Cette thèse s'intéresse à la question des changements de comportement, et notamment à la manière dont cette question s'applique au domaine informatique à travers les technologies persuasives. Dans un contexte applicatif particulier, celui de la rénovation de logements, nous nous intéressons au rôle que peuvent jouent les informations à disposition des utilisateurs sur leur façon d'élaborer leur projet de rénovation. Une façon de modifier les comportements des utilisateurs est de modifier les buts qu'ils poursuivent, soit de manière explicite, soit de manière implicite. Si l'efficacité de la première a été montrée en contexte expérimental, elle semble toutefois moins adaptée à des situations naturelles. Nous proposons donc une approche visant à modifier les buts poursuivis par les utilisateurs implicitement.Dans cette optique, nous travaillons d'abord à l'emploi de normes sociales injonctives pour inciter les utilisateurs à travailler particulièrement sur la rénovation énergétique. Au cours d'une première étude, nous comparons norme sociale injonctive et objectif arbitraire à une condition contrôle. Nous nous intéressons à la performance des participants à la tâche (améliorer la performance énergétique d'un logement) ainsi qu'à la manière dont le projet se met en place tout au long de l'étude. Les résultats montrent que norme sociale et objectif explicite ont un effet similaire sur la performance à la tâche mais différent sur l'organisation temporelle. On observe ainsi des comportements plus stables dans le cas où la norme sociale est activée, et un effet qui semble globalement moins artificiel que dans le cas où on fixe un objectif explicite à l'utilisateur. Cette première étude met également en avant la nécessité pour la norme d'être saillante, ou activée.Nous nous intéressons donc dans une deuxième étude à ce qui caractérise la saillance du message normatif.Dans la première étude, nous avions utilisé deux types d'informations différentes : le message normatif et des indices concrets relatifs au comportement désirable. Cette deuxième étude vise à distinguer ces deux informations et tester leur effet respectif. Les résultats montrent que le message normatif semble avoir un effet légèrement plus important sur la performance mais aussi plus artificiel sur les comportements des utilisateurs.Dans une troisième étude, nous nous intéressons aux caractéristiques du message, en faisant l'hypothèse qu'un message mieux perçu pourrait appuyer la saillance de la norme qu'il porte. Dans le cadre d'une collaboration avec des chercheurs en intelligence artificielle nous avons ainsi testé différents types de cadrage afin d'évaluer leur effet respectif sur la perception de l'argument auquel ils s'appliquaient.Les résultats, mitigés, montrent essentiellement que le style argumentatif (rationnel et factuel plutôt qu'émotionnel ou moral) semble avoir un poids conséquent sur la perception de l'argument. En outre, la thématique abordée par l'argument semble jouer un rôle non négligeable et devrait donc faire l'objet d'une attention particulière pour le développement d'interventions similaires.Sur le plan applicatif, nos résultats mettent d'abord en évidence la pertinence de l'utilisation des normes sociales injonctives dans un contexte de technologie persuasive. Ils montrent également que les messages portant la norme sociale doivent être conçus avec soin, en tenant compte de multiples facteurs. Sur le plan théorique, nous montrons qu'une norme sociale peut avoir un effet comparable à celui d'un objectif explicitement fixé, mais que les deux génèrent la mise en place de processus cognitifs différents. Enfin, sur le plan méthodologique, nous appliquons l'analyse de traces de l'activité au champ de l'influence sociale, ce qui, à notre connaissance, n'avait pas encore été mis en place. / This thesis deals with the question of behavioral changes, and in particular with the way this question applies to the computer domain through persuasive technologies.In a particular application context, that of the renovation of housing, we are interested in the role that the information available to users can play in the way they develop their renovation project. One way to change user behavior is to change the goals they pursue, either explicitly or implicitly. Although the effectiveness of the former has been shown in an experimental context, it seems less suitable for natural situations. We therefore propose an approach aimed at modifying the goals pursued by the users implicitly.With this in mind, we are working first on the use of injunctive social norms to encourage users to work particularly on energy renovation. In a first study, we compare injunctive social norm and goal setting to a control condition. We are interested in the performance of the participants in the task (improving the energy performance of a home) as well as the way in which the project is set up throughout the study. The results show that social norm and explicit goal have a similar effect on task performance but different on temporal organization. We also observe a more stable behavior in the case where the social norm is activated, and an effect that seems globally less artificial than in the case where we set an explicit objective to the user. This first study also highlights the need for the norm to be salient, or activated.In a second study, we focus on what characterizes the salience of the normative message. In the first study, we used two different types of information: the normative message and concrete