Table Of ContentLecture Notes in Computer Science 3962
Commenced Publication in 1973
Founding and Former Series Editors:
Gerhard Goos, Juris Hartmanis, and Jan van Leeuwen
Editorial Board
David Hutchison
Lancaster University, UK
Takeo Kanade
Carnegie Mellon University, Pittsburgh, PA, USA
Josef Kittler
University of Surrey, Guildford, UK
Jon M. Kleinberg
Cornell University, Ithaca, NY, USA
Friedemann Mattern
ETH Zurich, Switzerland
John C. Mitchell
Stanford University, CA, USA
Moni Naor
Weizmann Institute of Science, Rehovot, Israel
Oscar Nierstrasz
University of Bern, Switzerland
C. Pandu Rangan
Indian Institute of Technology, Madras, India
Bernhard Steffen
University of Dortmund, Germany
Madhu Sudan
Massachusetts Institute of Technology, MA, USA
Demetri Terzopoulos
University of California, Los Angeles, CA, USA
Doug Tygar
University of California, Berkeley, CA, USA
MosheY. Vardi
Rice University, Houston, TX, USA
Gerhard Weikum
Max-Planck Institute of Computer Science, Saarbruecken, Germany
Wijnand IJsselsteijn Yvonne de Kort
Cees Midden Berry Eggen
Elise van den Hoven (Eds.)
Persuasive
Technology
First International Conference on Persuasive Technology
for HumanWell-Being, PERSUASIVE 2006
Eindhoven, The Netherlands, May 18-19, 2006
Proceedings
13
Volume Editors
Wijnand IJsselsteijn
Yvonne de Kort
Cees Midden
Eindhoven University of Technology
Technology Management
P.O.Box 513, 5600 MB Eindhoven, The Netherlands
E-mail: {w.a.ijsselsteijn,y.a.w.d.kort,c.j.h.midden}@tue.nl
Berry Eggen
Elise van den Hoven
Eindhoven University of Technology
Industrial Design
P.O. Box 513, 5600 MB Eindhoven, The Netherlands
E-mail: {j.h.eggen,e.v.d.hoven}@tue.nl
Library of Congress Control Number: 2006925249
CR Subject Classification (1998): H.5, H.1, J.3-4, K.4.1, I.6, I.2.0, I.2.6
LNCS Sublibrary: SL 3 – Information Systems and Application, incl. Internet/Web
and HCI
ISSN 0302-9743
ISBN-10 3-540-34291-5 Springer Berlin Heidelberg NewYork
ISBN-13 978-3-540-34291-5 Springer Berlin Heidelberg NewYork
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Preface
Persuasive technology is the general class of technology that has the explicit purpose
of changing human attitudes and behaviours. Persuasive technologies apply principles
of social psychology in influencing people; principles of credibility, trust, reciprocity,
authority and the like. Social psychologists have spent a great deal of effort over
many years in trying to understand how attitude and behaviour change comes about,
focusing on the effectiveness of human persuaders, and the persuasive power of
messages delivered through non-interactive mass-media, such as newspapers or
television. Harnessing the persuasive power of current interactive media, persuasive
technology was recently identified as a separate research field, as evidenced by B.J.
1
Fogg’s first discussion of the domain . Fogg characterises computers designed to
2
persuade as the 5th major wave in computing . The scope of technologies that hold
persuasive potential is broader than ICT alone, and includes persuasive product
design and architectural design, yet the interactive nature of computers uniquely
enables user-sensitive and user-adaptive responding, allowing persuasive messages to
be tailored to the specific user in question, presented at the right place and at the right
time, thereby heightening their likely persuasive impact.
Persuasive technology has rapidly been gaining the attention of the HCI
community, as is testified by the increasing number of publications in this area over
recent years. However, to date, no international forum was exclusively devoted to
provide a scientific platform for the specific cross-section of social psychology and
computer science focused on the study of persuasive technology. PERSUASIVE 2006
was the first international conference entirely geared towards communicating the
progress made in the area of persuasive technology, presenting recent results in
theory, design, technology and evaluation.
