Skip to main content
Fachgebiete
Automobil + Motoren Bauwesen + Immobilien Business IT + Informatik Elektrotechnik + Elektronik Energie + Nachhaltigkeit Finance + Banking Management + Führung Marketing + Vertrieb Maschinenbau + Werkstoffe Versicherung + Risiko
DE
EN
Bücher
Zeitschriften
Themenseiten
Organisationspsychologie Projektmanagement Marketing Smart Manufacturing
Weitere Formate
Podcasts Webinare Technik Webinare Wirtschaft Kongresse Veranstaltungskalender Awards
Jetzt Einzelzugang starten
Zugang für Unternehmen
Referenzkunden
SLX-Digitalkonferenz: Zukunftswerkstatt 2024

Mehr Umsatz mit Top-Kontakten

Am 7. Mai erfahren Sie, wie Vertriebsteams Leadgenerierung, Leadnurturing und Leadstrategien effizient steuern können.
Erweiterte Suche
Anmelden
nach oben
Erschienen in:
Buchtitelbild

2018 | OriginalPaper | Buchkapitel

Thinking About Persuasive Technology from the Strategic Business Perspective: A Call for Research on Cost-Based Competitive Advantage

verfasst von : Xiuyan Shao, Harri Oinas-Kukkonen

Erschienen in: Persuasive Technology

Verlag: Springer International Publishing

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config
loading …

Abstract

Persuasive system features have been extensively examined, and many of them have been shown to be effective in supporting individuals’ achieving their behavioral goals and enhancing system use. Also, companies and organizations have utilized persuasive features in their implementations successfully. However, in order to obtain competitive advantage, organizations need to not only take using persuasive features as differentiation strategy, but also to think about cost of developing persuasive systems. While the research on evaluating persuasive features is important, we argue that previous research has ignored the cost of building persuasive features. As a first step in remedying this gap in research, we present and discuss four research directions for studying cost of developing persuasive systems. This study contributes to persuasive technology field by paving the way for a new research area with highly practical implications.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

  • über 102.000 Bücher
  • über 537 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Maschinenbau + Werkstoffe
  • Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Technik"

Online-Abonnement

Mit Springer Professional "Technik" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 390 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Maschinenbau + Werkstoffe




 

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 340 Zeitschriften

aus folgenden Fachgebieten:

  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Versicherung + Risiko




Jetzt Wissensvorsprung sichern!