cues of desirable behavior. This second study aims to distinguish these two types of information and test their respective effect. The results show that the normative message seems to have a slightly greater effect on performance but also more artificial on user behavior.In a third study, we are interested in the characteristics of the message, assuming that a better perceived message could support the salience of the norm it carries. As part of a collaboration with artificial intelligence researchers, we tested different types of framing to assess their respective effect on the perception of the argument to which they applied. The mixed results essentially show that the argumentative style (rational and factual rather than emotional or moral) seems to have a significant weight on the perception of the argument. In addition, the theme addressed by the argument seems to play a significant role and should therefore be given special attention for the development of similar interventions.At the application level, our results first highlight the relevance of the use of injunctive social norms in a context of persuasive technology. They also show that social standard messages must be carefully crafted, taking into account multiple factors. On the theoretical level, we show that a social norm can have an effect comparable to that of an explicitly fixed objective, but that both generate the setting up of different cognitive processes. Eventually, methodologically, we apply the analysis of traces of activity to the field of social influence, which, to our knowledge, had not yet been put in place.

The Occurrence of Dark Patterns in the Airline Industry is a thesis in Information Design with a focus on Interaction Design. The purpose of this thesis is to investigate how dark patterns in airline ticket bookings affect the user experience of inexperienced users. Dark patterns are design tricks that manipulate users into making decisions that benefit the company behind them. Although the use of dark patterns may seem like a good way to increase sales, they can harm the company's reputation in the long run. Many companies have been fined large sums of money, and more are likely to follow as rules and regulations regarding the use of dark patterns become more common. This thesis examines how users perceive and react to the occurrence of dark patterns in the booking process of airline tickets. It does this by using methods such as interviews and scenarios. The findings serve as the basis for a design proposal to redesign two different booking processes where dark patterns occur less frequently. This proposal investigates the relationship between the occurrence of dark patterns and the user experience.

As consumers increasingly use subscription-based services, there is a rising tendency to discontinue a service to try others, due to a larger variety of options available. This incentive has prompted the widespread use of dark patterns by companies aiming to make the termination of their services more difficult for users by creating overly complicated cancellation processes. An excessive number of steps, confusing options, and unclear wording are among the tactics used to complicate these processes. To gain insight in this phenomena, this study aims to create knowledge about the effectiveness of various dark patterns within the category of Interface interference, with a particular focus on their ability to mislead users in a cancellation process, and their subsequent impacts on usability and user experience. Using a mixed-methods approach, the study engages user testing with a website prototype to provide an understanding of the different categories of dark patterns' effects on usability and user experience. The findings indicate that the dark pattern categories False hierarchy and Trick question resulted in the most pronounced negative reactions and led to most deviations in the prototype interaction data, signifying a severe impact on usability and experience. Additionally, the categories Hidden information and Preselection, while not provoking as many immediate reactions, were frequently overlooked by users. This observation underscores their potential as concealed manipulative agents, misleading users in a subtler manner.

Dark patterns are ubiquitous in user interfaces of today. They are often created by designers to manipulate users to make decisions they didn’t intend, or perhaps even wanted, in an interface that first and foremost benefits the stakeholders – at the expense of the users. Studies have shown that the designers themselves are aware of the concept of dark patterns, but are the users aware of them? This study aims to map website users’ knowledge about Harry Brignulls definition of the concept of dark patterns, the different types of dark patterns that the concept contains, and where users encounter these dark patterns. The data was collected through an online Sunet – Survey & Report-questionnaire and analyzed through an analyzing system called IBM SPSS and Sunets-questionnaire own analyzing tools. The result showed that very few of the respondents knew what the concept of dark patterns was, but many of them recognized that they had encountered the phenomena, after it was explained to them. The result also showed that there was no connection found between knowledge about dark patterns and the different factors of age, gender, occupation, or websites visited per day. The mapping of users’ knowledge about dark patterns opened for further future research.

