Further Essay Research

https://uxmag.com/articles /persuasion-in-design Social and psychological principles can be used to influence user behaviors and decision-making. Elisa del Galdo 2011	Persuasion in design is often regarded as a subset of UX, but it goes beyond UX and the mechanics of traditional usability. It’s about understanding the emotions that influence people’s behavior and decision-making, and then acting on that information to design compelling user interactions. Persuasive design applies psychological principles of influence, decision-making in a consumer context, engagement strategy, and social psychology to every stage of the design process, and it identifies potential barriers and emotional triggers to elicit the desired actions. Psychological principles to consider include: Positive reinforcement, Letting customers know when they are doing well will keep them engaged. The power of free, we are prone to go for free things, even if they come at a price later. And susceptible moments, opportunities to cross- and up-sell must be timely so that they are delivered at the point at which people are most receptive.	14.03.2020	Del Galdo, E., 2011. Persuasion In Design | UX Magazine. [online] UX Magazine. Available at:<https://uxmag.com/articles /persuasion-in-design> [Accessed 14 March 2020].
Persuasion in Advertising -  O'Shaughnessy, Nicholas  & O'Shaughnessy, John (2003)	Highlights behaviourism as the psychology of learning.  Overall behaviourism is considered to be caused by external environmental factors which condition a certain response.  But Methodological behaviourism states cognitive factors play no part in influencing behaviour (J.B Watson 1878-1958). Pavlovian Behaviourism has no punishment, only a lack of reinforcement.  Reinforcement is key to behaviourism as a psychological perspective.   To try and alter behaviour there has to be positive reinforcement continuously until the behaviour becomes innate.	14.03.2020	O'Shaughnessy, J. and O'Shaughnessy, N., 2004. Persuasion In Advertising. London: Routledge, p.99.
Influence: The Psychology of Persuasion.	6 Principles of Persuasion  1 of which is social proof - people doing what they observe other people doing. The idea of safety in numbers. Case study in Modcloth, you can see how many people have like an item of clothing, more likely to purchase items with more likes.	14.02.2020	Cialidini, R., 1993. Influence: The Psychology Of Persuasion. New York: Quill.
Designing Persuasive Applications to Motivate Sustainable Behavior in Collectivist Cultures. (Kimura and Nakajima, 2011) Saved in folder as ‘persuasive design’	Midden and colleagues (2007) discusses the use of goal setting in persuasive applications, and they reported that the effect is very strong for persuading environmentally sustainable behavior. A large number of existing persuasive applications use goals as a persuasive technique. These UK is an individualistic country ranking 3rd according to Hofstede (1996). Individualistic meaning ‘the ties between individuals are loose: everyone is expected to look after himself or herself and his or her immediate family only.’ ‘People in individualist societies are more self-centered and emphasize mostly on their individual goals.’ Hofstede, G. (1996). Cultures and Organizations: Software for the Mind. New York, NY, USA: McGraw-Hill.	14.03.2020	Kimura, H. and Nakajima, T., 2011. Designing Persuasive Applications to Motivate Sustainable Behavior in Collectivist Cultures. PsychNology,.
Persuasion and Culture: Individualism–Collectivism and Susceptibility to Influence Strategies (Orji, 2016) https://www.researchgate.net/ publication/301778891_Pers uasion_and_Culture_Individu alism-Collectivism_and_Susceptibilit y_to_Influence_Strategies	‘We showed that collectivists and individualists vary with respect to their responsiveness to the six persuasive strategies developed by Cialdin.’ ‘In general, regardless of culture, commitment, reciprocity, and liking emerged as the most persuasive strategies that have the highest likelihood of influencing participants from both cultures.’ Demonstrates the need to approach different cultures with different persuasive techniques.	14.03.2020	Orji, R., 2016. Persuasion and Culture: Individualism–Collectivism and Susceptibility to Influence Strategies.