Persuasive Backfiring: When Behavior Change Interventions Trigger Unintended Negative Outcomes

Healthy, nudged, and wise: Experimental evidence on the role of information salience in reducing tobacco intake

We evaluate the performance of two behavioral interventions aimed at reducing tobacco consumption in an ultra-poor rural region of Bangladesh, where conventional methods like taxes and warning labels are infeasible. The first intervention asked participants to daily log their tobacco consumption expenditure. The second intervention placed two graphic posters with warnings about the harmful effects of tobacco consumption on tobacco users and their children in the sleeping quarters of the participating households. While both interventions reduced household tobacco consumption expenditure, male participants who logged their expenditure substituted cigarettes with cheaper smokeless tobacco. The reduction in tobacco intake is larger among males with a non-tobacco consuming spouse. Exploratory analysis reveals that risk-averse males who spent relatively more on tobacco responded more to the logbook intervention. More educated, patient males with children below age five responded better to the poster intervention. The findings suggest that in countries with multi-tiered tobacco excise tax structures, which incentivize downward substitution, extending complementary demand-side policies that worked elsewhere to the rural poor might be unwise. Instead, policies may leverage something as universal as parental concern for their children's health to promote better health decision-making.

A machine learning perspective on responsible gambling

Gamblers are frequently reminded to ‘gamble responsibly’. But these qualitative reminders come with no quantitative information for gamblers to judge relative product risk in skill-based gambling forms. By comparison, consumers purchasing alcohol are informed of product strength by alcohol by volume percentage (ABV%) or similar labels. This paper uses mixed logistic regression machine learning to uncover the potential variation in soccer betting outcomes. This paper uses data from four bet types and eight seasons of English Premier League soccer, ending in 2018. Outcomes across each bet type were compared using three betting strategies: the most-skilled prediction, a random strategy and the least-skilled prediction. There was a large spread in betting outcomes, with, for example, the per-bet average loss varying by a factor of 54 (from 1.1% to 58.9%). Gamblers’ losses were positively correlated with the observable betting odds across all bets, indicating that betting odds are one salient feature that could be used to inform gamblers about product risk. Such large differences in product risk are relevant to the promotion of responsible gambling.

Socially-driven persuasive health intervention design: Competition, social comparison, and cooperation

Persuasive technologies are tools for motivating behaviour change using persuasive strategies. socially-driven persuasive technologies employ three common socially-oriented persuasive strategies in many health domains: competition, social comparison, and cooperation. Research has shown the possibilities for socially-driven persuasive interventions to backfire by demotivating behaviour, but we lack knowledge about how the interventions could motivate or demotivate behaviours. To close this gap, we studied 1898 participants, specifically Socially-oriented strategies and their comparative effectiveness in socially-driven persuasive health interventions that motivate healthy behaviour change. The results of a thematic analysis of 278 pages of qualitative data reveal important strengths and weaknesses of the individual socially-oriented strategies that could facilitate or hinder their effectiveness at motivating behaviour change. These include their tendency to simplify behaviours and make them fun, challenge people and make them accountable, give a sense of accomplishment and their tendency to jeopardize user's privacy and relationships, creates unnecessary tension, and reduce self-confidence and self-esteem, and provoke a health disorder and body shaming, respectively. We contribute to the health informatics community by developing 15 design guidelines for operationalizing the strategies in persuasive health intervention to amplify their strengths and overcome their weaknesses.

The Potential and Challenges of Digital Well-Being Interventions: Positive Technology Research and Design in Light of the Bitter-Sweet Ambivalence of Change

Along with the dissemination of technical assistance in nearly every part of life, there has been growing interest in the potential of technology to support well-being and human flourishing. "Positive technology" thereby takes the responsible role of a "digital coach," supporting people in achieving personal goals and behavior change. The design of such technology requires knowledge of different disciplines such as psychology, design and human-computer interaction. However, possible synergies are not yet used to full effect, and it needs common frameworks to support a more deliberate design of the "therapeutic interaction" mediated through technology. For positive technology design, positive psychology, and resource oriented approaches appear as particularly promising starting point. Besides a general fit of the basic theoretical conceptions of human change, many elements of established interventions could possibly be transferred to technology design. However, besides the power of focusing on the positive, another psychological aspect to consider are the bitter components inherent to change, such as the confrontation with a negative status quo, threat of self-esteem, and the effort required. The present research discusses the general potential and challenges within positive technology design from an interdisciplinary perspective with theoretical and practical contributions. Based on the bitter-sweet ambivalence of change as present in many psychological approaches of motivation and behavior change, the bitter-sweet continuum serves as a proxy for the mixed emotions and cognitions related to change. An empirical investigation of those factors among 177 users of self-improvement technologies provides initial support for the usefulness of the bitter-sweet perspective in understanding change dynamics. In a next step, the bitter-sweet concept is transformed into different design strategies to support positive change. The present article aims to deepen the discussion about the responsible role of technology as a well-being enhancement tool and to provide a fruitful frame for different disciplines involved in positive technology. Two aspects are highlighted: First, investigating well-being technology as a form of "therapeutic interaction," focusing on the need for sensible design solutions in the emerging dialogue between technology and user. Second, a stronger consideration of the bitter-sweet ambivalence of change, utilizing (positive) psychology interventions to full effect.