Binding Technology to Change Social Behavior: Applying the "But You Are free" Technique to Social Donation Requests on Websites

The development of commercial activity and communication on the Internet offers the opportunity to develop strategies to lead users to do what is expected of them. The evocation of freedom technique has proven its effectiveness on interpersonal and mediated communication in obtaining a target behavi...

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Bibliographic Details
Published in2019 International Conference on Computational Science and Computational Intelligence (CSCI) pp. 1139 - 1143
Main Authors Deleant, Laura, Fointiat, Valerie, Bastien, Christian
Format Conference Proceeding
LanguageEnglish
Published IEEE 01.12.2019
Subjects
Companies
Electronic mail
evocation of freedom
eye-tracking
Internet
Psychology
Robustness
submission without pressure
Visualization
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Summary:The development of commercial activity and communication on the Internet offers the opportunity to develop strategies to lead users to do what is expected of them. The evocation of freedom technique has proven its effectiveness on interpersonal and mediated communication in obtaining a target behavior. Our study aims to identify the underlying processes of this technique. Results indicate an increase in gaze fixations in participants exposed to the evocation of freedom compared with those in the control condition. A link can be established between the Pique technique and the significant difference in fixation numbers.
DOI:10.1109/CSCI49370.2019.00215