Behavioral Economics in Information Systems Research: A Persuasion Context Analysis

Michael Oduor, Harri Oinas-kukkonen


In recent years, there has been growth in information systems (IS) research applying psychological theories focusing on peoples’ perception towards use of technology and how technology can motivate positive change. Behavioral economics–grounded in cognitive and psychological principles–on the other hand studies irrationalities in peoples’ behavior from an economics perspective and is a field that has lately been starting to gain credence in IS literature. This study’s aim is to establish the depth of behavioral economics studies in IS research by reviewing the basket of eight journals using the persuasive systems design model as an analytical tool. From this extant literature, similarities and complementary properties with other disciplines can be integrated, and improved methods of understanding users and their actions can be used for better prevention and intervention techniques especially in the domains of health IS and sustainability or Green IS.


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Paper Citation

in Harvard Style

Oduor M. and Oinas-kukkonen H. (2017). Behavioral Economics in Information Systems Research: A Persuasion Context Analysis . In Proceedings of the 19th International Conference on Enterprise Information Systems - Volume 3: ICEIS, ISBN 978-989-758-249-3, pages 17-28. DOI: 10.5220/0006277700170028

in Bibtex Style

author={Michael Oduor and Harri Oinas-kukkonen},
title={Behavioral Economics in Information Systems Research: A Persuasion Context Analysis},
booktitle={Proceedings of the 19th International Conference on Enterprise Information Systems - Volume 3: ICEIS,},

in EndNote Style

JO - Proceedings of the 19th International Conference on Enterprise Information Systems - Volume 3: ICEIS,
TI - Behavioral Economics in Information Systems Research: A Persuasion Context Analysis
SN - 978-989-758-249-3
AU - Oduor M.
AU - Oinas-kukkonen H.
PY - 2017
SP - 17
EP - 28
DO - 10.5220/0006277700170028