persuasive backfiring: when behavior change interventions trigger unintended negative outcomes

BACKFIRING

AGNIS STIBE

MIT MEDIA LAB

BRIAN CUGELMAN

ALTERSPARK

PERSUASIVE

TRIGGER

BEHAVIOR CHANGE

INTERVENTIONS

OUTCOMES

UNINTENDED

NEGATIVE

INTENDED

UNINTENDED

NEGATIVE POSITIVE

TARGET BEHAVIOR

INTENDED

UNINTENDED

NEGATIVE POSITIVE

SURPRISE BEHAVIOR

TARGET BEHAVIOR

INTENDED

UNINTENDED

NEGATIVE POSITIVE

SURPRISE BEHAVIOR

DARK PATTERNS

TARGET BEHAVIOR

INTENDED

UNINTENDED

NEGATIVE POSITIVE

SURPRISE BEHAVIOR

DARK PATTERNS

TARGET BEHAVIOR

BACKFIRING

INTENDED

UNINTENDED

NEGATIVE POSITIVE

POSITIVEOUTCOME

NEGATIVEOUTCOME

INTENDED

UNINTENDED

MAJORSEVERITY

MINORSEVERITY

HIGHLIKELIHOOD

LOWLIKELIHOOD

BACKFIRING

DARKPATTERNS

TARGETBEHAVIOR

SURPRISEBEHAVIOR

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

INEXPERIENCE Superficializing

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

INEXPERIENCE Superficializing

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousing

INEXPERIENCE Superficializing

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousingSelf-Licensing

INEXPERIENCE Superficializing

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousingSelf-Licensing

CREDIBILITY DAMAGE Self-DiscrediMng

INEXPERIENCE Superficializing

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousingSelf-Licensing

CREDIBILITY DAMAGE Self-DiscrediMngMessageHijacking

INEXPERIENCE Superficializing

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousingSelf-Licensing

CREDIBILITY DAMAGE Self-DiscrediMngMessageHijacking

INEXPERIENCE Superficializing

POOR JUDGMENT Mistailoring

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousingSelf-Licensing

CREDIBILITY DAMAGE Self-DiscrediMngMessageHijacking

INEXPERIENCE Superficializing

POOR JUDGMENT MistailoringMistargeMng

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousingSelf-Licensing

CREDIBILITY DAMAGE Self-DiscrediMngMessageHijacking

INEXPERIENCE Superficializing

POOR JUDGMENT MistailoringMistargeMngMisdiagnosing

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousingSelf-Licensing

CREDIBILITY DAMAGE Self-DiscrediMngMessageHijacking

INEXPERIENCE Superficializing

POOR JUDGMENT MistailoringMistargeMngMisdiagnosingMisanMcipaMng

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousingSelf-Licensing

CREDIBILITY DAMAGE Self-DiscrediMngMessageHijacking

INEXPERIENCE Superficializing

POOR JUDGMENT MistailoringMistargeMngMisdiagnosingMisanMcipaMng

SOCIAL PSYCHOLOGY AnM-Modeling

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

FINEPRINT FALLACY Overemphasizing

PERSONALITY RESPONSES

DefianceArousingSelf-Licensing

CREDIBILITY DAMAGE Self-DiscrediMngMessageHijacking

INEXPERIENCE Superficializing

POOR JUDGMENT MistailoringMistargeMngMisdiagnosingMisanMcipaMng

SOCIAL PSYCHOLOGY AnM-Modeling

ReverseNorming

LOWLIKELIHOOD

HIGHLIKELIHOOD

MAJORSEVERITY MINORSEVERITY

A C B D

MINORSEVERITY

MAJORSEVERITY

LOWLIKELIHOOD

HIGHLIKELIHOOD

PoorJudgmentMistailoringMistargeMngMisdiagnosingMisanMcipaMng

SocialPsychologyAnM-Modeling

ReverseNorming

PersonalityResponsesDefianceArousingSelf-Licensing

FineprintFallacyOveremphasizing

InexperienceSuperficializing

CredibilityDamageSelf-DiscrediMngMessageHijacking

FUTURE BEHAVIOR

PRESENT BEHAVIOR

TARGET GROUP

APPRECIATEUNNECESARYFAIL

Self-Contained January1st Self-Driven

@agsM

CTCompetition

SLSocial

learning

SCSocial

comparison

CRCooperation

NINormativeinfluence

SFSocial

facilitation

RERecognition

INVOLVEMENT

ENGAGEMENT

PARTICIPATION

PERSUASIVE Change Care SocialEngineering

SMART Classify Understand BigData

SENSIBLE Read Feel SensorNetworks

AGNIS@MIT.EDU