Thesis advisor: Mehmet Ekmekci / This dissertation consists of two independent essays. In the first essay, Coordination in Complex Environments, I introduce a framework to study coordination in highly uncertain environments. Coordination is an important aspect of innovative contexts, where: the more innovative a course of action, the more uncertain its outcome. To explore the interplay of coordination and informational complexity, I embed a beauty-contest game into a complex environment. I uncover a new conformity phenomenon. The new effect may push towards exploration of unknown alternatives, or constitute a status quo bias, depending on the network structure of the connections among players. In the second essay, The Extensive Margin of Bayesian Persuasion, I study the persuasion of a receiver who accesses information only if she exerts attention effort. The sender uses the information to incentivize the receiver to pay attention. I show that persuasion mechanisms are equivalent to signals. In a model of media capture, the sender finds it optimal to censor high states. / Thesis (PhD) — Boston College, 2024. / Submitted to: Boston College. Graduate School of Arts and Sciences. / Discipline: Economics.

Cette thèse propose de modéliser la résistance à la persuasion dans le cadre du marketing social. Le modèle conceptuel proposé s’appuie sur la Théorie du comportement planifié (Ajzen, 1985) augmentée de variables issues des modèles de persuasion à routes multiples (ELM, HSM), du Persuasion Knowledge Model (Friestad et Wright, 1994) et de la théorie de l’orientation régulatrice (Higgins, 1997). Une validation empirique est proposée sous forme d’expérimentation pré-post auprès d’étudiants fumeurs à qui on a présenté une publicité contre le tabac. Les données sont analysées par la méthode des équations structurelles PLS. Les résultats font apparaître un modèle de résistance à la persuasion distinct des modèles de persuasion et confirment le rôle de variables comme la connaissance de la persuasion, l’orientation régulatrice ou le contrôle comportemental perçu dans la résistance à la persuasion. En revanche, la peur et la voie de traitement ne semblent pas avoir de rôle significatif. Des implications managériales sont ensuite proposées ainsi que des voies de recherche future. / Objective of this research is to model resistance to persuasion in the context of social marketing. The proposed conceptual model is based on the Theory of Planned Behavior (Ajzen, 1985) increased with variables from dual-route persuasion models (ELM, HSM), the Persuasion Knowledge Model (Friestad and Wright, 1994) and the Regulatory Focus Theory (Higgins, 1997). Empirical validation is proposed in the form of a pre-post experimentation where smoker students were presented an advertising against smoking. Data are analyzed with PLS-SEM methodology. Results reveal a resistance model different from persuasion models and confirm the role of variables such as persuasion knowledge, regulatory orientation or perceived behavioral control. On the other hand, fear and processing routes do not seem to play a significant role. Managerial implications and future research pathways are suggested.

Cette thèse traite des technologies persuasives et plus particulièrement de leur adaptation, pour en optimiser l’efficacité et la pertinence auprès de l’utilisateur. Les technologies persuasives sont des technologies conçues pour modifier le comportement de leurs utilisateurs, sans utilisation de la coercition ni de la tromperie. L’étude de la persuasion technologique se caractérise par un grand nombre de techniques pour altérer le comportement de l’utilisateur, mais des méthodes pour mettrent en oeuvre ces technologies encoreperfectibles.Elles ont pour fondement la persuasion inter-personnelle, étudiée depuis plus de deux millénaires dans le champ de la rhétorique, de la philosophie, et plus récemment de la psychologie. Cette dernière discipline proposent des théories et modèles pour rendre compte et comprendre les processus à l’oeuvre dans le choix d’un comportement. Ces théories nous montrent en particulier que les situations persuasives sont complexes, variées, avec de nombreux facteurs d’influence. C’est pourquoi nous proposons la notion de technologies persuasives adaptatives, des technologies capables d’adapter leurs stratégies de persuasion à l’utilisateur dans son contexte. Pour mettre en oeuvre ces dispositifs, nous proposons dans un premier un modèle du contexte persuasif, c’est-à-dire de l’ensemble des contraintes qui influencent l’adoption d’un comportement cible par un individu et à un instant donnés. Chacune de ces contraintes est à la fois un critère d’adaptation et un levier d’action dans la quête persuasive de la technologie. Pour chacun de ces leviers, nous avons identifié les techniques de persuasion qui permettent de les actionner. Dans un second temps, nous avons caractérisé l’adaptation de la persuasion sur un espace problème autour de cinq axes : la finalité, la cible, les critères et la dynamique de l’adaptation, ainsi que le rôle joué par l’utilisateur dans ce processus. Enfin, nous avons montré l’intérêt de l’adaptation, et des outils précédemment cités, dans la mise en oeuvre d’un dispositif persuasif dédié à la régulation du temps d’usage du smartphone. / This thesis deals with persuasive technologies, and in particular adaptation of the persuasion in order to optimize efficiency and relevance of those technologies. Persuasive technologies are technologies design to change behaviors without using coercion or deception. Numerous techniques to shape user behavior but few and perfectible methods to design these technologies characterized the research domain of persuasive technologies.The background of persuasive technologies is the traditional interpersonal persuasion, studied for over two thousand years in rethoric, philosophy, and more recently psychology. This last discipline offers many theories and models to understand more precisely the process that determine human behaviors. These theories show in particular that persuasive situations are complex, varied, with many influence factors. That is why we propose the notion of adaptive persuasive technologies : technologies able to adapt their persuasive stategies to the user context. To design these products and services, we propose in the first place a model of the persuasive context, that is all the constraints that influence the practice of a targeted behavior by the user at a given time. Each constraint in the persuasive context is at the same time an adaptation criteria and an action lever for the adaptive persuasive technology. For each lever, we identify the persuasive principle that can be used to move it. In a second time, we propose a problem space that characterized the adaptation of the persuasion, thanks to five axis : the purpose, the target, the criteria and the dynamic of the adaptation, and the user role in the adaptation process. Finally, by making and assessing TILT, a persuasive application dedicated to smartphone usage regulation, we show that the adaptation of the persuasion, with the use of the persuasive contexte model and the problem space, benefits to the persuasive efficiency.

Thesis (Ph. D.)--Ohio State University, 2008. / Title from first page of PDF file. Includes bibliographical references (p. 166-173).

The purpose of this study was to investigate the effects of conjunctive affiliation/achievement needs on the selection of compliance-gaining activity. Research questions asked to what extent conjunctive achievement/affiliation needs would influence the selection of situation management options, compliance-gaining tactics, and tactic classifications. A modified version of the Adjective Check List was used to measure need orientations. Subjects responded to a hypothetical situation by indicating on a seven-level Likert-type scale their likelihood of selecting situation management options and compliancegaining tactics. This study also investigated the likelihood of selecting tactic classifications as developed by Roloff and Barnicott (1978).MANOVA tests revealed significant differences among groups' likelihood to select threat, anti-social tactics, and punishing activity tactics. Specific group differentials were identified using Scheffe's procedure where significant multivariate differences were found. Future researchers were encouraged to continue investigation in this area. / Department of Speech Communication

Thesis (M. Ed.)--University of Hong Kong, 1997. / Includes bibliographical references (leaf 102-108).

Thesis (M.Ed.)--University of Hong Kong, 1997. / Includes bibliographical references (leaves 102-108). Also available in print.

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