In the PERSUASIVE 2006 conference, a particular emphasis was put on those
applications that serve a beneficial purpose for humans in terms of increasing health,
comfort, and well-being, improving personal relationships, stimulating learning and
education, improving environmental conservation, et cetera. The conference aimed to
bring together a number of different research fields, including, but not limited to,
social psychology, HCI, computer science, industrial design, engineering, game
design, environmental psychology, communication science, and human factors. In
addition, we tried to appeal to people particularly active in areas such as health care
delivery, education, civic affairs, and sustainability, as those areas related to human
well-being were particularly targeted through this conference.
PERSUASIVE 2006 was organised as a two-day event with full papers, short
papers, posters, and special sessions. The conference programme included two invited
keynote speakers, B.J. Fogg from Stanford University, USA, and Johan Redström
1
B.J. Fogg (1997). Captology: The study of computers as persuasive technologies. Conference
on Human Factors in Computing Systems - CHI 97 Extended Abstracts, Atlanta, Georgia,
USA, March 22-27, 1997.
2
B.J. Fogg (2003). Motivating, influencing and persuading users. In: J.A. Jacko & A. Sears,
The Human-Computer Interaction Handbook. Mahwah, NJ, LEA publishers.
V I Preface
from the Interactive Institute in Sweden. The programme was structured along the
lines of the following three major themes:
• Psychological principles of persuasive technology
• Persuasive technology: Theory and modelling
• Persuasive technology: Design, applications and evaluations.
In addition, three special sessions were organised, highlighting topic areas that
deserve particular attention in the context of persuasive technology:
• Ambient intelligence and persuasive technology
• Persuasive gerontechnology
• Ethics of persuasive technology.
The PERSUASIVE 2006 proceedings contain all accepted full and short papers,
and some of the keynote and special session papers. The accepted papers were
selected from the set of submitted papers through a carefully conducted review
process, using blind peer-review. Each long paper received 3 reviews, each short
paper at least 2. In cases of doubt (e.g., large variability between reviewers’ opinions),
two of the proceedings editors performed an additional review and debated the paper's
strengths and weaknesses, after which a decision followed. We strongly believe this
review process has resulted in a final set of accepted full and short papers that is of
high quality and innovative value. We are greatly indebted to the members of the
programme committee for their excellent work in reviewing the submitted papers and
selecting the best papers for presentation at the conference and inclusion in the current
LNCS volume. We note here that adjunct proceedings containing extended abstracts
for posters were published separately.
PERSUASIVE 2006 was hosted by the Eindhoven University of Technology
(TU/e), in Eindhoven, The Netherlands, as a joint effort between the Departments of
Technology Management and Industrial Design, on May 18–19, 2006. We gratefully
acknowledge the support from both these departments at TU/e, the JF Schouten
School for Research in User-System Interaction, the Royal Netherlands Academy of
Arts and Sciences (KNAW), SenterNovem IOP Human-Machine Interaction (IOP-
MMI), the Rathenau Institute, and Philips. Moreover, we would like to thank all of
those who supported the organisation of PERSUASIVE 2006 and who worked hard to
make it a success, including Andrés Lucero, for designing the website and conference
materials, our secretarial and logistics support, and student volunteers.
It is our hope that the conference helped to create common ground between the
diverse areas that constitute this new and exciting research field. Moreover, we hope
that this LNCS volume will contribute to the building of a community of scientists
and designers that will direct their efforts towards the field of persuasive technology
in the service of human well-being.
