Adapting Healthy Eating Messages to Personality

Rosemary Josekutty Thomas*, Judith Masthoff, Nir Oren

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingPublished conference contribution

32 Citations (Scopus)


This paper considers how persuasive messages – within the healthy eating domain – should be communicated to individuals with different personality types. Following a personality assessment, subjects imagined themselves in a scenario and evaluated the effectiveness of messages constructed using Cialdini’s principles of persuasion. Our results suggest that messages exploiting the principle of authority are the most effective across a range of personality types. In addition, personality had a statistically significant impact on the persuasiveness of messages, with “conscientious” subjects more willing to be persuaded than others. Finally, we found that positively framed messages were more preferred than negatively ones. We also found some interaction effects between personality traits and Cialdini’s principles and framing on persuasiveness.

Original languageEnglish
Title of host publicationPersuasive Technology: Development and Implementation of Personalized Technologies to Change Attitudes and Behaviors
Subtitle of host publication12th International Conference, PERSUASIVE 2017, Amsterdam, The Netherlands, April 4–6, 2017, Proceedings
EditorsPeter W. de Vries, Harri Oinas-Kukkonen, Liseth Siemons, Nienke Beerlage-de Jong, Lisette van Gemert-Pijnen
Place of PublicationSwitzerland
PublisherSpringer Verlag
Number of pages14
ISBN (Electronic)9783319551340
ISBN (Print)9783319551333
Publication statusPublished - 9 Mar 2017
Event12th International Conference on Persuasive Technology, PERSUASIVE 2017 - Amsterdam, Netherlands
Duration: 4 Apr 20176 Apr 2017

Publication series

NameLecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics)
Volume10171 LNCS
ISSN (Print)0302-9743
ISSN (Electronic)1611-3349


Conference12th International Conference on Persuasive Technology, PERSUASIVE 2017


  • Framing
  • Nutrition
  • Personalisation
  • Personality
  • Persuasion


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