Background. Learning a new language is essential for global communication and cultural understanding as it enhances communication skills and promotes respect for diverse cultures. In this digital age, e-learning platforms have become popular tools for language learning. Additionally, the integration of gamification and persuasive design techniques has gained widespread popularity in educational settings, primar- ily for their ability to boost user engagement. By infusing these game elements and persuasive design principles into online language learning platforms, We can create immersive experiences that drive the learners to actively learn.  Objectives. This study investigates the impact of gamification and persuasive de- sign principles on user engagement and motivation in e-learning platforms for non- Swedish people learning Swedish. The objectives include conducting a literature review on these principles, designing two e-learning platforms (one with these prin- ciples and one without), inviting a diverse group of non-Swedish people learning Swedish to use both platforms, followed by a survey to assess the satisfaction and motivation of the participants, and finally analyzing data to assess the influence of these elements on user engagement and motivation in language learning. Methods. To achieve the objectives, an extensive literature review was conducted to identify suitable game elements and persuasive design principles. Following this, two distinct e-learning platforms were created—one infused with gamification and persuasive design principles and one without. The final step involved a user study with a diverse group of non-Swedish participants to assess the impact of gamifi- cation and persuasive design principles on user engagement and motivation. This includes the collection of quantitative and qualitative data to measure the impact of gamification and persuasive design principles on user engagement and motivation in e-learning platforms designed for non-Swedish people learning Swedish.  Results. Through an extensive literature review, this thesis identified effective gamification elements for language learning platforms. Subsequently, two e-learning platforms were precisely designed and developed: one adhering to traditional non- gamified methods and the other incorporating the identified gamification elements. A group of non-Swedish participants engaged with both platforms and responded to a survey. The results revealed a significant increase in motivation among participants when completing language learning tasks on the gamified platform, demonstrating the tangible benefits of gamification in promoting engagement and long-term lan- guage acquisition, aligning with findings from the literature review. These outcomes can contribute to improving the design of language learning experiences while also providing insights for future developments in e-learning platforms.  Conclusions. Based on the study results, the conclusion is that using gamifica- tion and persuasive design principles can significantly improve user engagement and motivation in e-learning platforms for language learning.

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Vi lever i ett datadrivet samhälle där individer och tjänster ständigt loggar, spårar och behandlar information om sina egna eller andras beteenden. Informationsteknologi för datadriven beteendeförändring är centralt inom områdena Personal Informatics, en klass verktyg som hjälper individer att samla och undersöka personligt relevant information i självreflekterande syfte, samt Persuasive Design, som handlar om att känna till de bakomliggande orsakerna om vad som motiverar användare att agera och designa för att uppnå detta. Trots denna gemensamma huvudfokus bedrivs forskning kring områdena delvis separat. På grund av det stora överlappet mellan de två områdena behövs en översikt över vad som anses särskilt viktigt inom både Personal Informatics och Persuasive Design. Därför har vi genomfört en litteraturstudie för att på ett samlat sätt presentera den forskning som finns samt vilka generella lärdomar som belyses av forskare inom området. Resultatet visar mönster och skillnader i den gemensamma basen av litteratur, vilket möjliggör för djupare insikt i området. Vi diskuterar dessa mönster och möjligheter för vidare forskning av de resultat vi fått in samt vilka aspekter som anses särskilt viktiga. / We live in a world where products and services constantly try to affect our behavior. Data driven information technology for achieving behavior change is a central concept in Personal Informatics, a class of tools for assisting individuals in collecting and reviewing personally relevant information in self-reflective purposes, as well as Persuasive Design, which concerns the underlying factors behind motivating users into action and designing to achieve this. Despite these similarities in focus, these areas are partly researched as different fields. Because of the common grounds between the research areas, we believe an overview of the research literature concerning both Personal Informatics and Persuasive Design is important. For this reason we have performed a literature study so that we, in an organized manner, can present the aspects which are studied as well as insights highlighted by scientists in the area. We discuss patterns and possibilities for future research by the results we have collected as well as which aspects are considered especially important.

Social networking sites and their functions are in constant change and with every new innovation different user behaviors are encouraged or prevented. Persuasive design is one way of designing a system to encourage a certain behavior. In this study we conducted four surveys of Sweden’s four most popular Social networking sites and how they are used. We followed up with ten interviews to gain understanding of why the users use these sites in a certain way. We identified four different target behaviors on Facebook, Instagram, Twitter and LinkedIn with help from the results we gathered from our surveys and our interviews. We then used a behavior model for persuasive design (FBM) to identify the different factors of the model in Facebook, Instagram, Twitter and LinkedIn’s design. The three factors of the behavior model are: motivation, ability and triggers. To gain further understanding of how Facebook, Instagram, Twitter and LinkedIn motivates, allows and triggers users to perform target behaviors we analyzed our findings using theories from research already done on persuasive design. We found that persuasive design was a powerful tool when it comes to making users perform a certain target behavior. Where the target behavior was not being performed we identified where the design did not correspond with the behavior model. Our goal was to expand on the behavior model by providing it with real world examples. By doing so we hope to help designers gain further understanding about how persuasive design works and how to put it into practice.

A website’s foundation should be its usability and its user engagement. Designers can go further and persuade users. The design practice of persuasive design revolves around affecting people indirectly by changing attitudes or behaviors through product features or service characteristics. This has been utilized in various fields with great success. The field of sustainability has become a new theme of study with the goal of influencing user behavior toward more sustainable actions. Researchers have claimed that persuasive design is an effective way to change behaviors and could be utilized to reach different sustainability goals with websites being a viable medium for this. Frameworks for the entirety of the design process have been suggested but there seems to be a lack of literature on guidelines for existing sustainability website designs. This thesis aims to provide guidelines for websites of sustainability-related projects by researching the involvement of similar projects through people’s experiences, motivations, and intentions along with identifying persuasive design characteristics that can increase engagement. The resulting guidelines will be useful for existing designs of websites for sustainability-related projects to increase its persuasive power. A literature review was conducted along with empirical methods of data collection such as a survey, semi-structured interviews, and competition analysis. Theory of planned behavior (TPB), Fogg Behavior Model (FBM), and the Persuasive Systems Design model (PSD) were utilized as theoretical frameworks for collecting data. The empirical methods results were analyzed through a table connecting the theoretical frameworks to understand the results. The findings suggested that people have strong motivations and positive attitudes toward sustainability-related projects but the involvement in such projects is affected by limited ability caused by different barriers. By optimizing the interactive system and applying the persuasive design characteristics, the barriers can be reduced, and the websites’ persuasive power can be increased. Five guidelines were suggested based on the empirical results. An evaluation of the guidelines was not conducted which is proposed as the next step for further research. / Grunden av en webbplats bör vara dess användbarhet och användarengagemang. Utifrån denna grund kan designers gå längre och övertala användare via webbplatsen. Persuasive design är ett tillvägagångssätt inom design vilket kretsar kring att indirekt påverka människors attityder eller beteenden genom produkt- eller tjänsteegenskaper. Detta tillvägagångssätt har använts framgångsrikt inom varierande områden. Hållbarhet har blivit ett nytt studietema med målet att påverka användarnas beteende mot mer hållbara åtgärder. Forskare har hävdat att persuasive design är ett effektivt sätt att förändra beteenden och skulle kunna användas för att nå olika hållbarhetsmål med webbplatser som ett möjligt medium för detta. Ramverk för hela designprocessen har föreslagits men det förefaller vara brist på litteratur om riktlinjer för befintlig design av hållbarhetsrelaterade webbplatser. Denna studie syftar till att ge riktlinjer åt webbplatser för hållbarhetsrelaterade projekt genom att undersöka involveringen av liknande projekt genom människors erfarenheter, motivationer och avsikter samt att identifiera övertalande egenskaper hos persuasive design som kan öka engagemang. De resulterande riktlinjerna kommer att vara användbara för befintliga designer av webbplatser för hållbarhetsrelaterade projekt för att öka dess övertalande kraft. En litteraturgenomgång utfördes tillsammans med empiriska metoder för datainsamling som semistrukturerade intervjuer, en enkät, samt en konkurrentanalys. Teorin om planerat beteende (TPB), Foggs beteendemodell (FBM), samt modellen för Persuasive Systems Design (PSD) användes som teoretiska ramverk för att samla in data. De empiriska metodernas resultat analyserades genom en tabell som kopplade samman de teoretiska ramarna för att förstå resultaten. Studiens slutresultat tyder på att människor har starka motivationer och positiva attityder till hållbarhetsrelaterade projekt men engagemanget i sådana projekt påverkas av begränsad förmåga orsakad av olika hinder. Genom att optimera det interaktiva systemet och tillämpa de övertalande designegenskaperna från persuasive design kan hindren minskas och webbplatsernas övertalande kraft kan ökas. Fem riktlinjer föreslogs baserat på de empiriska resultaten. En utvärdering av riktlinjerna har inte genomförts vilket föreslås som nästa steg för vidare forskning.

