The Use of Persuasive Strategies in Systems to Achieve Sustainability

in the Fields of Energy and Water: A Systematic Review

Un Hee Schiefelbein

, William Bortoluzzi Pereira

, Renan Lírio de Souza

Joao Carlos Damasceno Lima

and Cristiano Cortez da Rocha

Computer Science Graduation Program, Federal University of Santa Maria, Santa Maria, RS, Brazil

Penguin Formula, Lisbon, Portugal

caio@inf.ufsm.br, cristiano.rocha@penguinformula.com

Keywords: Persuasive Technology, Sustainability, Energy, Water and Systematic Review.

Abstract: The use of persuasive applications to change behavior has presented efficient results in the most varied areas,

for example in the health area, applications send notifications remembering daily exercises and in addition to

losing calories you can still accumulate points. In the domains that involve sustainability linked to the use of

electric energy and water the persuasive applications have shown promise and present a good field to follow.

In this sense this work presents an investigation about which persuasive strategies are most used and which

can still be explored in the applications that seek to make the user have a sustainable behavior in the use of

water and electricity. This research has taken place through a systematic review.

1 INTRODUCTION

Convincing the user through applications to perform

attitudes different from what he usually does has

proved to be an effective solution to some problems,

such as helping to lose weight, perform more physical

activities, or even help to have more sustainable

attitudes. To lose weight, for example, encouraging

messages in addition to calorie-losing charts can be

very persuasive.

Calls persuasive applications come precisely for

this purpose, providing changes in user behavior so

that attitudes occur naturally and may even become a

new habit.

Concern for the environment has been highlighted

lately, both large companies and at home simple

locals, this happens because of scarcity of natural

resources, accompanied by a large volume of waste

generated every day, in addition to high rates related

to the consumption of electricity and water.

In order to investigate works that create

applications that use persuasion to promote

sustainable behavior in relation to the use of

electricity and water, this article presents a systematic

review.

According to (Kitchenham and Charters, 2007) a

systematic literature review is a means of identifying,

evaluating and interpreting all available research

relevant to a particular research question. In this

sense, the present systematic review investigates the

use of persuasive principles in systems that seek to

promote sustainability in the domains of energy and

water in domestic environments.

The process guidelines for systematic review

according to (Kitchenham and Charters, 2007) cover

three phases of a systematic literature review:

planning the review, conducting it and reporting it,

where the planning phase mainly involves the

identification stages of the need for review and

specification of the research questions, the

conduction phase of the review mainly involves the

stages of selection of the search string, selection of

the database and selection of articles by means of the

inclusion and exclusion criteria and finally the phase

of the review report mainly covers the stages of

analysis of the work in order to develop the final

report of the systematic review.

In this way the article is organized as follows:

section 2 the background that has some concepts

necessary for the understanding of the work. In

section 3 the systematic review and its steps and in

section 4 the conclusion.

258

Schiefelbein, U., Pereira, W., Lírio de Souza, R., Lima, J. and Cortez da Rocha, C.

The Use of Persuasive Strategies in Systems to Achieve Sustainability in the Fields of Energy and Water: A Systematic Review.

DOI: 10.5220/0007800202580265

In Proceedings of the 21st International Conference on Enterprise Information Systems (ICEIS 2019), pages 258-265

ISBN: 978-989-758-372-8

2 BACKGROUND

2.1 Persuasive Technology

The study of persuasive technologies arises with

(Fogg 2003), where research was directed at figuring

out how computing can help achieve persuasion.

The author, who is one of the first to use

persuasive technologies in computational research,

defines the technologies provided by persuasive

computing as interactive computing systems,

designed to change attitudes or behaviors, he

emphasizes that this process is not limited to sending

messages to influence users, but rather makes it

possible to send useful information that can somehow

support the development of a new habit or

positioning. Fogg (2003) has established 16

persuasive principles that if used in computer

applications increase the chances of persuading the

user, these 16 principles or persuasive strategies are

divided into 3 categories, tool, media or social actor,

which form the functional triad of Fogg.

Other authors have also devoted their research to

persuasive technologies (Oinas-Kukkonen and

Harjumaa, 2009), for example, define persuasive

systems as software or information systems designed

to reinforce, change attitudes or behaviors. It is

emphasized by (Fogg, 2003) and (Oinas-Kukkonen

and Harjumaa, 2009) that persuasion can not occur

through coercion or deception. Oinas-Kukkonen and

Harjumaa (2009) defined 32 persuasive strategies that

are part of their persuasive application design model,

the abbreviated PSD.

2.2 The Application of Persuasive

Technology

The increasing use of mobile devices has favored the

application of persuasion in web pages and

applications. Fogg (2009) cites some other

advantages of using the so-called mobile computing:

persistence, where it is possible to inform the user

countless times (automatically) about a given

situation, anonymity, it is possible to get where the

human being cannot go or not is welcome and lastly

the author cites scalability, where it is possible to

manage a large volume of data.

Currently different areas are using persuasion to

change users' habits, most often messages are sent

that remind or alert a certain behavior. A study by

(Matthews et al., 2016) in the form of a systematic

review, presented an analysis of some of the major

works that present mobile applications that promote

physical activities. Applications that use persuasion

for this purpose usually monitor physical activities

performed and send messages about their

performance, as well as personalized notification of

encouragement to physical activities. As conclusion

of this study (Matthews et al., 2016) realized that the

self-monitoring strategy was the most used by the

applications, as well as support for the dialogue for

feedback and social support strategies.

Domains within smart cities are also being tested,

the recent study (Anagnostopoulou et al., 2017)

shows several papers that have used applications with

persuasive technologies for sustainable urban

mobility. The applications send messages with

alternate routes, transit and time information, as well

as messages that allow the user to cycle through when

possible or walk to certain places.

In addition to the areas cited, numerous others are

increasing their research on the use of persuasion for

behavior change, areas such as education, conscious

consumption and areas related to sustainability. In the

section below will be presented a systematic review

that presents some of the main works found in the

literature that have developed persuasive applications

for change in the behavior in relation to the use of

electric energy and water.

3 SYSTEMATIC REVIEW

3.1 Planning

In order to identify existing solutions around how

persuasive technology is applied in environments that

seek sustainability and in the same way to identify the

least used strategies in this context, the following

research question:

Q1 - What are the most and least persuasive

principles used in systems that aim at sustainability in

the domains of energy and water use in domestic

environments?

Q2 - What particularities do sustainability

persuasion systems have?

3.2 Conducting the Systematic Review

Elaboration of the search string: For the definition of

the search strings the words persuasive computing

and persuasive technology were used, between the

strings the boolean operator OR was used because the

words technology or persuasive computing have the

same meaning. As the research question aims to

answer sustainability issues involving water or

energy, these words were also separated by the

Boolean operator OR, so the research could be

The Use of Persuasive Strategies in Systems to Achieve Sustainability in the Fields of Energy and Water: A Systematic Review

259

broader. The search string is limited to titles, abstracts

and keywords, so use the TITLE-ABS-KEY

sentence. In this way the search string created is

represented in Figure 1.

Figure 1: Search string.

Definition of the database: the search was

performed in the online database Scopus Elsevier,

considered one of the largest databases of peer-

reviewed literature.

Inclusion and exclusion criteria: inclusion criteria aim

to direct the selection of articles that will answer the

research question and, on the other hand, the

exclusion criteria serve to retain articles that will not

be useful at this time of the research. The inclusion

criteria are represented by (I) and the exclusion

criteria by (E), as presented in Table 1.

Table 1: Inclusion and exclusion criteria.

Inclusion

Exclusion

(I-1) Studies that

contain terms of

computing or persuasive

technology and

sustainability issues in

the title, abstract or key

words.

(E-1) Studies that were not in

the area of computer science.

(I-2) Studies that

have implemented or

designed systems that use

persuasive principles to

achieve sustainability.

(E-2) Studies that did not

contain terms of computing or

persuasive technology and

sustainability issues related to

energy or water in the title,

abstract or keywords.

(I-3) Studies that

have been designed for

domestic environments.

(E-3) Studies that addressed

only concepts and techniques and

did not develop some application

or that demonstrated the

applicability of persuasive

principles in the sustainable

environment.

(E-4) Studies involving

persuasive systems geared

toward sustainability have

however been tested or designed

for workplaces, public squares,

schools.

Extraction of works: The query in the database

was made in July 2018. Figure 2 represents the steps

for selecting the articles that were analyzed.