Jetzt informieren
Vorheriges Kapitel Erratum to: Sustaining Health Behaviors Through Empowerment: A Deductive Theoretical Model of Behavior Change Based on Information and Communication Technology (ICT)
Nächstes Kapitel What Makes It Persuasive?
Literatur
1.
Oinas-Kukkonen, H.: A foundation for the study of behavior change support systems. Pers. Ubiquit. Comput. 17(6), 1223–1235 (2013)CrossRef
2.
Fogg, B.J.: Persuasive Technology: Using Computers to Change What We Think and Do. Morgan Kaufmann Publishers Inc., San Francisco (2003)
3.
Oinas-Kukkonen, H., Harjumaa, M.: Persuasive systems design: key issues, process model, and system features. Commun. Assoc. Inf. Syst. 24, 485–500 (2009)
4.
Karppinen, P., Oinas-Kukkonen, H., Alahaivala, T., Jokelainen, T., Keranen, A.M., Salonurmi, T., Savolainen, M.: Persuasive user experiences of a health behavior change sup- port system: a 12-month study for prevention of metabolic syndrome. Int. J. Med. Inform. 96, 51–61 (2016)CrossRef
5.
Kelders, S.M., Kok, R.N., Ossebaard, H.C., Van Gemert-Pijnen, J.E.W.C.: Persuasive system design does matter: a systematic review of adherence to web-based interventions. J. Med. Internet Res. 14, 17–40 (2012)CrossRef
6.
7.
Basten, F., Ham, J., Midden, C., Gamberini, L., Spagnolli, A.: Does trigger location matter? The influence of localization and motivation on the persuasiveness of mobile purchase recommendations. In: MacTavish, T., Basapur, S. (eds.) PERSUASIVE 2015. LNCS, vol. 9072, pp. 121–132. Springer, Cham (2015). https://​doi.​org/​10.​1007/​978-3-319-20306-5_​11CrossRef
8.
Shamekhi, A., Bickmore, T., Lestoquoy, A., Gardiner, P.: Augmenting group medical visits with conversational agents for stress management behavior change. In: de Vries, P.W., Oinas-Kukkonen, H., Siemons, L., Beerlage-de Jong, N., van Gemert-Pijnen, L. (eds.) PERSUASIVE 2017. LNCS, vol. 10171, pp. 55–67. Springer, Cham (2017). https://​doi.​org/​10.​1007/​978-3-319-55134-0_​5CrossRef
9.
Lehto, T., Oinas-Kukkonen, H.: Examining the persuasive potential of web-based health behavior change support systems. Trans. Hum.-Comput. Inter. 7(3), 126–140 (2015)CrossRef
10.
Schneider, F., de Vries, H., Candel, M., van de Kar, A., van Osch, L.: Periodic email prompts to re-use an Internet-delivered computer-tailored lifestyle program: influence of prompt content and timing. J. Med. Internet Res. 15(1), e23 (2013)CrossRef
11.
Fry, J.P., Neff, R.A.: Periodic prompts and reminders in health promotion and health behavior interventions: a systematic review. J. Med. Internet Res. 11(2), e16 (2009)CrossRef
12.
Griffiths, K.M., Christensen, H.: Internet based mental health programs: a powerful tool in the rural medical kit. Aust. J. Rural Health 15(2), 81–87 (2007)CrossRef
13.
Chiasson, M.W., Davidson, E.: Taking industry seriously in information systems research. MIS Q. 29(4), 591–605 (2005)CrossRef
14.
Porter, M.E.: Competitive Advantage: Creating and Sustaining Superior Performance. The Free Press, New York (1985)
15.
Porter, M.E., Millar, V.E.: How information gives you competitive advantage. Harv. Bus. Rev. 63(4), 149–160 (1985)
16.
Porter, M.E.: New global strategies for competitive advantage. Plan. Rev. 18(3), 4–14 (1990)CrossRef
17.
Wheelen, T.L., Hunger, D.J.: Strategic Management and Business Policy, 8th edn. Prentice Hall, Massachusetts (2002)
18.
Rugman, A., Hodgetts, R.: International Business: A Strategic Management Approach, 2nd edn. Prentice Hall, New York (2000)
19.
Eraslan, I.H.: The effects of competitive strategies on firm performance: a study in Turkish textile and apparel industry considering the mediating role of value chain activities. Bogazii University Social Sciences Institute, Istanbul (2008)
20.
Thompson, A.A., Strickland, A.J.: Strategic Management: Concepts and Cases, 9th edn. Irwin McGraw-Hill, USA (1996)
21.
Bal, Y.: The effect of competitive strategies on human resource management practices. Istanbul University Institute of Social Sciences, Istanbul (2011)
22.
Gimenez, C., Ventura, A.: Supply chain management as a competitive advantage in the Spanish grocery sector. Published Working Paper. No. 2, 04/2002, Universitat Pompeu Fabra’ (UPF), Barcelona, Spain (2002)
23.
Morgan, N.A., Kaleka, A., Katsikeas, C.S.: Antecedents of export venture performance: a theoretical model and empirical assessment. J. Mark. 68, 90–108 (2004)CrossRef
24.
Matthews, J., Win, K.T., Oinas-Kukkonen, H., Freeman, M.: Persuasive technology in mobile applications promoting physical activity: a systematic review. J. Med. Syst. 40(3), 72 (2016)CrossRef
25.
Locke, E.A., Latham, G.P.: Building a practically useful theory of goal setting and task motivation: a 35-year odyssey. Am. Psychol. 57(9), 705–717 (2002)CrossRef
26.
Petty, R.E., Cacioppo, J.T.: The elaboration likelihood model of persuasion. Adv. Exp. Soc. Psychol. 19, 123–205 (1986)CrossRef
27.
Ajzen, I.: The theory of planned behavior. Organ. Behav. Human Decis. Process. 50(2), 179–211 (1991)CrossRef
28.
Oduor, M., Oinas-Kukkonen, H.: Commitment devices as behavior change support systems: a study of users’ perceived competence and continuance intention. In: de Vries, P.W., Oinas-Kukkonen, H., Siemons, L., Beerlage-de Jong, N., van Gemert-Pijnen, L. (eds.) PERSUASIVE 2017. LNCS, vol. 10171, pp. 201–213. Springer, Cham (2017). https://​doi.​org/​10.​1007/​978-3-319-55134-0_​16CrossRef
29.
30.
Adaji, I., Vassileva, J.: Perceived effectiveness, credibility and continuance intention in e-commerce: a study of Amazon. In: de Vries, P.W., Oinas-Kukkonen, H., Siemons, L., Beerlage-de Jong, N., van Gemert-Pijnen, L. (eds.) PERSUASIVE 2017. LNCS, vol. 10171, pp. 293–306. Springer, Cham (2017). https://​doi.​org/​10.​1007/​978-3-319-55134-0_​23CrossRef
31.
32.
Wunsch, M., Stibe, A., Millonig, A., Seer, S., Dai, C., Schechtner, K., Chin, R.C.C.: What makes you bike? Exploring persuasive strategies to encourage low-energy mobility. In: MacTavish, T., Basapur, S. (eds.) PERSUASIVE 2015. LNCS, vol. 9072, pp. 53–64. Springer, Cham (2015). https://​doi.​org/​10.​1007/​978-3-319-20306-5_​5CrossRef
33.
Boehm, B.W.: Software Engineering Economics. Prentice-Hall, Englewood Cliffs (1981)MATH
34.
Putnam, L.H.: A general empirical solution to the macro software sizing and estimating problem. IEEE Trans. Softw. Eng. 4(4), 345–361 (1978)CrossRef
35.
Parr, N.A.: An alternative to the Raleigh curve model for software development effort. IEEE Softw. Eng. (1980)
36.
Cantone, G., Cimitile, A., De Carlini, U.: A comparison of models for software cost estimation and management of software projects. Computer Systems: Performance and Simulation. Elisevier Science, Amsterdam (1986)
37.
Panzar, J.C., Willig, R.D.: Economies of scale in multi-output production. Q. J. Econ. 91, 481–493 (1977)CrossRef
38.
Shank, J.K., Govindarajan, V.: Strategic Cost Management. The Free Press, New York (1993)
39.
Ives, B., Learmonth, G.P.: The information system as a competitive weapon. Commun. ACM 27(12), 1193–1201 (1984)CrossRef
40.
Varian, H.R.: Price discrimination and social welfare. Am. Econ. Rev. 75(4), 870–875 (1985)MathSciNet
Metadaten
Titel
Thinking About Persuasive Technology from the Strategic Business Perspective: A Call for Research on Cost-Based Competitive Advantage
verfasst von
Xiuyan Shao
Harri Oinas-Kukkonen
Copyright-Jahr
2018
Buch
Persuasive Technology

Print ISBN: 978-3-319-78977-4

Electronic ISBN: 978-3-319-78978-1

Copyright-Jahr: 2018

DOI
https://doi.org/10.1007/978-3-319-78978-1_1