Don’t be afraid! Persuasive Practices in the Wild

dc.contributor.authorDolata, Mateusz
dc.contributor.authorSchwabe, Gerhard
dc.date.accessioned2020-06-06T13:06:14Z
dc.date.available2020-06-06T13:06:14Z
dc.date.issued2018
dc.date.issued2018
dc.description.abstractAdvisory service encounters evolve from providing expertise to joint problem-solving. Additionally, advisees depend on persuasion, which drives them to follow the advisor’s recommendations. However, advisors can be insufficiently equipped to persuade, resulting in advisees who are incapable of action or are unmotivated. Persuasive technology (PT) research proves that technology can motivate and enable people in single-user scenarios but pays limited attention to the natural realm of persuasion: the face-to-face conversation. This paper explores how persuasive technology transforms advice giving, a collaborative scenario involving an expert and a layperson. In such scenarios, IT does not act as a persuader but can provide affordances for persuasive practices, i.e., suggest new practices or enhance existing ones for convincing the advisee without deception or enforcement. We investigate the advisory practices in 24 real burglary prevention service encounters supported by IT. The paper shows the persuasive practices emerging through appropriation of the system, the tensions that govern the adoption or transformation of specific practices and routines and it confirms that studying the use and appropriation of technology uncovers organizational conflicts and tensions affecting such fundamental aspects as the advisor’s role and job description.de
dc.identifier.doi10.1007/s10606-018-9330-4
dc.identifier.pissn1573-7551
dc.identifier.urihttp://dx.doi.org/10.1007/s10606-018-9330-4
dc.identifier.urihttps://dl.eusset.eu/handle/20.500.12015/3766
dc.publisherSpringer
dc.relation.ispartofComputer Supported Cooperative Work (CSCW): Vol. 27, No. 3-6
dc.relation.ispartofseriesComputer Supported Cooperative Work (CSCW)
dc.subjectAdvisory practices
dc.subjectAdvisory services
dc.subjectAppropriation
dc.subjectBurglary
dc.subjectCrime prevention
dc.subjectMotivation and ability
dc.subjectPersuasive practices
dc.subjectPersuasive technology
dc.subjectPractice theory
dc.titleDon’t be afraid! Persuasive Practices in the Wildde
dc.typeText/Journal Article
gi.citation.endPage462
gi.citation.startPage427
gi.citations.count8
gi.citations.elementMateusz Dolata, Simon Schubiger, Doris Agotai, Gerhard Schwabe (2021): Changing Things so (Almost) Everything Stays the Same, In: i-com 3(20), doi:10.1515/icom-2021-0026
gi.citations.elementMateusz Dolata, Doris Agotai, Simon Schubiger, Gerhard Schwabe (2019): Pen-and-paper Rituals in Service Interaction, In: Proceedings of the ACM on Human-Computer Interaction CSCW(3), doi:10.1145/3359326
gi.citations.elementJessica Pidoux, Pascale Kuntz, Daniel Gatica-Perez (2021): Declarative Variables in Online Dating, In: Proceedings of the ACM on Human-Computer Interaction CSCW1(5), doi:10.1145/3449174
gi.citations.elementMateusz Dolata, Dzmitry Katsiuba, Natalie Wellnhammer, Gerhard Schwabe (2023): Learning with Digital Agents: An Analysis based on the Activity Theory, In: Journal of Management Information Systems 1(40), doi:10.1080/07421222.2023.2172775
gi.citations.elementMateusz Dolata, Gerhard Schwabe (2019): Translation and Adoption: Exploring Vocabulary Work in Expert-Layperson Encounters, In: Computer Supported Cooperative Work (CSCW) 3-4(28), doi:10.1007/s10606-019-09358-9
gi.citations.elementXiaoyi Tian, Zak Risha, Ishrat Ahmed, Arun Balajiee Lekshmi Narayanan, Jacob Biehl (2021): Let's Talk It Out, In: Proceedings of the ACM on Human-Computer Interaction CSCW1(5), doi:10.1145/3449171
gi.citations.elementAsbjørn Ammitzbøll Flügge, Naja Holten Møller (2022): The Role of Physical Cues in Co-located and Remote Casework, In: Computer Supported Cooperative Work (CSCW) 2(32), doi:10.1007/s10606-022-09449-0
gi.citations.elementMateusz Dolata, Birgit Schenk, Jara Fuhrer, Alina Marti, Gerhard Schwabe (2020): When the System Does Not Fit: Coping Strategies of Employment Consultants, In: Computer Supported Cooperative Work (CSCW) 6(29), doi:10.1007/s10606-020-09377-x

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