In the first stage, 324 articles were identified, after

the exclusion criterion (E-1) was applied, which

excludes non-computer science works. Then, the

exclusion criterion (E-2) was applied where the titles,

key words and abstracts were verified if the works

contained computing or persuasive technology terms

and sustainability issues related to water or energy,

leaving 113 articles. After an analysis of the 113

articles, the exclusion criterion (E-3) was applied,

where articles that did not implement any application

or that demonstrated the applicability of persuasive

principles in the sustainable environment were

excluded, in this way the inclusion criterion (I- 3) was

satisfied, the exclusion criterion (E-4) that excluded

articles that were designed or tested in public settings

such as squares, schools or work environments was

still applied. In this way, inclusion criteria (I-3) were

included, where only articles that were designed for

domestic environments were included. After reading

each one, 12 articles were still excluded, remaining

11 for review use.

Figure 2: Articles Selection Steps.

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3.3 Report of the Review Results

3.3.1 Selected Works

Article 1 [A1]- In the work of (Foster, Lawson and

Blythe, 2010) occurred the deployment and

evaluation of the web system called Wattsup. To

create the system the end users themselves expressed

their opinions and ideas of what elements the system

could have. The system is integrated into the social

network Facebook, it shows data of energy

consumption and data related to CO2 release. In

addition, charts, rankigs and comparisons between

friends can be generated.

For the system test 8 houses were selected,

totaling 20 people. Participants were divided into 2

groups A and B, in the first moment the participants

of group A besides seeing the data of the own

consumption could see the data of the consumption of

friends in Facebook and the participants of group B

only had access to the own data. The experiment

lasted 18 days and the results showed that participants

who could compare their data with friends on the

social network were more motivated to use the system

and in addition they managed to save about 130kwh.

To evaluate the work, the authors used questionnaires

to find out what influence the system caused in them.

Article 2 [A2]- In the work of (Petersen, Steele and

Wilkerson 2009) a mobile application called WattBot

was developed with the purpose of monitoring and

providing a feedback on domestic consumption. For

design definition a group of local university working

with sustainability has helped. The application shows

the consumption of each device in the house in the

form of a ranking, the appliance that consumes more

energy is at the top of the list in red and as the

consumption is less the colors are lighter (orange,

yellow and green).

The tests mainly occurred to evaluate the design

of the application interface, the number of testers and

the time that was used was not identified at work.

Participants were able to navigate the application

and liked the way the power consumption was

arranged, but they would like to be able to compare

consumption with data from past consumption.

Article 3 [A3]- In the work of (Gamberini et al.,

2012) a game for web called EnergyLife was

developed, the game shows in letters form the

individual consumption of each domestic appliance

that consumes energy.

As the participant is saving energy he goes up the

level. At the first level he can only see the current

situation and the last week, then he starts to receive

saving tips, besides receiving questions that can add

up points. At the last level he can share his results

with other people.

The tests occurred for 4 months with 10

participants. Interviews were done at the beginning

and at the end of the experiment to evaluate the

participant's progress. The final results indicated

savings of approximately 33% in some equipment, in

addition to increasing the participant's awareness.

Article 4 [A4]- In the work of (Petkov et al., 2011) a

mobile application called EnergyWiz was developed,

it mainly uses social comparison resources. The

application shows real-time consumption, history,

challenges, ranking and comparisons between

neighbors. For design creation (Petkov et al., 2011)

were based on theory-oriented design (Card, 1998).

Tests were performed with 17 participants for 1 week.

One of the features of the app was choosing a friend

and keeping track of his friend for a week. In this way

the user was committed and above all motivated to

save energy. For the evaluation the answers of the

questionnaires were analyzed.

Article 5 [A5]- In the work of (Sundramoorthy et al.,

2011) was developed a web system called Dehems it

serves for home energy management. To create the

design, elements described by (Fitzpatrick and Smith

2009) were used. First a prototype was developed and

then the final system. The tests happened in 250

houses the duration of the tests took 4 months.

Users could track their consumption and also

compare them to neighbors. The system shows the

amount of gas and energy expended, in addition to

CO2 emission and monetary values. The participants

found it very clear how information is presented, so

they were always reflecting on their actions.

