Persuasive technology

Article By:

Oinas-Kukkonen, Harri Department of Information Processing Science, University of Oulu, Oulu, Finland.

Last reviewed:June 2019

DOI:https://doi.org/10.1036/1097-8542.501030

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• Persuasive technology, published June 2014:Download PDF Get Adobe Acrobat Reader

An interactive technology intentionally designed for the purpose of changing users' attitudes or behaviors without coercion or deception. Persuasive technology melds the fields of psychology and information/communication systems. Researchers are utilizing persuasive technology as a tool to influence, promote, or even change the behaviors, feelings, or thoughts of an individual through the voluntary use of various electronic devices, including computers, mobile phones, wireless technologies, mobile applications, and video games. Also referred to as captology (which incorporates the CAPT acronym, which stands for computers as persuasive technologies), persuasive technology relies upon the increased interactivity and engagement of individuals with modern information and communication technologies, which can provide many opportunities for influencing the behaviors of information-system users. For example, the fostering of healthier lifestyles through Web access and applications (Fig. 1) has become one of the most prominent areas for health-care improvement, and other application areas include directing users toward promoting greener energy behaviors and using stronger passwords in their Web accounts. Psychological theories, including the elaboration likelihood model, can be used to explain some of these behavioral changes. The elaboration likelihood model suggests that there are two routes for persuading people. Approaching through the central route underscores reason and argument, whereas approaching through the peripheral route builds upon emotions, social cues, and often several arguments. Other theories of persuasion suggest that there are six generic persuasive strategies to influence people's behaviors: social proof, scarcity, reciprocity, liking, commitment and consistency, and authority. See also: Brain; Information processing (psychology); Information theory; Internet; Psychology; World Wide Web

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