Seizing the Potential of Algorithms: The Power of Personalized Persuasive Messages on the Use of Algorithmic Advice
Asbach S, Graf-Vlachy L, Fügener A (2025)
Publication Type: Conference contribution
Publication year: 2025
Publisher: Springer Science and Business Media Deutschland GmbH
Book Volume: 74
Pages Range: 267-282
Conference Proceedings Title: Lecture Notes in Information Systems and Organisation
Event location: Paderborn, DEU
ISBN: 9783031801181
DOI: 10.1007/978-3-031-80119-8_17
Abstract
Recommendations of algorithms are frequently superior to human judgment, but humans often fail to seize the full potential of algorithms. Research has made initial advances to increase the use of algorithmic advice, but achieved levels remain far from optimal. However, research has not yet considered user personality traits to develop interventions to increase the use of algorithms. We propose to communicate the algorithmic advice via a persuasive message that fits the user’s regulatory focus, i.e., the tendency towards promotion- versus prevention focus, to create regulatory fit. To test our hypotheses, we conduct an experiment with a forecasting task and 605 participants. Results support a positive effect of a persuasive message on the use of algorithmic advice. Further, results do not support a regulatory fit effect. Our article adds to theory and practice by developing and empirically testing novel interventions to increase the use of algorithms. Next research steps are discussed.
Involved external institutions
Germany (DE)How to cite
APA:
Asbach, S., Graf-Vlachy, L., & Fügener, A. (2025). Seizing the Potential of Algorithms: The Power of Personalized Persuasive Messages on the Use of Algorithmic Advice. In Daniel Beverungen, Matthias Trier, Christiane Lehrer (Eds.), Lecture Notes in Information Systems and Organisation (pp. 267-282). Paderborn, DEU: Springer Science and Business Media Deutschland GmbH.
MLA:
Asbach, Simon, Lorenz Graf-Vlachy, and Andreas Fügener. "Seizing the Potential of Algorithms: The Power of Personalized Persuasive Messages on the Use of Algorithmic Advice." Proceedings of the 18th International Conference on Wirtschaftsinformatik, WI 2023, Paderborn, DEU Ed. Daniel Beverungen, Matthias Trier, Christiane Lehrer, Springer Science and Business Media Deutschland GmbH, 2025. 267-282.
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