March 2006 Wijnand IJsselsteijn
Yvonne de Kort
Cees Midden
Berry Eggen
Elise van den Hoven
Organisation
Organising Committee PERSUASIVE 2006
Programme Chair:
Cees Midden (Eindhoven University of Technology)
Programme Vice-Chair:
Berry Eggen (Eindhoven University of Technology)
Organisers:
Wijnand IJsselsteijn (Eindhoven University of Technology)
Yvonne de Kort (Eindhoven University of Technology)
Treasurer:
Elise van den Hoven (Eindhoven University of Technology)
Graphics Design:
Andrés Lucero (Eindhoven University of Technology)
Sponsoring Organisations
Eindhoven University of Technology
Eindhoven University of Technology, Department of Technology Management
Eindhoven University of Technology, Department of Industrial Design
J.F. Schouten School for Research in User-System Interaction
Royal Netherlands Academy of Arts and Sciences (KNAW)
SenterNovem IOP Human-Machine Interaction (IOP-MMI)
Rathenau Institute
Philips
Scientific Review Committee
Mariano Alcañiz, Polytechnic University of Valencia, Spain
Jeremy Bailenson, Stanford University, USA
Gary Bente, University of Cologne, Germany
Frank Biocca, Michigan State University, USA
Don Bouwhuis, Eindhoven University of Technology, Netherlands
Tony Brooks, Aalborg University Esbjerg, Denmark
Prabu David, Ohio State University, USA
Kees Dorst, Eindhoven University of Technology, Netherlands
Arie Dijkstra, Groningen University, Netherlands
Berry Eggen, Eindhoven University of Technology, Netherlands
V III Organisation
Brian Fogg, Stanford University, USA
Jonathan Freeman, University of London, Goldsmiths College, UK
Luciano Gamberini, University of Padua, Italy
Curt Haugtvedt, Ohio State University, USA
Elise van den Hoven, Eindhoven University of Technology, Netherlands
Wijnand IJsselsteijn, Eindhoven University of Technology, Netherlands
Stephen Intille, Massachusetts Institute of Technology, USA
Yvonne de Kort, Eindhoven University of Technology, Netherlands
Simone Maase, Eindhoven University of Technology, Netherlands
Panos Markopoulos, Eindhoven University of Technology, Netherlands
Judith Masthoff, University of Aberdeen, UK
Teddy McCalley, Eindhoven University of Technology, Netherlands
Anneloes Meijnders, Eindhoven University of Technology, Netherlands
Cees Midden, Eindhoven University of Technology, Netherlands
Beth Mynatt, Georgia Institute of Technology, USA
Johan Redström, Interactive Institute, Sweden
Boris de Ruyter, Philips Research, Netherlands
Timo Saari, Center for Knowledge and Innovation Research, Finland
Albrecht Schmidt, University of Munich, Germany
Peter de Vries, Twente University, Netherlands
Tamar Weiss, University of Haifa, Israel
Stephan Wensveen, Eindhoven University of Technology, Netherlands
Table of Contents
Persuasive Technology for Human Well-Being: Setting the Scene
Wijnand IJsselsteijn, Yvonne de Kort, Cees Midden, Berry Eggen,
Elise van den Hoven . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Psychological Principles of Persuasive Technology
The Six Most Powerful Persuasion Strategies (Abstract)
B.J. Fogg . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Changing Induced Moods Via Virtual Reality
Rosa Mar´ıa Ban˜os, V´ıctor Lian˜o, Cristina Botella, Mariano Alcan˜iz,
Bel´en Guerrero, Beatriz Rey . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Technology Adds New Principles to Persuasive Psychology: Evidence
from Health Education
Arie Dijkstra . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Persuasiveness of a Mobile Lifestyle Coaching Application Using Social
Facilitation
Roland Gasser, Dominique Brodbeck, Markus Degen, Ju¨rg Luthiger,
Remo Wyss, Serge Reichlin . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Cueing Common Ecological Behaviors to Increase Environmental
Attitudes
Gert Cornelissen, Mario Pandelaere, Luk Warlop . . . . . . . . . . . . . . . . . . 39
Persuasive Appliances: Goal Priming and Behavioral Response to
Product-Integrated Energy Feedback
Teddy McCalley, Florian Kaiser, Cees Midden, Merijn Keser,
Maarten Teunissen . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45
The Persuasive Power of Mediated Risk Experiences
