摘要：The research in Human Computer Interaction (HCI) has nowadays extended its attention tothe study of persuasive technologies. Following this line of research, in this paper we focuson websites and mobile applications in the e-commerce domain. In particular, we take themas an evident example of persuasive technologies. Starting from the hypothesis that there isa strong connection between logical fallacies, i.e., forms of reasoning which are logicallyinvalid but psychologically persuasive, and some common persuasion strategies adoptedwithin these technological artifacts, we carried out a survey on a sample of 175 websites and101 mobile applications. This survey was aimed at empirically evaluating the significance ofthis connection by detecting the use of persuasion techniques, based on logical fallacies, inexisting websites and mobile apps. In addition, with the goal of assessing the effectivenessof different fallacy-based persuasion techniques, we performed an empirical evaluationwhere participants interacted with a persuasive (fallacy-based) and with a non-persuasiveversion of an e-commerce website. Our results show that fallacy-based persuasionstrategies are extensively used in existing digital artifacts, and that they are actually effectivein influencing users’ behavior, with strategies based on visual salience manipulation (accentfallacy) being both the most popular and the most effective ones.
关键词：Mobile persuasion; web persuasion; logical fallacies; captology; e-commerce
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