Research Paper (postgraduate) from the year 2011 in the subject Business economics - Business Management, Corporate Governance, grade: A, Harvard University (Harvard Business School), course: Psychology of Strategic Leadership, language: English, abstract: 1. Introduction Much has been written on which types of people have more influence, are more successful negotiators and the techniques related to persuasion. However, this assumes that most people have the ability to enter a situation and accurately judge their audiences and respond accordingly to cues and effectively use numerous appropriate persuasion techniques. The ongoing hypotheses in the literature is that all people are equal when it comes to persuasion, whereas in practice we may use how much somebody cares about when it is one friend and using social pressure on another friend depending on that friend’s characteristics. Very little research has been done on how the identity of the audience changes their responsiveness to different persuasion techniques. The authors of this paper examine how the responsiveness to Cialdini’s six persuasion techniques varies by gender, cultural background and personality type. Each of the techniques is briefly described in the table below. Our results show that there are indeed differences in responsiveness to techniques depending on demographic and personality differences. 2. Theoretical background 2.1 Personality and persuasion 2.1.1 Five-factor model of personality Fifty years ago, Tupes and Christal (1961) established a five-factor model of personal traits (often termed the Big Five) consisting of neuroticism, extraversion, openness to experience, agreeableness and conscientiousness.2 Today, this framework is widely used to describe the most important aspects of personalities.3 Several studies showed that the five traits are stable over time and can be applied across cultures.4 Table 2 lists the most representative attributes of the extremes for each of the five factors. 2.1.2 Personality and persuasibility Already before the five-factor personality model was created, Hovland et al. (1953) and Janis et al. (1959) studied personality factors related to persuasibility. In their Yale studies, the authors tested selected personal characteristics such as self esteem, richness of fantasy and interpersonal aggressiveness with regards to susceptibility to persuasion.7 These studies triggered further persuasion research which expanded to personal attributes such as anxiety, dogmatism and need for cognition.8 The following paragraphs summarize major findings regarding the five personality traits’ susceptibility to persuasion.

With the majority of commercial transaction now happening online, companies of all shapes and sizes face an unprecedented level of competition to win over and retain new business. In this edition of Webs of Influence, Nathalie Nahai brings together the latest insights from the world of psychology, neuroscience and behavioural economics to explain the underlying dynamics and motivations behind consumer behaviour. This book will show you how to apply specific principles to improve your marketing, products and websites, enabling you to engage with your customers in a more meaningful way. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

The Psychology of Fraud, Persuasion and Scam Techniques provides an in-depth explanation of not only why we fall for scams and how fraudsters use technology and other techniques to manipulate others, but also why fraud prevention advice is not always effective. Starting with how fraud victimisation is perceived by society and why fraud is underreported, the book explores the different types of fraud and the human and demographic factors that make us vulnerable. It explains how fraud has become increasingly sophisticated and how fraudsters use communication, deception and theories of rationality, cognition and judgmental heuristics, as well as specific persuasion and scam techniques, to encourage compliance. Covering frauds including romance scams and phishing attacks such as advance fee frauds and so-called miracle cures, the book explores ways we can learn to spot scams and persuasive communication, with checklists and advice for reflection and protection. Featuring a set of practical guidelines to reduce fraud vulnerability, advice on how to effectively report fraud and educative case studies and examples, this easy-to-read, instructive book is essential reading for fraud prevention specialists, fraud victims and academics and students interested in the psychology of fraud.

This book constitutes the refereed proceedings of the 18th International Conference on Persuasive Technology, PERSUASIVE 2023, held in Eindhoven, The Netherlands, April 19–21, 2023. The 24 full papers and 2 short papers included in this book were carefully reviewed and selected from 69 submissions. They were organized in topical sections as follows: Persuasive Technologies in Virtual and Augmented Reality; Persuasive Strategies; Persuasive Design and Applications; Methods for Tailoring and Personalisation; Artificial Persuasive Agents; Gamification; and Personal Factors in Persuasion.

This book constitutes the refereed proceeding of the 23rd International Conference on Collaboration and Technology, CRIWG 2017, held in Saskatoon, Canada, in August 2017. The 14 full papers presented together with 5 work-in-progress papers were carefully reviewed and selected from 33 submissions. The papers focus on collaboration technology design, development, and evaluation. The background research is influenced by a number disciplines, such as computer science, management science, information systems, engineering, psychology, cognitive sciences, and social sciences

This book presents the proceedings of the 20th Congress of the International Ergonomics Association (IEA 2018), held on August 26-30, 2018, in Florence, Italy. By highlighting the latest theories and models, as well as cutting-edge technologies and applications, and by combining findings from a range of disciplines including engineering, design, robotics, healthcare, management, computer science, human biology and behavioral science, it provides researchers and practitioners alike with a comprehensive, timely guide on human factors and ergonomics. It also offers an excellent source of innovative ideas to stimulate future discussions and developments aimed at applying knowledge and techniques to optimize system performance, while at the same time promoting the health, safety and wellbeing of individuals. The proceedings include papers from researchers and practitioners, scientists and physicians, institutional leaders, managers and policy makers that contribute to constructing the Human Factors and Ergonomics approach across a variety of methodologies, domains and productive sectors. This volume includes papers addressing the following topics: Human Simulation and Virtual Environments, Work With Computing Systems (WWCS), and Process Control.

This two-volume set LNCS 12792 and 12793 constitutes the refereed proceedings of the Third International Conference on Adaptive Instructional Systems, AIS 2021, held as part of the 23rd International Conference, HCI International 2021, which took place in July 2021. Due to COVID-19 pandemic the conference was held virtually. The total of 1276 papers and 241 posters included in the 39 HCII 2021 proceedings volumes was carefully reviewed and selected from 5222 submissions. The papers of AIS 2021, Part II, focus on Learner Modelling and State Assessment in AIS.

This book constitutes the refereed proceedings of the 15th International Conference on Persuasive Technology, PERSUASIVE 2020, held in Aalborg, Denmark, in April 2020. The 18 full papers presented in this book were carefully reviewed and selected from 79 submissions. The papers are grouped in the following topical sections: methodological and theoretical perspectives on persuasive design; persuasive in practice, digital insights; persuasive technologies for health and wellbeing; persuasive solutions for a sustainable future; and on security and ethics in persuasive technology.

Whether users are likely to accept the recommendations provided by a recommender system is of utmost importance to system designers and the marketers who implement them. By conceptualizing the advice seeking and giving relationship as a fundamentally social process, important avenues for understanding the persuasiveness of recommender systems open up. Specifically, research regarding influential factors in advice seeking relationships, which is abundant in the context of human-human relationships, can provide an important framework for identifying potential influence factors in recommender system context. This book reviews the existing literature on the factors in advice seeking relationships in the context of human-human, human-computer, and human-recommender system interactions. It concludes that many social cues that have been identified as influential in other contexts have yet to be implemented and tested with respect to recommender systems. Implications for recommender system research and design are discussed.