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The purpose of this study was to ascertain how real options investment perspective could be applied towards monetization of customer futures through the deployment of machine learning (ML) and artificial intelligence (AI)-based persuasive technologies.

The authors embarked on a theoretical treatise as advocated by scholars (Cornelissen, 2019; Barney, 2018; Cornelissen, 2017; Smithey Fulmer, 2012; Bacharach, 1989; Whetten, 1989; Weick,1989). Towards this end, theoretical argumentative logic was incrementally used to build an integrated perspective on the deployment of learning and AI-based persuasive technologies. This was carried out with strategic real options investment perspective to secure customer futures on m-commerce apps and e-commerce sites.

M-commerce apps and e-commerce sites have been deploying ML and AI-based tools (referred to as persuasive technologies), to nudge customers for increased and quicker purchase. The primary objective was to increase engagement time of customers (at an individual level), grow the number of customers (at market level) and increase firm revenue (at an organizational level). The deployment of any persuasive technology entailed increased investment (cash outflow) but was also expected to increase the level of revenue and margin (cash inflow). Given the dynamics of market and the emergent nature of persuasive technologies, ascertaining favourable cash flow was challenging. Real options strategy provided a robust theoretical perspective to time the persuasive technology-related investment in stages. This helped managers to be on time with loading customer purchase with increased temporal immediacy. A real options investment space involving six spaces has also been developed in this conceptual work. These were Never Invest, Immediately Investment, Present-day Investment Possibility, Possibly Invest Later, Invest Probably Later and Possibly Never Invest.

The foundations of this study domain encompassed work done by an eclectic mix of scholars like from technology management (Siggelkow and Terwiesch, 2019a; Porter and Heppelmann, 2014), real options (Trigeorgis and Reuer, 2017; Luehrman, 1998a, 1998b), marketing intelligence and planning (Appel et al., 2020; Thaichon et al., 2019; Thaichon et al., 2020; Ye et al., 2019) and strategy from a demand positioning school of thought (Adner and Zemsky, 2006).

The findings would help managers to comprehend what level of investments need to be done in a staggered manner. The phased way of investing towards the deployment of ML and AI-based persuasive technologies would enable better monetization of customer futures. This would aid marketing managers for increased customer engagement at the individual level, fast monetization of customer futures and increased number of customers and consumption on m-commerce apps and e-commerce sites.

This was one of the first studies to apply real options investment perspective towards the deployment of ML and AI-based persuasive technologies for monetizing customer futures.

The intersection of persuasive technology and personalization features in enterprises such as Amazon.com delivers familiar consumer web interactions related to the purchase of goods. This paper aims to describe the intersection in terms of academic library database personalization features, persuasive technology, and student research.

The paper compares personalization features in popular academic library databases and a case study of usage in a university system provides a perspective on use in the academic community. Research on student use of technology related to databases and Web 2.0 provides information on potential and actual use of personalization features.

Personalization and filtering features of research databases and the evolving Web 2.0 technology platform offer helpful tools to researchers, but the technology may not be persuasive enough to make significant changes in research behavior. Usage statistics indicate that personalization features are used, but compared to total enrollment, use is not high. There is much room for extension of persuasive elements in library databases.

There are many areas for exploration in determining how personalization may best be used in the future. This includes observing trends in usage, understanding users and their needs, and future technology changes.

Librarians can provide instruction about personalization in library databases in multiple forms. Suggestions for extensions of technology provide a view of possible personalization enhancements including persuasive elements.

The description of the intersection of personalization and persuasive technology in the academic library database environment is unique. The paper's comparison of personalization features of academic library databases provides a view of features and options within popular library databases.

Recent neuroscience research demonstrates that individuals born after 1980 (technologically structured individuals (TSI)) differ in brain structure from individuals born before 1980 (non‐technologically structured individuals (NTSI), due to intense technology exposure from early ages. This preliminary research seeks to view persuasion through the lens of neuroscience and to apply the concepts to persuasive technology, specifically persuasive technology that can leverage the resurgent interest in library use by younger generations.

