University of Oulu

Oduor M., Oinas-Kukkonen H. (2018) Behavioral Economics Through the Lens of Persuasion Context Analysis: A Review of Contributions in Leading Information Systems Journals. In: Hammoudi S., Śmiałek M., Camp O., Filipe J. (eds) Enterprise Information Systems. ICEIS 2017. Lecture Notes in Business Information Processing, vol 321. Springer, Cham

Behavioral economics through the lens of persuasion context analysis : a review of contributions in leading information systems journals

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Author: Oduor, Michael1; Oinas-Kukkonen, Harri1
Organizations: 1Oulu Advanced Research on Services and Information Systems, Faculty of Information Technology and Electrical Engineering, University of Oulu, P.O. Box 8000, 90014 Oulu, Finland
Format: article
Version: accepted version
Access: open
Online Access: PDF Full Text (PDF, 0.3 MB)
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Language: English
Published: Springer Nature, 2018
Publish Date: 2019-04-17


As technology becomes an integral part of our everyday lives, the more crucial it is to investigate how it can be further harnessed to improve individuals’ wellbeing. This involves studying users’ interactions with technology, how different design techniques influence their use, and the factors that might lead to sub-optimal use of technology. Such factors include decision biases which are mostly investigated in behavioral economics research. Behavioral economics counters the arguments of standard economic theories and combines psychological theories and economics to study how people actually behave as opposed to how they should behave as rational beings. Thus, this review provides an overview of behavioral economics research in the major IS journals. The aim is to determine the extent of such research within the IS field. An electronic search of the major IS journals was conducted over an 8-year period and the findings were categorized according to the use, user and technology contexts of the persuasive systems design model. The findings reveal the need for awareness of how various behavioral economic principles (or decision biases) influence decision making in technology-mediated settings and the development of strategies to mitigate their influence.

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Series: Lecture notes in business information processing
ISSN: 1865-1348
ISSN-E: 1865-1356
ISSN-L: 1865-1348
ISBN: 978-3-319-93375-7
ISBN Print: 978-3-319-93374-0
Pages: 453 - 472
DOI: 10.1007/978-3-319-93375-7_21
Host publication: Enterprise Information Systems 19th International Conference, ICEIS 2017, Porto, Portugal, April 26-29, 2017, Revised Selected Papers
Host publication editor: Hammoudi, Slimane
Śmiałek, Michał
Camp, Olivier
Filipe, Joaquim
Conference: International Conference on Enterprise Information Systems
Type of Publication: A4 Article in conference proceedings
Field of Science: 113 Computer and information sciences
Copyright information: © Springer International Publishing AG, part of Springer Nature 2018. This is a post-peer-review, pre-copyedit version of an article published in Enterprise Information Systems 19th International Conference, ICEIS 2017, Porto, Portugal, April 26-29, 2017, Revised Selected Papers. The final authenticated version is available online at: