Martin Laverman*, Leiden University Medical Centre / TNO, Leiden, Netherlands Mark A. Neerincx, TNO / Delft University of Technology, Soesterberg, Netherlands Laurence L. Alpay, TNO, Leiden, Netherlands Bertie J.h.m. Schonk, Leiden University Medical Centre, Leiden, Netherlands Track: Research Presentation Topic: Persuasive communication and technology Presentation Type: Rapid-Fire Presentation Submission Type: Single Presentation Building: Mermaid Room: Room 1 - Newgate Date: 2013-09-24 04:00 PM – 04:45 PM Last modified: 2013-09-25

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Background: One of the challenges for chronically ill patients is to learn how to cope with their disease in their daily life, and to change their life style habits to healthier behaviour in order to reduce the risk of complications (i.e. self-management). In order to do so patients need to have a strong intention. A positive attitude towards healthy behaviour is a necessary precursor for a strong intention. Attitudes are formed by evaluating the information that is available to a person. Therefore, information in self-management support systems (SMSS) should be aimed at positively influencing patients’ attitude and persuading them to change their behaviour. The Elaboration Likelihood Model (ELM) explains how the process of evaluating information can differ amongst people from more implicit and unconscious processes to more explicit and careful elaboration of information. The extent to which information is scrutinized depends on two factors: whether a person is capable of elaboration of the information (‘ability’) and whether someone has a reason to elaborate on the information (‘motivation’). These two processes of elaboration require different types of information to persuade. During high elaboration, strong arguments in a message have a greater influence on attitude, while under low elaboration affective cues in a message determine the outcome of the evaluation. Persuasive information in SMSS should consequently be matched to the human factors of the recipient. A challenge lies in the operationalization of the constructs of the ELM into different types of information (containing strong arguments or affective cues), and deciding how to match information the specific patient.
Objective: Operationalize ELM into requirements for SMSS. The research questions are (1) how to design information containing strong arguments and information containing affective cues and (2) how can ability and motivation be used to decide which type of information to present?
Methods: We have utilized a situated Cognitive Engineering approach to design the study. This approach is characterized by a theory-driven design of requirements, use cases and claims about functionality of ICT systems. The study was conducted in the context of chronic renal patients receiving information about changing their salt intake habits. We have designed (1) information containing arguments presented in text, text and chart, or text and picture, and (2) information stating distinct sources of the information as affective cues. The arguments were evaluated on strength of argument and comprehensibility. The affective cues were evaluated on expertise and trustworthiness. These two types of information were subsequently used in an experiment to test the influence of human factors on attitude when presenting persuasive information. Participants (N=60) were assigned to either receive information containing strong arguments or affective cues. The information was presented twice, with one week in between. Attitude was measured at T0, T0 + 1 week and T0 + 4 weeks. Ability and motivation to elaborate on the information was measured by participants’ level of education (ability), knowledge about renal disease (ability) and Need for Cognition (motivation).
Results: Research in progress.
Conclusion: Research in progress.