoking: A pseudo‐randomized controlled trial

Nijssen

Müller

Gallinat

et al. 2022

Applied Psych Health & Well

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Despite efforts to create dedicated smoking areas and no-smoking signs, many smokers continue to light their cigarettes in front of public building entrances-leading to concerns over health consequences for non-smokers passing by. To increase compliance with no-smoking requests, behavioral interventions that tap into habitual and automatic processes seem promising. A pseudorandomized controlled trial was conducted to assess the differential impact of seven behavioral interventions based on Cialdini's principles of persuasion. Over a period of 9 weeks, the number of smokers was counted (total n = 17,930 observations) in front of a German University Medical Center. Relative to a baseline and a

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Adapting Healthy Eating Messages to Personality

Cited by 22 publications

References 22 publications

Tailoring Persuasive Electronic Health Strategies for Older Adults on the Basis of Personal Motivation: Web-Based Survey Study

Tailoring Persuasive Electronic Health Strategies for Older Adults on the Basis of Personal Motivation: Web-Based Survey Study

Developing Persuasive Systems for Marketing: The interplay of persuasion techniques, customer traits and persuasive message design.

Applying persuasive messages to reduce public outdoor smoking: A pseudo‐randomized controlled trial

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