For evaluation, comparisons were made with the

data related to the energy and gas consumption of the

months prior to the experiment and interviews were

also conducted where they reported on their

sustainable activities. The results showed that it is

possible to have a significant reduction in energy use

through persuasive applications, but to prove that

there has been an improvement in environmental

awareness has not yet been possible, because often

the reduction in consumption happens because of

monetary values.

Article 6 [A6]- In the work of (Takayama et al., 2009)

EcoIsland was developed, a web system to reduce

CO2 emissions. EcoIsland is a game designed for

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daily activities for a family that has an interest in

behaving in a more ecological way.

The family defines a target CO2 emission level

and the system tracks its current approximate

emissions using sensors. If the emission reaches the

target level, the water around the island increases and

at the end of the game.

The tests happened with 6 voluntary families, for

a total of 20 people. Families used the system for 4

weeks. At the end of the project evaluation, a

questionnaire was applied.

The results showed that 17 of the 20 participants

were more aware of environmental issues after the

experiment. 16 participants reported that they

acquired new knowledge about the subject. But

participants reported that often the motivation to

maintain sustainable habits was for reasons of the

game, such as not letting the island sink or increase

points and not for an improvement in the

environment.

Article 7 [A7]- In In the work of (Røsok 2014) it was

explored how smart energy meters can be combined

with social media. The concept involves the use of

collaborative group competition, where consumers

can join groups and compete with others in energy

savings, and can win prizes. The goal is to raise

awareness of energy as well as global awareness.

For the design of the prototype were interviewed

some families to collect elements that they found

important for motivation.

In the system it is possible to compare individual

consumption with the group, in the current day and

week or last month, the tests happened with 4 adults.

The results showed that the techniques used have

great potential to motivate consumers to use less

energy. Competition among individuals proved to be

very attractive to most participants, describing it as

the main motivational factor. In the project some

experts evaluated the interface and the end users

evaluated the usability and in both the result was well

satisfactory.

Article 8 [A8]- In the work of (Perren et al., 2016)

the authors created a mobile application and a web

page that serves as support for decisions of domestic

water consumption. The project came up to take

advantage of existing environmental standards to

promote water saving, the main purpose of the work

was to test the efficiency of using different sources of

information during persuasion.

Information about domestic activities and the use

of water was collected and it was on this collected

information that expert tips were sent in order to make

the behavior of the user change. The tests occurred in

40 households for an unspecified time, users received

tips related to day-to-day activities, each message

compared information that the user had previously

reported and indicated a new behavior. The results

showed that the use of reliable sources.

Article 9 [A9]- In the work of (Paay et al., 2013) the

authors discovered eight techniques that proved to be

comprehensive for the persuasion of a sustainable

consumption of natural resources in the fields of

water and electricity saving. One system for advising

the use of water has been designed and another for the

reduction of electricity. The water-saving system

focused on supporting gardeners by watering the

garden, sending meteorological information, soil

moisture data and advice from horticultural experts in

order to influence gardeners to save water. In this

sense the gardeners skipped a few days of watering

the garden. The energy-saving system also provides

information from weather experts, community

councils and data on personal consumption.

The results indicated that the messages received

during the use of water and energy were very well

received in the sense of awakening the awareness of

their energy consumption. The eight techniques that

worked efficiently for both water and energy savings

were: self-comparison, trigger messages, use of

mobile devices, understandable messages,

personalized information, community information,

expert advice, and behavior change throughout time.

Article 10 [A10]- In the work of (Vilarinho et al.,

2016) was developed a web system called CoSSMic,

the concept of increasing energy consumption and

becoming a concept of greener behavior. In The

software was developed following the methodology

of research in design science anchored by the

application of User-Centered Design and theories of

persuasive computing.

The development of the user interface (UI) was

done after iterations with end users and expert

assessment. The main strategies for behavior change

addressed by the authors were, to apply social norms,

feedback techniques, social cues and gamification.

The tests were mainly done to evaluate how design

issues can help change behavior.

The results of the evaluation of the experts

showed that the use of social comparisons and

gamification can stimulate the motivation for

software with this objective. Feedback with

suggestions can trigger concrete actions in relation to

energy efficiency.

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Article 11 [A11]- In the work of (Laschke et al.,

2011), a bath schedule was developed, where the

authors persuasively sought to reduce water

consumption in the bath.