På grund av Covid-19 pandemin har sättet vi arbetar på förändrats och allt fler människor arbetar idag på distans. Detta har medfört att medarbetare kan känna sig ensamma utan en tillhörighet till den arbetsplats de jobbar på, vilket kan ha negativa effekter på deras engagemang och prestationer. Den sociala kulturen på arbetsplatsen är en viktig del i att få medarbetare att känna tillhörighet och det behöver, på grund av det ökade distansarbetet, finnas ett sätt för dessa medarbetare att socialisera sig online. Det är framför allt företagets ansvar att möjliggöra denna socialisering för att stärka banden mellan sina anställda och detta kan göras genom användning av enterprise social media. Enterprise social media är en typ av social plattform där användarna kan dela kunskap, kommunicera med medarbetare samt få information från företaget. Det finns utmaningar med engagemanget på denna typ av plattformar och denna studie syftar till att ta reda på vad medarbetarnas inre motivation till användning är samt hur denna motivation kan användas för att forma design genom gamification och persuasive design. För att undersöka detta har studien genomförts tillsammans med företaget Amirra där semistrukturerade intervjuer genomförts med användare av plattformen. Resultatet av intervjuerna visade att den inre motivationen för medarbetarna är att lära känna och socialisera sig med sina kollegor samt att känna en tillhörighet på arbetsplatsen. Utifrån detta gjordes en analys av empirin och tidigare forskning för att ta fram designförslag i form av en prototyp med element från gamification och persuasive design. Prototypen validerades sedan med deltagarna för att bekräfta eller dementera dessa förslag och om de hade kunnat påverka engagemanget på plattformen. Resultatet av studien visar att det sannolikt går att påverka användarnas engagemang och aktivitet i enterprise social media genom att basera design på medarbetarnas inre motivation. Detta innefattar enkla tävlingar, badges och att göra möjligheten att utföra uppgifter enklare, vilket också bekräftades av deltagarna. / The way we work has changed due to the Covid-19 pandemic as more people now work remotely. This has resulted in employees feeling lonely as they lack a sense of belonging to their workplace, which can have negative effects on their commitment and performance. The social culture in the workplace is an important part of making employees feel connected, and a s a result of the increase in remote work there needs to be a way for these employees to socialize online. It is primarily the company's responsibility to enable this socialization, to strengthen the ties between its employees and this can be done through the use of enterprise social media. Enterprise social media is a type of social platform where users/employees can share knowledge, communicate, and receive information from the company. There are often challenges with engagement on these types of platforms, and in this study we aim to find out what employees' internal motivation for usage is, and how this motivation can be used to shape design through gamification and persuasive design. To investigate this, the study was carried out together with the company Amirra, where semi-structured interviews were conducted with users of the platform. The results of the interviews showed that the inner motivation for the employees is to get to know and socialize with their colleagues and to feel a sense of belonging in the workplace. Based on this, an analysis of the empirical evidence and previous research was made to produce design proposals in the form of a prototype with elements from gamification and persuasive design. The prototype was then validated with the participants to confirm or deny these propositions, and whether they had been able to influence engagement on the platform. The results of the study shows that it is likely to influence user engagement and activity in Enterprise social media by basing the design on employees' inner motivation. This includes simple competitions, badges and making the ability to perform tasks easier, which was also confirmed by the participants.