A descriptive, correlative, quantitative study is used to explore how TSIs and NTSIs differ in their perceptions of libraries and in their responses to persuasive stimuli that might be employed to engage them in increased library use. An online survey was administered to a sample of 310 internet users between the ages of 18‐70.

The study found that there are small but important differences in TSI and NTSI perceptions of libraries and librarians. Additionally, three factors emerge about TSIs that are relevant to persuasion and persuasive technology: TSIs are rapid cycle processors of audio and visual stimulus; TSIs perceive and utilize time differently than NTSIs; and immediacy is the norm for TSIs.

Library users who do not use computers or the internet were excluded.

As librarians take responsibility for promoting library resources and their own expertise, they may find their role moving from information providers to mentors who empower library users as independent researchers. Currently a quiet place for research, the future library may become an interactive learning environment. Persuasive technology designers must consider the unique characteristics of TSIs in order to implement effective persuasive techniques.

This study is original in applying the neuroscience lens to persuasion, and specifically to persuasion related to library users and improved engagement and library use.

This paper aims to view the concept of persuasive technology as a framework for discussing cultural politics on the internet. Taking digital collections as a point of departure, the cases of Europeana and Google Books are to be discussed as promoting different assemblies of information, practice and identity politics. Through this discussion the study aims to show how the internet becomes territorialized through persuasive mechanisms.

The study applies different concepts on the cases, derived from different fields of social theory, such as “soft power”, “assembly” and “folksonomy” in order to question the traditional view of persuasive technology as a concept instrumental to, for example, marketing agendas. Targeting the relation between policy and everyday practice, the paper aims to open a discussion of persuasive technology deeply embedded in digital cultural politics.

The study points through a conceptual investigation to a new scene for critically debating persuasive technology as digital cultural politics. The cases in question emphasize the relation between microscopic practices and global agendas on the internet, and the study concludes that the concepts employed can qualify such a future debate.

The paper suggests a number of problems and questions, but since the cases have limited source material, the perspective is rather to suggest a change of terminology than analyzing Europeana or Google Books. What is found, though, is that a future critical debate of persuasive territories is more important than ever before.

This paper points to a new potential in the use of persuasion as a concept in the study of cultural power relations.

The purpose of this paper is to explore user-centered design possibilities at the intersection of gamification and persuasive technology to foster energy saving behavior.

We performed a large-scale empirical study of 480 participants and analyzed how different HEXAD gamification user types perceive selected persuasive strategies embedded in an energy saving prototype. Furthermore, we investigated the role of existing energy saving behaviors (pro-environmental behavior scale–e.g. regularly turning the lights off) and their effect on the perceived persuasiveness of the proposed persuasive strategies, which may has an impact on the overall design process. Furthermore, we applied partial least squares path modeling and conducted a one-way and repeated measure ANOVA.

Results show that user types play an important role in the design of persuasive systems for energy saving. For instance, people with a high tendency toward the Socializer user type were motivated by almost all of the employed persuasive strategies, whereas Philanthropists and Players only to a limited number of strategies. Furthermore, our study reveals that existing behaviors like the individual level of energy conservation influences the perceived persuasiveness of certain strategies and therefore should be considered in the design of such applications.

Using storyboards to obtain feedback about the perceived persuasiveness of employed strategies has limitations compared to the actual use of a functional prototype. However, to offset that limitation the mock-ups used in the storyboard reflected the actual designs for a real-world prototype.

This is the first study that explores how HEXAD gamification user types can be used to inform the design of persuasive applications for energy saving (RQ1). Furthermore, and in particular, this study draws on the challenges when using user types within gamified persuasive systems by highlighting the impact and the importance of considering existing energy saving behaviors (RQ2), which has not been addressed so far.

This systematic literature review focusses on original research that examines the effect of persuasive architectural interventions on stimulating health behaviour. This paper gives an overview of the empirical evidence and aims to examine the evidence for health behaviour change through architectural interventions and the underlying theoretical pathways and mechanisms using social cognitive theory.