Anneloes Meijnders, Cees Midden, Teddy McCalley . . . . . . . . . . . . . . . . 50
Social Presence as a Conduit to the Social Dimensions of Online Trust
Peter de Vries . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 55
Persuasive Technology: Theory and Modelling
Feeling Strangely Fine: The Well-Being Economy in Popular Games
Pippin Barr, Rilla Khaled, James Noble, Robert Biddle . . . . . . . . . . . . . 60
X Table of Contents
Our Place or Mine? Exploration into Collectivism-Focused Persuasive
Technology Design
Rilla Khaled, Pippin Barr, James Noble, Ronald Fischer,
Robert Biddle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72
Persuasion Artifices to Promote Wellbeing
Fiorella de Rosis, Irene Mazzotta, Maria Miceli, Isabella Poggi . . . . . . 84
Well-Being to “Well Done!”: The Development Cycle in Role-Playing
Games
Pippin Barr, Rilla Khaled, James Noble, Robert Biddle . . . . . . . . . . . . . 96
Using Computational Agents to Motivate Diet Change
Chris Creed . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 100
Investigating Social Software as Persuasive Technology
Rilla Khaled, Pippin Barr, James Noble, Robert Biddle . . . . . . . . . . . . . 104
Towards an Architecture for an Adaptive Persuasive System
Hien Nguyen, Judith Masthoff . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 108
Persuasive Technology: Design, Applications and
Evaluations
Persuasive Design: Fringes and Foundations
Johan Redstr¨om . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 112
The PowerHouse: A Persuasive Computer Game Designed to Raise
Awareness of Domestic Energy Consumption
Magnus Bang, Carin Torstensson, Cecilia Katzeff . . . . . . . . . . . . . . . . . 123
Break the Habit! Designing an e-Therapy Intervention Using a Virtual
Coach in Aid of Smoking Cessation
Jorne Grolleman, Betsy van Dijk, Anton Nijholt,
Andr´ee van Emst . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 133
Persuasive Technologies in Education: Improving Motivation to Read
and Write for Children
Andr´es Lucero, Rodrigo Zuloaga, Selene Mota, Felipe Mun˜oz . . . . . . . . 142
Communication and Persuasion Technology: Psychophysiology of
Emotions and User-Profiling
Egon L. van den Broek, Marleen H. Schut, Kees Tuinenbreijer,
Joyce H.D.M. Westerink . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 154
Table of Contents XI
Effect of a Virtual Coach on Athletes’ Motivation
Anke Eyck, Kelvin Geerlings, Dina Karimova, Bernt Meerbeek,
Lu Wang, Wijnand IJsselsteijn, Yvonne de Kort, Michiel Roersma,
Joyce Westerink . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 158
Self-management of Vascular Patients Activated by the Internet and
Nurses: Rationale and Design
Bertine M.B. Goessens, Frank L.J. Visseren, Alexander C. Geerts,
Judith Wierdsma, Hubertus W. van den Borne, Ale Algra,
Yolanda van der Graaf . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 162
Visualizing Energy Consumption of Radiators
Magnus Gyllensward, Anton Gustafsson, Magnus Bang . . . . . . . . . . . . . 167
Ethics of Persuasive Technology
Captology: A Critical Review
Bernardine M.C. Atkinson . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 171
Persuasive Gerontechnology
Persuasive GERONtechnology: An Introduction
Johanna E.M.H. van Bronswijk . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 183
Persuasive Technology for Leisure and Health: Development of a
Personal Navigation Tool
Claudine McCreadie, Jonathan Raper, Anil Gunesh, Jo Wood,
Kevin Carey, Helen Petrie, Lucy Wood, Ordnance Survey,
Steve Tyler, Simon Biggs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 187
Persuasive Story Table: Promoting Exchange of Life History Stories
Among Elderly in Institutions
Kees Knipscheer, Jasper Nieuwesteeg, Johan Oste . . . . . . . . . . . . . . . . . . 191
Persuasive Pillboxes: Improving Medication Adherence with Personal
Digital Assistants
Anthony A. Sterns, Christopher B. Mayhorn . . . . . . . . . . . . . . . . . . . . . . 195
Persuasive GERONtechnology: Reaping Technology’s Coaching
Benefits at Older Age
James L. Fozard, William D. Kearns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 199
