# Characteristics of a Persuasive Educational System: A Systematic Literature Review
## 5 Results
### Characteristics of a Persuasive Educational System
#### 5.2.2 Susceptibility and Personalized Persuasion  
The susceptibility regarding persuasive systems refers to the likelihood of a user to produce a positive response to a particular persuasive strategy. In [36] they studied the persuadability of a set of strategies. Then, they proposed a questionnaire called the Persuadability Inventory (PI) for five strategies; rewards, competition, social comparison, trustworthiness, and social learning. The selected paper [11; 21; 26] adjusts the PI to study students' susceptibility to persuasion strategies and designing PES under the personalized persuasion approach. Personalized persuasion is a design approach used to make an informed selection of persuasive strategies. That is, to identify the persuasion strategies to which potential users are most susceptible and implement only those strategies in the system design. The persuasive system's success depends directly on the users' response to the strategies. Therefore, the personalized persuasion approach expects that an informed selection of strategies will boost the persuasive impact of systems. \begin{table}
\begin{tabular}{l l l} \hline \hline
**Persuasive Strategy** & **Study** & **Total of Studies** \\ \hline Social learning & [10; 11; 15; 20; 21; 26; 27; 29; 33] & 9 \\ Social comparison & [10; 11; 15; 20; 26; 27; 29; 33] & 8 \\ Competition & [11; 15; 20; 26; 27; 29; 33] & 7 \\ Reduction & [10; 15; 20; 22; 23; 29; 33] & 7 \\ Rewards & [10; 11; 15; 21; 23; 27; 29] & 7 \\ Self-monitoring & [10; 15; 20; 22; 23; 29; 33] & 7 \\ Trustworthiness & [10; 15; 21; 23; 29; 33] & 7 \\ Tunneling & [10; 15; 20; 22; 23; 29] & 6 \\ Liking & [10; 15; 22; 23; 29] & 5 \\ Personalization & [10; 15; 22; 23; 33] & 5 \\ Praise & [10; 15; 22; 23; 29] & 5 \\ Recognition & [15; 20; 22; 29; 33] & 5 \\ Social facilitation & [10; 15; 20; 29; 33] & 5 \\ Suggestion & [10; 15; 20; 23; 29] & 5 \\ Tailoring & [10; 15; 20; 22; 29] & 5 \\ Conditional/rewarding & [20; 21; 27; 33] & 4 \\ Cooperation & [10; 15; 20; 33] & 4 \\ Expertise & [10; 15; 22; 29] & 4 \\ Real-world feel & [15; 22; 23; 29] & 4 \\ Third-party endorsements & [15; 22; 23; 29] & 4 \\ Surface credibility & [15; 22; 23; 29] & 4 \\ Simulation & [10; 15; 29] & 3 \\ Verifiability & [10; 15; 29] & 3 \\ Information quality & [20; 29; 33] & 3 \\ Normative influence & [15; 22; 33] & 3 \\ Mobile loyalty & [20; 33] & 2 \\ Mobile simplicity & [20; 33] & 2 \\ Convenience & [20; 33] & 2 \\ Rehearsal & [10; 15] & 2 \\ Reminders & [10; 15] & 2 \\ Similarity & [10; 15] & 2 \\ Authority & [15; 22] & 2 \\ Social role & [10; 15] & 2 \\ Acceleration & [22] & 1 \\ Iman & [22] & 1 \\ Islamic Identity & [22] & 1 \\ \hline \hline \end{tabular}
\end{table} 
Table 7: Persuasion strategies considered by the selected papers. In [21], they studied how students' cognitive ability scores are related to their susceptibility to persuasive strategies. They adjusted the questions from the Educational Testing Service kit (ETS) to assess cognitive ability. They also adjusted the PI to identify susceptibility towards rewards, social learning, and trustworthiness. The results showed that people with a high cognitive level are more susceptible to social learning than people with a low cognitive level. People with a low cognitive level are more susceptible to reliability than people with a high cognitive level. Finally, the results show that there is no significant difference between people with a high or low cognitive level regarding their susceptibility to the reward strategy. In [26], they studied how to design and implement personalized persuasive visualization to improve learning engagement using social influence strategies (social comparison, competition, and social learning). Researchers defined persuasion profiles by creating groups identifying students' susceptibility to show each student group only the implemented section in the system with the strategy to which they were susceptible. In a subsequent study [11], they assessed the efficacy of the system to promote the desired learning behavior.