This paper reviewed 40 peer-reviewed articles found through Scopus, Google Scholar, Web of Science, PubMed and a supplementary hand search and examined for effect, type of interventions, type of behaviour and underlying mechanisms using social cognitive theory.

This review shows that architectural interventions can stimulate healthy behaviour. However, much of the research focusses on specific health behaviours (physical activity), in specific target groups (children or older adults) and with specific types of interventions (supplying provisions). Furthermore, the effect of the physical environment on cognitive factors should be taken into consideration.

Hardly any research on smart architectural interventions for health behaviour change exists, but combining insights from product design and built environment has the potential to impact designing for health behaviour change.

Stimulating certain types of health behaviour can positively contribute to health goals and has been the focus of many health promotion practitioners over the years. The focus of health promotion interventions has primarily been on social and psychological factors. However, current research shows the importance of the physical environment as an influence on health behaviour. Potentially, with the use of smart technology, this effect could be enhanced.

The purpose of this paper is to examine the extent to which presence, media richness, and narrative experiences yield the highest experiential value in augmented-reality interactive technology (ARIT).

A survey is performed to collect data. Valid questionnaires of 344 ARIT users are identified. The hypothesized associations are analyzed using structure equation modeling.

Empirical results indicate that narrative experience induces a higher experiential value than other simulative experiences, including presence and media richness.

Results of this study provide a valuable reference for managers attempting to design an ARIT process in order to optimize the experiential value in various online simulation environments.

This study adopts an integrated framework that incorporates narrative theory, media richness theory, and presence in the online ARIT. Exactly how narrative experience, media richness, and presence affect the formation of experiential value in the ARIT process is explored as well.

The purpose of this paper is to introduce the theme issue on “Persuasive design”.

This editorial describes the essential ideas and purposes of persuasive design (PD). PD's relation to other IT‐disciplines and rhetoric in general is discussed. A special emphasis is put on the possible wider implications for the concept of information.

PD makes an important difference for information systems design. It is also an obvious part of a wider development towards user involvement. PD rests not only on persuasive techniques adapted to information systems, but also on overall information architecture. For that reason PD may be seen as having wider implications for the very ideas of information and information systems.

The introduction of the essential ideas of PD is per se mainly descriptive. The emphasis on the relation to rhetoric and the concomitant implications for library and information systems is largely original (when compared with other discussions of PD).

Helping Autism‐diagnosed teenagers navigate and develop socially (HANDS) is an EU research project in progress. The aim of HANDS is to investigate the potential of persuasive technology as a tool to help young people diagnosed, to whatever degree, as autistic. The HANDS project set out to develop mobile ICT solutions to help young people with autism become more fully integrated into society and the purpose of this paper is to present an overview of the design behind the HANDS toolset.

The topic of credibility is approached from an analytical, as well as an ethical, angle in order to address issues of credibility in relation to designing assistive technological tools. In addition, the authors set out to explore possible ways in which credibility can be evaluated. The paper presents a preliminary method for the evaluation of credibility; but which requires further refinement, as well as empirical support in order to inform us about issues of system credibility. Therefore, the suggested method reflects a working hypothesis which may serve as a springboard for further investigation.

The authors propose a preliminary method which reveals the necessity of certain preconditions requisite for evaluating the credibility of a system; and, in this way, seek to establish an ethically sound evaluation procedure for analysing credibility, by combining quantitative (i.e. electronic footprints) and qualitative assessments (i.e. dialogue between teacher and learner) of system credibility.

Further investigation of the evaluation process is needed to develop a standard for resolving the credibility of a system. Naturally, such a standard would serve not only as a tool for measuring credibility but also as a didactic tool for scaffolding a pedagogic dialogue between teacher and learner. It becomes important, therefore, to undertake the task of developing this standard in collaboration with the teachers in the HANDS project.

The paper discusses credibility issues and ethical concerns with a view to designing mobile solutions for autism‐diagnosed teenagers. The ideas expressed and developed herein are applicable to many assistive, technological tools available to persons with special needs.