Effects of Personality on Cialdini's Persuasive Strategies

2017

For persuasive strategies to be effective, research has shown, there is need for personalization. However, little has been done in persuasive technology research to investigate the influence of personality on persuasive strategies. In this paper, using a sample of 216 Canadians, we model the influence of the Big Five personality traits on Cialdini’s six persuasive principles. Our results reveal that individuals: 1) high in Conscientiousness are more susceptible to Commitment and Reciprocity, but less susceptible to Liking; 2) high in Agreeableness are more susceptible to Authority, Commitment and Liking; 3) low in Openness are more susceptible to Authority, Consensus and Liking; and 4) high in Neuroticism are more susceptible to Consensus. These findings provide designers with insight into how persuasive apps can be tailored to different personality traits based on the Big Five model.

Lecture Notes in Computer Science, 2009

Persuasive technologies are growing in popularity and many designers create systems which intentionally change users attitudes or behaviors. This study shows that peoples individual differences in susceptibility to persuasion, as implemented using the six persuasion principles proposed by Cialdini 2, relates to their compliance to a persuasive request which is accompanied by a persuasive cue. This result is a starting point for designers to start incorporating individual differences in susceptibility to persuasive cues in their adaptive persuasive systems.

Personalizing persuasive technology increases their efficacy at influencing the desired behavior change. This paper explores how the responsiveness to Cialdini's six persuasive strategies (authority, reciprocity, scarcity, liking, commitment, and consensus) vary by cultural background. The results of a large-scale study of 335 participants suggest that individualists and collectivists differ significantly with respect to their susceptibility to the strategies – with collectivists being more susceptible to most of the strategies. Some strategies are more suitable for persuading one cultural group than the other. Finally, the results show that irrespective of culture, some strategies are more persuasive overall and therefore more likely to influence participants from both cultures.

SSRN Electronic Journal, 2014

Psychological and other persuasive mechanisms across diverse contexts are well researched, with many studies of the effectiveness of specific persuasive techniques on distinct types of human behaviour. In the present paper, our specific interest lies in the development of a generalized modular psychometric tool to measure individuals' susceptibility to persuasion. The scale is constructed using items from previously developed and validated particulate scales established in the domains of social psychology and behavioural economics. In the first study we establish the Susceptibility to Persuasion-II (StP-II) scale, containing 54 items, 10 subscales and further 6 sub-sub scales. In Study 2 we establish the scale's construct validity and reconfirm its reliability. We present a valid and reliable modular psychometric tool that measures general susceptibility to persuasive techniques. Since its inception, we have successfully implemented the StP-II scale to measure susceptibility to persuasion of IT security officers, the role of psychology of persuasion in cybercrime victims and general persuadability levels of Facebook users; these manuscripts are in preparation. We argue that the StP-II scale shows promise in measuring individual differences in susceptibility to persuasion, and is applicable across diverse contexts such as Internet security and cybercrime.

Psychological Science, 2012

Persuasive messages are more effective when they are custom-tailored to reflect the interests and concerns of the intended audience. Much of the message-framing literature has focused on the advantages of using either gain or loss frames, depending on the motivational orientation of the target group. In the current study, we extended this research to examine whether a persuasive appeal’s effectiveness can be increased by aligning the message framing with the recipient’s personality profile. For a single product, we constructed five advertisements, each designed to target one of the five major trait domains of human personality. In a sample of 324 survey respondents, advertisements were evaluated more positively the more they cohered with participants’ dispositional motives. These results suggest that adapting persuasive messages to the personality traits of the target audience can be an effective way of increasing the messages’ impact, and highlight the potential value of personality-based communication strategies.

Research has shown that there are differences in how males and females respond to persuasive attempts. This paper examines the persuasiveness of the six persuasive strategies - Reciprocity, Scarcity, Authority, Commitment and Consistency, Consensus and Liking developed by Cialdini with respect to age and gender. The results of the large-scale study (N = 1108) show that males and females differ significantly in their responsiveness to the strategies. Overall, females are more responsive to most of the strategies than males and some strategies are more suitable for persuading one gender than the other. The results of our study also reveal some differences between younger adults and adults with respect to the persuasiveness of the strategies. Finally, the results show that irrespective of gender and age, there are significant differences between the strategies regarding their perceived persuasiveness overall, shedding light on the comparative effectiveness of the strategies.

Global Advances in Business Communication, 2013

Hypotheses about the persistence and resistance of attitudes and beliefs formed by individuals scoring high or low in Need for Cognition (NC; were derived from the Elaboration Likelihood Model of persuasion . In Study 1, both high-NC and low-NC individuals formed evaluatively similar attitudes toward an unfamiliar attitude object (a new product) after exposure to a persuasive message (an advertisement). The newly formed attitudes of high-NC individuals decayed less than the newly formed attitudes of low-NC individuals over a 2-day period. In Study 2, both high-NC and low-NC individuals were persuaded by an initial message that a food additive was unsafe. However, when immediately exposed to a second countermessage arguing that the product was safe, the initial experimentally created beliefs of high-NC individuals were shown to be more resistant to change than the experimentally created beliefs of low-NC individuals.

2014

For handling of partial or continuous goods, belt conveyors are very efficient way. Belt conveyors are used in mining, iron and steel plants, thermal power plants, ore, coal, limestone, sinter transmission, automotive and the other sectors. There are several factors that have to be taken into consideration when a belt conveyor being designed. That means belt conveyor design process requires repetitive strength calculations. But analytical calculations are not capable of determine to entire stresses which occured at whole body. During the design process, time can be saved with the assistance of Finite Element Method. In this study; as a result, it has been seen that, F.E.M is the most practical method which can be utilized during belt conveyor design process.