How persuadee's psychological states and traits shape digital persuasion: Lessons learnt from mobile burglary prevention encounters

Abstract

Persuasion can be a complex process. Persuaders may need to use a high degree of sensitivity to understand a persuadee's states, traits, and values. They must navigate the nuanced field of human interaction. Research on persuasive systems often overlooks the delicate nature of persuasion, favoring "one-size-fits-all" approaches and risking the alienation of certain users. This study examines the considerations made by professional burglary prevention advisors when persuading clients to enhance their home security. It illustrates how advisors adapt their approaches based on each advisee's states and traits. Specifically, the study reveals how advisors deviate from intended and technologically supported practices to accommodate the individual attributes of their advisees. It identifies multiple advisee-specific aspects likely to moderate the effectiveness of persuasive efforts and suggests strategies for addressing these differences. These findings are relevant for designing personalized persuasive systems that rely on conversational modes of persuasion.