The system designs a screen in the bathroom stall,

when a user starts his bath he tightens the play. Each

user is symbolized by a large colored circle, when the

bath begins the circle begins to decrease and then the

size of the circle is saved on the screen. The goal is

for each member of the family to try to decrease their

bath more and more.

The tests were carried out with 2 families totaling

6 people for 31 days. The results were different in the

two families, one had a significant reduction in water,

but the other did not obtain a very significant margin.

For Laschke et al., (2011) this is a common problem

of persuasive technologies, since change will depend

on whether the behavior change is important to the

user at that time.

3.3.2 Comparison of Related Work

After reading and analyzing the selected articles, a

Table 2 was generated with some of the particularities

of each article. For the information in the table the

following captions were created:

IP=Interviews with users and creation of a

Prototype based on information collected with end

users.

QLE=Qualitative Evaluation, analysis of

interview responses. In general questions were asked

about the change in system behavior and usability.

QE= Quantitative evaluation, comparison of

historical data and current data on consumption, it

was verified whether there was reduction of

consumption and monetary expenditure.

NS= Not Specified.

From the point that some of the selected articles

diverge in the manner of the use of persuasion, Table

3 shows which are the main persuasive principles

used in each work was constructed.

3.3 Justification of the Chosen Criteria

The choice of criteria in Table 3 followed the

persuasive principles also analyzed in the systematic

review of Shevchuk, Oinas-Kukkonen (2016) where

the authors sought to identify which of the 28

persuasive principles present in the PSD created by

Oinas-Kukkonen and Harjumaa (2009) were used in

systems containing "green" solutions. The systematic

review of Shevchuk and Oinas-Kukkonen (2016) did

not address systems that were designed using

persuasion techniques.

Table 2: Special features of the selected articles.

In this sense the systematic review of the present

work used as a criterion of comparison the 28

principles present in the PSD, plus 3 persuasive

principles that the functional triad of (Fogg, 2003)

addresses but the PSD model does not. Another

criterion included was that of gamification, although

it is not considered as a persuasive principle, it has

techniques that directly map the implementation of

different motivational and triggering theories

(Vilarinho, 2016).

After analyzing each work presented in Table 3

were separated the 10 strategies or persuasive

principles that are most used in sustainable persuasive

systems, the list is in Table 4.

It is important to make it clear that persuasive

principles or strategies that were least used are not

ineffective, they simply have not been much tested.

In this way these principles can still be explored to

test their efficiency. Based on the identification of

these principles the research question from the

Systematic Review is answered.

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Table 3: Persuasive principles present in each article.

Table 4: Principles/Strategies most used.

Principles/Strategies most used

Self-monitoring

Simulation

Social learning

Normative influence

Real world feel

Competition

Social Comparison

Suggestions

Liking

Surveillance

4 CONCLUSION

The work presented a systematic review that has as

main objective to show which persuasive strategies

are most used in applications that seek sustainability.

The research focused on investigating works that

designed their systems of behavior change for

residential users, that is, were analyzed persuasive

systems that sought to persuade the user of common

residences to use energy and water sustainably.

As a result we have found some persuasive

strategies that are heavily used in systems that seek to

persuade the user to sustain behaviors. We can cite 3

strategies that have appeared a lot: self-monitoring

and simulation that most of the time are together,

where data is usually monitored and simulations are

performed that cause users to think about the

consequences of their actions, and another strategy

strongly used is facilitation social, where increasingly

the use of communities and social networks are being

incorporated into the projects, this way there is a great

deal of involvement with the application and users

can learn from each other. However, the use of the

social network to seek savings should be used with

attention according to Foster, Lawson and Blythe

(2010), because to stay connected to social network is

necessary to consume energy as well.

As can be seen in Table 3, there are many

persuasive principles / strategies that are few explored

and many have not yet been tested. Some new

strategies may also arise, such as gamification, which

was not actually listed as a persuasive principle by

Fogg (2003) or Oinas-Kukkonen and Harjumaa

(2009) but is now being included as a persuasive

principle (Vilarinho 2016).

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Finally, as a systematic review, it is expected that

the persuasive strategies that are still little used in

applications related to the sustainable use of water

and electricity are more used and tested in order to

find out when they can be more efficient.

ACKNOWLEDGEMENTS

The authors would like to thank Penguin Formula for

partial supporting/funding of this research

and UFSM/FATEC through project number 041250 -

9.07.0025 (100548).

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