There exist several behaviors change techniques which use persuasion methods to
convince subjects to change behaviors. These techniques are inspired by social and
cognitive psychology and models associated with them.
We have based our methodology on the output of these technics’ analysis. We have
also taken into consideration the older adults’ profiles and contextual information to
increase the probability of success of our persuasion technique. Persuasion technics,
profiles and contextual information were modeled and realized using the semantic
modeling while persuasion strategies were guaranteed using the semantic reasoning.
Following, Sect. 2 presents a detailed state of the art of behavior change persuasion
theories and existing systems for promoting physical activities. Section 3 expound our
proposed persuasion technique. In Sect. 4, we introduce the used architecture. Then in
Sect. 5, we present our first prototype. To validate our persuasive approach and decisionmaking platform, we propose a first textbook case. Finally, we conclude this article.
2 State of the Art
2.1 Behavior Change Persuasion Theories
There are several theories that presents methods that aim to persuade people to change
their behavior. Bandura presented a comprehensive theory of human motivation and
action called the “Social Cognitive Theory” as an extension of his theory of social
learning [2, 3]. In this theory, people are not motivated by internal forces, but by
external factors. He emphasizes reciprocal causation through the interplay of cognitive
(personal) factors, behavioral factors, and environmental factors. These prominent
factors are guided by several variables that intervene in the process of behavior change:
self-efficacy, outcome expectations, self-control, reinforcements, emotional coping, and
observational learning.
Fogg has identified many principles of persuasion that new technologies can use to
influence the behavior of their users. He called this concept the “Captology” (Computers As Persuasive Technology) [4]. He described it as the region where technology
and persuasion overlap. For him, behavior change must be voluntary and by conviction. Fogg has also emphasized computer efficacity to persuade users to change
behavior through a functional triad. He asserted that, from a user’s point of view, there
is three fundamental roles that a computer can play: as tool, as social actor and as
media. Each role of the triad is divided into several strategies. For a computer system to
be persuasive, it must apply all or most of these strategies.
Additionally, Fogg also demonstrated in his behavior model FBM [5] that 3 conditions must converge at the same time for a behavior to be realized: sufficient “motivation” and “capacity” to do the requested behavior and a well-chosen moment to
“trigger” the behavior (physical location, emotions, availability, proximity, etc.) when
the person is most open to persuasion (Kairos factor) and thanks to the availability and
portability of mobile devices (convenience factor).
For the motivation, Fogg created a framework with three basic motivators formed
by tuples in [5]: Sensation (Pleasure/Pain), Anticipation (Hope/Fear) and Belonging
(Social acceptance/Social rejection).
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143
convince subjects to change behaviors. These techniques are inspired by social and
cognitive psychology and models associated with them.
We have based our methodology on the output of these technics’ analysis. We have
also taken into consideration the older adults’ profiles and contextual information to
increase the probability of success of our persuasion technique. Persuasion technics,
profiles and contextual information were modeled and realized using the semantic
modeling while persuasion strategies were guaranteed using the semantic reasoning.
Following, Sect. 2 presents a detailed state of the art of behavior change persuasion
theories and existing systems for promoting physical activities. Section 3 expound our
proposed persuasion technique. In Sect. 4, we introduce the used architecture. Then in
Sect. 5, we present our first prototype. To validate our persuasive approach and decisionmaking platform, we propose a first textbook case. Finally, we conclude this article.
2 State of the Art
2.1 Behavior Change Persuasion Theories
There are several theories that presents methods that aim to persuade people to change
their behavior. Bandura presented a comprehensive theory of human motivation and
action called the “Social Cognitive Theory” as an extension of his theory of social
learning [2, 3]. In this theory, people are not motivated by internal forces, but by
external factors. He emphasizes reciprocal causation through the interplay of cognitive
(personal) factors, behavioral factors, and environmental factors. These prominent
factors are guided by several variables that intervene in the process of behavior change:
self-efficacy, outcome expectations, self-control, reinforcements, emotional coping, and
observational learning.
Fogg has identified many principles of persuasion that new technologies can use to
influence the behavior of their users. He called this concept the “Captology” (Computers As Persuasive Technology) [4]. He described it as the region where technology
and persuasion overlap. For him, behavior change must be voluntary and by conviction. Fogg has also emphasized computer efficacity to persuade users to change
behavior through a functional triad. He asserted that, from a user’s point of view, there
is three fundamental roles that a computer can play: as tool, as social actor and as
media. Each role of the triad is divided into several strategies. For a computer system to
be persuasive, it must apply all or most of these strategies.
Additionally, Fogg also demonstrated in his behavior model FBM [5] that 3 conditions must converge at the same time for a behavior to be realized: sufficient “motivation” and “capacity” to do the requested behavior and a well-chosen moment to
“trigger” the behavior (physical location, emotions, availability, proximity, etc.) when
the person is most open to persuasion (Kairos factor) and thanks to the availability and
portability of mobile devices (convenience factor).
For the motivation, Fogg created a framework with three basic motivators formed
by tuples in [5]: Sensation (Pleasure/Pain), Anticipation (Hope/Fear) and Belonging
(Social acceptance/Social rejection).
Personalized and Contextualized Persuasion System
143