Online persuasion as psychological transition, and the multifaced agents of persuasion: A personal construct theory perspective

Peter Slattery, Jason Simpson, Anastasia Utesheva

Research output: Chapter in Book/Report/Conference proceedingConference PaperResearchpeer-review

4 Citations (Scopus)


Extant literature has largely backgrounded the psychological processes of those being persuaded in online persuasion situations. If we do not examine these processes, we may not be able to fully understand or measure the impact of persuasive artefacts outside of their observable outcomes. In response to this issue, this paper conceptualizes the persuasion process as a state of psychological transition with respect to the individual being persuaded (cf. Kelly 1955; Stojnov 2003). We do this by drawing on the work of George Kelly and personal construct theory, and illustrate how this theory may be useful in better understanding both the process of persuasion and its outcomes. Finally, we discuss how online persuasion is further challenged by the multitude of ways in which the digital artefact can materialize.

Original languageEnglish
Title of host publicationProceedings of the 24th Australasian Conference on Information Systems
EditorsHepu Deng, Craig Standing
Place of PublicationMelbourne Australia
PublisherRMIT Publishing
Number of pages10
ISBN (Electronic)9780992449506
Publication statusPublished - 2013
Externally publishedYes
EventAustralasian Conference on Information Systems 2013 - RMIT University, Melbourne, Australia
Duration: 4 Dec 20136 Dec 2013
Conference number: 24th (Proceedings)


ConferenceAustralasian Conference on Information Systems 2013
Abbreviated titleACIS 2013
OtherHosted by the School of Business IT and Logistics. The Australasian Conference on Information Systems (ACIS) is the premier conference in Australasia for Information Systems academics. The conference covers technical, organisational, business, and social issues in the application of Information Technology (IT).
Internet address


  • Digital artefact
  • Online persuasion
  • Personal construct theory
  • Psychological transition

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