BIROn - Birkbeck Institutional Research Online

    Persuasion: an analysis and common frame of reference for IS research

    Slattery, P. and Finnegan, P. and Vidgen, Richard (2020) Persuasion: an analysis and common frame of reference for IS research. Communications of the Association for Information Systems 46 , ISSN 1529-3181.

    27943.pdf - Published Version of Record

    Download (1MB) | Preview


    Information Systems (IS) researchers persistently examine how Information and Communications Technology (ICT) changes attitudes and behaviours but rarely leverage the persuasion literature when doing so. The hesitance of IS researchers to leverage persuasion literature may be due to this literature’s well-documented complexity. This study aims to reduce the difficulty of understanding and applying persuasion theory within IS research. The study achieves this aim by developing a common frame of reference to help IS researchers to conceptualise persuasion and to conceptually differentiate persuasion from related concepts. In doing this, the study also comprehensively summarises existing research and theory and provides a set of suggestions to guide future IS research into persuasion and behaviour change.


    Item Type: Article
    School: Birkbeck Faculties and Schools > Faculty of Science > School of Computing and Mathematical Sciences
    Depositing User: Richard Vidgen
    Date Deposited: 28 Feb 2020 12:30
    Last Modified: 09 Aug 2023 12:46


    Activity Overview
    6 month trend
    6 month trend

    Additional statistics are available via IRStats2.

    Archive Staff Only (login required)

    Edit/View Item Edit/View Item